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Faculty and Staff Profile

Gary Hunter

Associate Professor of Marketing

Office: Clemson's Greenville ONE Bldg
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

Courses Taught at Clemson:
MBA Marketing Management
Undergraduate Professional Selling

Courses taught while employed previously at other business schools which include the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill (UNC), WP Carey School of Business at Arizona State University-Main Campus (ASU), Chapman Graduate School of Business at Florida International University (FIU), and the Weatherhead School of Management at Case Western Reserve University (CWRU):

PhD Structural Equation Modeling (CWRU)
MBA Marketing Management(ASU, FIU, CWRU)
MBA Advanced Sales Management (FIU)
MBA Business Marketing (CWRU)
MBA Brand & Product Management (CWRU)
MBA Negotiation (FIU)
MBA Sports Marketing (ASU)
MSOR Marketing Analytics (CWRU)
Undergraduate Sales Management (UNC, FIU)
Undergraduate Professional Selling and Sales Management (CWRU)
Undergraduate Marketing Principles (FIU)
Undergraduate Marketing Management-Intermediate (ASU)

Executive Education Custom Program Modules taught:
Business Marketing (CWRU)
Marketing Analytics (CWRU)


In August 2014, Dr. Gary K. Hunter joined the Marketing Department of Clemson University's College of Business as an Associate Professor of Marketing following fifteen (15) years of academic appointments at four other US business schools who were AACSB-accredited universities--each like Clemson with Carnegie classifications at the highest research active level for doctoral-granting universities (R1). He is a lifetime member of the Phi Kappa Phi and Beta Gamma Sigma Honor Societies and a Faculty Initiate in the Delta Sigma Pi Professional Business Fraternity.

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 premier, global marketing research conferences hosted by the American Marketing Association (AMA).

Gary actively serves the marketing discipline, department, college, and university. Primarily, he serves the discipline through Editorial Review Boards, ad hoc reviewing activities for several marketing journals, the American Marketing Association (AMA) and the Academy of Marketing Science (AMS). He has served on the 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 and Sales Management. For the marketing discipline, he recently co-chaired the 2014 American Marketing Association’s (AMA) Winter Conference and has been the AMA and AMS 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, promotion and tenure reviews, faculty performance reviews, curriculum, 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 has served the Marketing Department as its Faculty Search Committee Chairperson and as a member of the Tenure, Promotion, and Reappointment (TPR) committee. For the College, among other duties, he is a member of the inaugural Professional Business Graduate Faculty initiated in 2018, which serves the interests of Clemson's MBA and executive education programs. At the University-level, he served on Clemson's University Assessment Committee (UAC) for three years from 2014-2018.

At Clemson, Professor Hunter is a member of the Professional Business Graduate Faculty and teaches Introductory Marketing in the MBA Program and Professional Selling in the undergraduate program. In recognition of his undergraduate teaching efforts, Gary is honored to have been inducted into Clemson's Delta Sigma Pi (DSP) professional business fraternity as a faculty initiate in 2015. His prior teaching experiences include courses in PhD, MBA, MSOR, and undergraduate programs, and several nominations for teaching awards. He has taught 13 different courses at various levels and has been the instructor of record for more than 25 PhD (including 11 dissertation committees), 1600 MBA, and 700 undergraduate students.

Dr. Hunter’s prior academic appointments were on marketing faculties at Arizona State University (5 years), Florida International University (3 years), and Case Western Reserve University (7 years). For practical insights that aid his teaching, research, and service, Gary relies on more than 10 years of leadership, management, sales, marketing, and operations 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, 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

Impact summary: The total number of Google Citations to my research is 615 cites with summary indices as follows: h-index = 9; g=18; hg=12.7; i10 = 9 (Google Scholar, Sep 8, 2018). Nine articles appear in marketing journals ranked in the top 15 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: 10% sole-author; 70% lead- or equally-contributing author; 30% supporting author.

St. Clair, Donald P., Gary K. Hunter, Philip A. Cola, and Richard Boland (forthcoming), “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, accepted August 26, 2018.

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.
- One of the top 10 most cited papers in Marketing Letters since 2010 (with 58 citations a/o 8/27/18).

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), pp. 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), pp. 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 243 citations a/o 8/27/18).
-Identified as one of two papers driving one of the of the four major knowledge clusters (sales force technology use) in sales research (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), pp. 155-170.
- One of the top 80 (of about 500) most cited papers in IJRM since 2006 (with 60 citations a/o 8/27/18).

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.
- 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 127 citations a/o 8/27/18).


Gary's Google Scholar Profile
Gary's Publications and Supporting Materials
Gary's LinkedIn Profile (Top Recommended Gold Status)
Gary's Marketing & Sales Education Channel (see playlists; Over 47k views)
Gary's Reviewing Activity Profile: Publons