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Faculty and Staff Profile

Gary K. Hunter

Associate Professor of Marketing

Office: 355B Sirrine Hall
Phone: 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 at Knoxville 1993

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

 Courses Taught

Professional Selling (UG)
Sales Management (UG)
Professional Selling & Sales Management (UG)
Advanced Sales Management (MBA)
Negotiation (MBA)

Marketing Principles (UG)
Marketing Management-Intermediate level (UG)
Marketing Foundations (MBA)
Marketing Management (MBA)
Advanced Marketing (MBA)
Advanced Marketing (MS-Marketing)

Business Marketing (MBA)
Brand & Product Management (MBA)
Sports Marketing (MBA)

Marketing Analytics (MS-Operations Research)
Structural Equation Modeling (PhD)

Marketing Analytics (Executive Education)
Business Marketing (Executive Education)


Gary Hunter is Associate Professor of Marketing at Clemson University. Dr. Hunter holds a Ph.D. from the University of North Carolina, an M.B.A. from the University of Tennessee, and a B.S. from the United States Military Academy at West Point. Gary's work in academics benefits from more than 10 years of leadership, management, sales, and marketing experience with the US Army, PepsiCo, and Procter & Gamble.

His primary research interests include sales technology, strategic account management, customer business development, and negotiations. His research has appeared 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 & Sales Management), as well as award-winning best papers in competitive conference tracks in sales and marketing research at global research conferences.

With over 20 years of experience in research one (R1) universities, Gary has taught undergraduate, master's, doctoral-level, and executive education courses in marketing and sales. During that time he's honored to have served as the primary instructor for more than 1700 graduate and 800 undergraduate students enrolled in thirteen (13) different courses, including required and elective courses. He has received nominations for teaching awards for MBA required marketing courses, MBA electives, and a required doctoral seminar in structural equation modeling. Based on his undergraduate teaching efforts, he was honored with induction into the Delta Sigma Pi professional business fraternity at Clemson.

Gary serves at the marketing discipline, university, college and department levels through a variety of activities. His service includes several activities related to reviewing manuscripts, including service on Editorial Review Boards for the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Business Research, and the Journal of Personal Selling & Sales Management. His journal reviewing activity earned recognition with Publons annual awards in 2018 and 2019 for being the the top 1% of business and economics. He has also served in conference leadership roles for internationally renowned marketing conferences, including Co-Chair for the 2014 American Marketing Association's Winter Conference (among the largest and most prestigious international research conferences in marketing). In addition to several years of service across the gamut of faculty committees, his leadership roles in internal service include serving as Chairperson for the graduate curriculum committee (at CWRU with supervisory responsibilities over nine graduate programs), Chairperson of Faculty Search and Hiring Committee (Clemson), and Chairperson of the Tenure, Promotion and Reappointment (TPR) Committee (Clemson).

 Research Interests

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

 Research Publications

Hunter, Gary K. (2019), “On Conceptualizing, Measuring, and Managing Augmented Technology Use in Business-to-Business Sales Contexts,” Journal of Business Research, 105(12), 201-213. Available online on 8/19/2019 at

St. Clair, Donald P., Gary K. Hunter, Philip A. Cola, and Richard Boland (2018), "Systems-savvy Selling, Interpersonal Identification with Customers, and the Sales Manager's Motivational Paradox: A Constructivist Grounded Theory Approach," Journal of Personal Selling & Sales Management, 38(4), 391-412.

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), 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), 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), pp. 239-253.
- Authors listed alphabetically for equivalent contributions.
- Among the most cited papers in Marketing Letters since 2010 (with 65 citations a/o 2/19/19).

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 & Sales Management, 29 (2), 111-124.
- Lead article.
- Winner of the 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), 16-34.
-Winner of the 2008 Excellence in Research Award from the AMA's best paper on Sales & Sales Management for 2007.
-One of the top 100 (of about 500) most cited papers in JM or JMR since 2007 (with 254 citations a/o 2/19/19).
-Identified as one of two papers driving one of the of the four major knowledge clusters (sales force technology use) in sales research (see Schrock, Zhao, Hughes, & Richards, 2016).

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), 155-170.
- One of the top 80 (of about 500) most cited papers in IJRM since 2006 (with 64 citations a/o 2/19/19).

Hunter, Gary K. and William D. Perreault, Jr. (2006), "Sales Technology Orientation, Information Effectiveness, and Sales Performance," Journal of Personal Selling & Sales Management, 26, 2 (Spring), 95-113, lead article.
- Winner of the 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 130 citations a/o 2/19/19).

Impact Summary:
Total number of Google Citations: 751 cites
Summary indices: h-index = 11; g=21; hg=14.5; i10 = 11 (Google Scholar, November 22, 2019).
Hg-index (a measure of career impact) ranks in the upper quartile for Associate Professors and near average for Full Professors of marketing at the world’s top 75 research universities (Soutar, Wilkinson, & Young 2015)

Eleven (11) peer-reviewed articles appear in marketing journals ranked in the top 20 globally and by marketing faculties at doctoral-granting universities (see Steward & Lewis, 2010, p. 86). Three are award-winning journal articles.

Peer-reviewed journal article authorship role summary: 73% lead- or equally-contributing author; 27% supporting author. 18% are sole-authored publications in top 20 marketing journals.


Gary K. Hunter: Google Scholar Profile
Gary K. Hunter: Publications
LinkedIn Profile (Top Recommended Gold Status)
Dr. Hunter' s YouTube Education Channel (see playlists; Over 55k views)
Reviewing Activity Profile: Publons