Fred Miao

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FredC. Miao

Fred C. Miao

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Biography

Southern Connecticut State University - Marketing

Faculty Fellow of John Merrill Endowed Professorship in Consultative Sales and Associate Professor of Marketing
Fred
Miao
Dallas/Fort Worth Area
I am a seasoned marketing researcher/professor specialized in sales force psychological and behavioral issues in B2B as well as B2C contexts. My research interest also covers inter-firm marketing relationships including channel selection, customer loyalty, and deployment of technology (e.g., social media platforms and Artificial Intelligence) in marketing relationships.

Experience

    Education

    • University of Missouri-Columbia

      Doctor of Philosophy (Ph.D.)

      Marketing

    Publications

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.

      Journal of the Academy of Marketing Science, 41 (1), 73-90.

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.

      Journal of the Academy of Marketing Science, 41 (1), 73-90.

    • The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.

      Journal of the Academy of Marketing Science, 38 (1), 90-104.

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.

      Journal of the Academy of Marketing Science, 41 (1), 73-90.

    • The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.

      Journal of the Academy of Marketing Science, 38 (1), 90-104.

    • Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls

      Industrial Marketing Management, 36 (5), 589-603.

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.

      Journal of the Academy of Marketing Science, 41 (1), 73-90.

    • The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.

      Journal of the Academy of Marketing Science, 38 (1), 90-104.

    • Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls

      Industrial Marketing Management, 36 (5), 589-603.

    • Dependence and interdependence in marketing relationships: meta-analytic insight.

      Journal of the Academy of Marketing Science, 43 (6), 694-712.

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.

      Journal of the Academy of Marketing Science, 41 (1), 73-90.

    • The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.

      Journal of the Academy of Marketing Science, 38 (1), 90-104.

    • Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls

      Industrial Marketing Management, 36 (5), 589-603.

    • Dependence and interdependence in marketing relationships: meta-analytic insight.

      Journal of the Academy of Marketing Science, 43 (6), 694-712.

    • Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance

      Journal of Business Research, 68 (11), 2374-2382.

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.

      Journal of the Academy of Marketing Science, 41 (1), 73-90.

    • The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.

      Journal of the Academy of Marketing Science, 38 (1), 90-104.

    • Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls

      Industrial Marketing Management, 36 (5), 589-603.

    • Dependence and interdependence in marketing relationships: meta-analytic insight.

      Journal of the Academy of Marketing Science, 43 (6), 694-712.

    • Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance

      Journal of Business Research, 68 (11), 2374-2382.

    • Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 29 (3), 243-255.

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.

      Journal of the Academy of Marketing Science, 41 (1), 73-90.

    • The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.

      Journal of the Academy of Marketing Science, 38 (1), 90-104.

    • Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls

      Industrial Marketing Management, 36 (5), 589-603.

    • Dependence and interdependence in marketing relationships: meta-analytic insight.

      Journal of the Academy of Marketing Science, 43 (6), 694-712.

    • Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance

      Journal of Business Research, 68 (11), 2374-2382.

    • Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 29 (3), 243-255.

    • Effects of Work-Family Interface Conflicts on Salesperson Behaviors: A Double-edged Sword

      Journal of the Academy of Marketing Science (2017), 45 (5), 762-783.

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.

      Journal of the Academy of Marketing Science, 41 (1), 73-90.

    • The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.

      Journal of the Academy of Marketing Science, 38 (1), 90-104.

    • Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls

      Industrial Marketing Management, 36 (5), 589-603.

    • Dependence and interdependence in marketing relationships: meta-analytic insight.

      Journal of the Academy of Marketing Science, 43 (6), 694-712.

    • Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance

      Journal of Business Research, 68 (11), 2374-2382.

    • Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 29 (3), 243-255.

    • Effects of Work-Family Interface Conflicts on Salesperson Behaviors: A Double-edged Sword

      Journal of the Academy of Marketing Science (2017), 45 (5), 762-783.

