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Faculty and Staff Profile

Gary Hunter

Associate Professor of Marketing

Office: 273 Sirrine Hall
Phone: Please contact via email
Fax: Please contact via email
Personal Website:

 Educational Background

Ph.D. Marketing
University of North Carolina at Chapel Hill 1999

MBA Marketing & Finance
University of Tennessee 1993

BS Civil Engineering & Life Sciences
US Military Academy at West Point 1985

 Courses Taught

At Clemson:
Marketing Core (MBA)
Professional Selling (Undergraduate)

At Previous Academic Appointments (UNC, ASU, FIU, CWRU):
Structural Equation Modeling (PhD)
Marketing Core (MBA)
Advanced Sales Management (MBA)
Business Marketing (MBA)
Brand & Product Management (MBA)
Negotiation (MBA)
Sports Business Marketing (MBA)
Marketing Analytics (MS in Operations Research)
Marketing Principles (Undergraduate)
Sales Management (Undergraduate)


Professor Hunter's publications appear in the Journal of Marketing, International Journal of Research in Marketing, Journal of Business Research, Industrial Marketing Management, Marketing Letters, and the Journal of Personal Selling & Sales Management, among other outlets. His publications include three award-winning journal publications for best papers published on sales management theory and practice (one in the Journal of Marketing and two in the Journal of Personal Selling and Sales Management) as well as award-winning best papers in competitive conference tracks in sales and marketing research at global research conferences.

Gary actively serves the marketing discipline, department, college, and university. Primarily, he serves the discipline through Editorial Review Boards, the American Marketing Association Eductors' Conference, and ad hoc reviewing activities. He is on the Editorial Review Boards of the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Business Research, and the Journal of Personal Selling and Sales Management. Recently, he co-chaired the 2014 American Marketing Association’s (AMA) Winter Educator’s Conference and has been track chair for sales and customer relationship management several times. At the Department level, he has served on a range of committees (e.g. faculty recruiting, faculty performance reviews, AACSB representative, and others). Of note, at the college level, he chaired the Graduate Curriculum Committee at the Weatherhead School of Management at Case Western Reserve University with oversight for its nine graduate business school programs. At Clemson, he serves the Marketing Department as its Faculty Search Committee Chairperson and as a member of the Tenure, Promotion, and Reappointment (TPR) committee. At the University-level, he serves on Clemson's University Assessment Committee (UAC).

At Clemson, Professor Hunter teaches Marketing Foundations in the MBA program and Professional Selling in the undergraduate program. Gary is honored to have been inducted into Clemson's Delta Sigma Pi professional business fraternity as a faculty initiate in 2015. His prior teaching experiences include courses in PhD, MBA, MSOR, and undergraduate programs, and includes being the instructor of record for more than 25 PhD, 1500 MBA, and 600 undergraduate students.

Dr. Hunter’s prior academic appointments were on marketing faculties at Arizona State University, Florida International University, and Case Western Reserve University. For practical insights that aid his teaching, research, and service, Gary also relies on more than 10 years of leadership, management, sales, and marketing experience with the US Army (101st Airborne Division, Infantry Officer), PepsiCo, and Procter & Gamble.

 Research Interests

Sales Technology—including sales-based customer relationship management (CRM) & sales force automation (SFA) processes and tools, Strategic Account Management, Customer Business Development (CBD), Marketing and Sales Strategy, Negotiations, Relationship Marketing, Procurement, Structural Equation Modeling, Multilevel Modeling, Latent Class Analysis, and Survey Research.

 Research Publications

Google Citations: 533, total, h-index = 9; g=12; hg=9.8; i10 = 9
(a/o: September 4, 2017; see details in Google Scholar Profile; link below)

Hunter, Gary K. and Nikolaos Panagopoulos, (2015) “Commitment to Technological Change, Sales Force Intelligence Norms, and Sales Performance,” Industrial Marketing Management 50(10), 162-179. Authors listed alphabetically for equivalent contributions.

Hunter, Gary K. (2014), “Customer Business Development: Identifying and Responding to Buyer-Implied Information Preferences,” Industrial Marketing Management 43(7), 1204-1215. Special issue on Key Account Management.

Alvarez, Cecilia M.O., Peter R. Dickson, and Gary K. Hunter (2014), “The Four Faces of the Hispanic Consumer: An Acculturation-Based Segmentation,” Journal of Business Research, 67 (2), (February), 108–115.

Bradford, Kevin, Goutam N. Challagalla, Gary K. Hunter, and William C. Moncrief (2012), “Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts,” Journal of Personal Selling and Sales Management, 32, 1 (Winter), 41-56. Authors listed alphabetically for equivalent contributions.

Hunter, Gary K. (2011), “Sales Technology,” The Oxford Handbook of Strategic Sales and Sales Management, eds. David Cravens, Ken Le Meunier-FitzHugh, and Nigel Piercy, Oxford University Press, pp. 426-456.

Bradford, Kevin, Steve Brown, Shankar Ganesan, Gary Hunter, Vincent Onyemah, Rob Palmatier, Dominique Rouzies, Rosann Spiro, Harish Sujan, and Barton Weitz (2010), “The Embedded Sales Force: Connecting Buying and Selling Organizations,” Marketing Letters, 21, 3 (September), pp. 239-253. Authors listed alphabetically for equivalent contributions. One of the top 10 most cited papers in Marketing Letters since 2010 (with 38 citations a/o 8/29/16).

Dickson, Peter R., Walfried Lassar, Gary Hunter, and Samit Chakravarti (2009), “The Pursuit of Excellence in Process Thinking and Customer Relationship Management,” Journal of Personal Selling and Sales Management, 29, 2 (Spring), pp. 111-124, lead article. 2010 Marvin A. Jolson Award as best paper for contributions to sales practice.

Hunter, Gary K. and William D. Perreault, Jr. (2007), “Making Sales Technology Effective,” Journal of Marketing, 71, 1 (January), pp. 16-34. 2008 Excellence in Research Award from the American Marketing Association’s Selling and Sales Management Special Interest Group as best paper for 2007. One of the top 100 (of about 500) most cited papers in JM or JMR since 2007 (with 186 citations a/o 8/29/16).

Hunter, Gary K., Michele D. Bunn, and William D. Perreault, Jr. (2006), “Interrelations among Key Aspects of the Organizational Procurement Process,” International Journal of Research in Marketing, 23, 2 (June), pp. 155-170. One of the top 80 (of about 500) most cited papers in IJRM since 2006 (with 49 citations a/o 8/29/16).

Hunter, Gary K. and William D. Perreault, Jr. (2006), “Sales Technology Orientation, Information Effectiveness, and Sales Performance,” Journal of Personal Selling and Sales Management, 26, 2 (Spring), pp. 95-113, lead article. 2007 James M. Comer Award for best paper for contributions to sales theory and methods. One of the top 10 most cited papers in JPSSM since 2006 (with 108 citations a/o 8/29/16).


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