    • What makes online content viral? The contingent effects of hub users vs. non-hub users on social media platforms (forthcoming)

      Journal of the Academy of Marketing Science

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.

      Journal of the Academy of Marketing Science, 41 (1), 73-90.

    • The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.

      Journal of the Academy of Marketing Science, 38 (1), 90-104.

    • Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls

      Industrial Marketing Management, 36 (5), 589-603.

    • Dependence and interdependence in marketing relationships: meta-analytic insight.

      Journal of the Academy of Marketing Science, 43 (6), 694-712.

    • Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance

      Journal of Business Research, 68 (11), 2374-2382.

    • Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 29 (3), 243-255.

    • Effects of Work-Family Interface Conflicts on Salesperson Behaviors: A Double-edged Sword

      Journal of the Academy of Marketing Science (2017), 45 (5), 762-783.

    • What makes online content viral? The contingent effects of hub users vs. non-hub users on social media platforms (forthcoming)

      Journal of the Academy of Marketing Science

    • The Role of Salesperson Motivation in Sales Control Systems – Intrinsic and Extrinsic Motivation Revisited

      Journal of Business Research, 60 (5), 417-425.

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.

      Journal of the Academy of Marketing Science, 41 (1), 73-90.

    • The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.

      Journal of the Academy of Marketing Science, 38 (1), 90-104.

    • Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls

      Industrial Marketing Management, 36 (5), 589-603.

    • Dependence and interdependence in marketing relationships: meta-analytic insight.

      Journal of the Academy of Marketing Science, 43 (6), 694-712.

    • Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance

      Journal of Business Research, 68 (11), 2374-2382.

    • Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 29 (3), 243-255.

    • Effects of Work-Family Interface Conflicts on Salesperson Behaviors: A Double-edged Sword

      Journal of the Academy of Marketing Science (2017), 45 (5), 762-783.

    • What makes online content viral? The contingent effects of hub users vs. non-hub users on social media platforms (forthcoming)

      Journal of the Academy of Marketing Science

    • The Role of Salesperson Motivation in Sales Control Systems – Intrinsic and Extrinsic Motivation Revisited

      Journal of Business Research, 60 (5), 417-425.

    • Effects of Top Performer Rewards on Fellow Salespeople: A Double-edged Sword

      Journal of Personal Selling and Sales Management (forthcoming)

    • Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective

      Journal of Business Research, 67 (6), 1233-1242.

    • Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?

      Industrial Marketing Management

    • Effects of formal sales control systems: a combinatory perspective.

      International Journal of Research in Marketing, 29 (2), 181-191.

    • The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 27 (1), 89-101.

    • The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.

      Journal of the Academy of Marketing Science, 41 (1), 73-90.

    • The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.

      Journal of the Academy of Marketing Science, 38 (1), 90-104.

    • Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls

      Industrial Marketing Management, 36 (5), 589-603.

    • Dependence and interdependence in marketing relationships: meta-analytic insight.

      Journal of the Academy of Marketing Science, 43 (6), 694-712.

    • Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance

      Journal of Business Research, 68 (11), 2374-2382.

    • Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective

      Journal of Personal Selling & Sales Management, 29 (3), 243-255.

    • Effects of Work-Family Interface Conflicts on Salesperson Behaviors: A Double-edged Sword

      Journal of the Academy of Marketing Science (2017), 45 (5), 762-783.

    • What makes online content viral? The contingent effects of hub users vs. non-hub users on social media platforms (forthcoming)

      Journal of the Academy of Marketing Science

    • The Role of Salesperson Motivation in Sales Control Systems – Intrinsic and Extrinsic Motivation Revisited

      Journal of Business Research, 60 (5), 417-425.

    • Effects of Top Performer Rewards on Fellow Salespeople: A Double-edged Sword

      Journal of Personal Selling and Sales Management (forthcoming)

    • The differential effects of functional vis-à-vis relational customer orientation on salesperson creativity

      Journal of Business Research, 69 (12), 6021-6030.

    MKT 20081

    4.5(1)

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