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Faculty and Staff Profile

Ryan Mullins

Associate Professor of Marketing


Office: 255 Sirrine
Phone: 864-656-5292
Email: RMULLIN@clemson.edu
Vita: http://people.clemson.edu/~rmullin/cv.pdf
Personal Website: https://www.ryanrmullins.com/
 

 Educational Background

Ph.D. Marketing
University of Houston 2012

M.S. Business Administration
Texas A&M University 2008

B.S. Aerospace Engineering
Texas A&M University 2005

 Courses Taught

Introduction to Professional Selling
Introduction to Technical Selling
Advanced Professional Selling
Sales Management
MBA - Sales Leadership

 Profile


RESEARCH

Dr. Ryan Mullins works on research related to sales force management, sales teams, customer relationship management, branding, and front-line employee performance. Ryan’s work has appeared in the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Applied Psychology, Industrial Marketing Management, Journal of Business Research, and the Journal of Personal Selling and Sales Management.

AWARDS

Ryan's research has also received great acclaim across the field including:

2018 Neil Rackham/Sales Education Foundation Research Grant Award | Uncovering the Influence of Sales Force Capabilities on Firm Performance
2018 Sales Service Summit | Best Paper Award | “Understanding How to Activate the Ambidextrous Sales Force”
2017 James M. Comer Award for Best Contribution to Selling and Sales Management Theory | Do Sales and Service Compete?
2015 University of Houston Bauer College of Business “A Hit” Research Team Award
2015 AMA Sales SIG Excellence in Research Award
2015 Clemson College of Business Emerging Scholar Award
2014 SMA Conference Sales Track | Best Paper Award
2014 AMA Summer Conference, Services Track | Best Paper Award
2013 AMA Sales SIG Winner | Best Dissertation Award
2012 SMA Conference, Sales Track | Best Paper Award
2012 AMA Sales SIG Winner | Best Dissertation Proposal Award

SERVICE

Dr. Mullins also serves the field through his associations with marketing journals across domains. Ryan actively serves on the editorial review boards at the Journal of Service Research and the Journal of Personal Selling and Sales Management. Ryan is also an ad-hoc reviewer for the Journal of Marketing, International Journal of Research in Marketing, Industrial Marketing Management, Journal of Business Research, Journal of Marketing Theory and Practice, European Journal of Marketing, and several marketing-related conferences and peer-reviewed competitions. He is also co-editor of a special issue on “Sales Team Theory and Practice” for Industrial Marketing Management.

TEACHING

As part of Clemson’s Sales Program, Ryan also works closely with students and sales industry leaders on recruitment, training, and performance challenges. Integrating his work into the classroom, Dr. Mullins teaches Introduction to Professional Selling, Advanced Selling, and Sales Management at the undergraduate level, and also teaches Sales Leadership at the MBA level.

In his free time, Ryan enjoys spending time with his wife and 3 kids in the Greenville, SC community where they live.

 Research Interests

Ryan's research interests include sales force management, team selling, frontline employee performance, as well as branding.

 Research Publications

Bachrach, Daniel G., and Ryan Mullins (2019), “A Dual-Process Contingency Model of Leadership, Transactive Memory Systems and Team Performance,” Journal of Business Research, 96(3), 297-308.

Mullins, Ryan and Nikolaos Panagopoulos (2019), "Understanding the Theory and Practice of Team Selling: An Introduction to the Special Section and Recommendations on Advancing Sales Team Research," Industrial Marketing Management, 76(1).

Panagopoulos, Nikolaos, Ryan Mullins, and Panagiotis Avramidis (2018), "Sales Force Downsizing and Firm-Idiosyncratic Risk: The Contingent Role of Investors' Screening and Firms' Signaling Processes," Journal of Marketing, 82(6), 71-88.

Hall, Zachary R., Ryan Mullins, Niladri Syam and Jeffrey P. Boichuk (2017), "Generating and Sharing of Market Intelligence in Sales Teams: A Social Economic Perspective," Journal of Personal Selling and Sales Management, 37(4), 298-312.

Ogilvie, Jessica, Adam A. Rapp, Daniel G. Bachrach, Ryan Mullins & Jaron Harvey (2017), "Do sales and service compete? The impact of multiple psychological climates on frontline employee performance," Journal of Personal Selling & Sales Management, 37(1), 11-26. [Winner of 2017 James M. Comer Award for Best Contribution to Selling and Sales Management Theory]

Bachrach, Daniel G., Ryan Mullins, and Adam A. Rapp (2017), "Intangible Sales Team Resources: Investing in Social Capital and Transactive Memory for Market-Driven Behavior, Norms, and Performance," Industrial Marketing Management, 62(April), 88-99.

Mullins, Ryan, Daniel G. Bachrach, Adam A. Rapp, Dhruv Grewal, and Lauren Bietelspacher (2015), “You Don’t Always Get What You Want and You Don’t Always Want What You Get: An Examination of Control-Desire for Control Congruence in Transactional Relationships,” Journal of Applied Psychology, 100(4), 1073-88.

Mullins, Ryan, Michael Ahearne, Son K. Lam, Zachary R. Hall, and Jeffrey P. Boichuk (2014), "Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Impact Account Profitability," Journal of Marketing, 78(6), 38-58. [Winner of the 2015 AMA Sales SIG Excellence in Research Award]

Rapp, Tammy, Dan Bachrach, Adam A. Rapp, and Ryan Mullins (2014), "The Role of Team Goal Monitoring in the Curvilinear Relationship between Team Efficacy and Team Performance," Journal of Applied Psychology, 99(5), 976-87.

Baker, Tom, Adam A. Rapp, Tracy Meyer, and Ryan Mullins (2014), “The Role of Brand Communications on Frontline Service Employee Beliefs, Behaviors, and Performance,” Journal of the Academy of Marketing Science, 42(6), 642-57.

Mullins, Ryan and Niladri Syam (2014), "Manager-Salesperson Congruence in Customer Orientation and Job Outcomes: The Bright and Dark Sides of Leadership in Aligning Values," Journal of Personal Selling and Sales Management, 34(3), 188-205.

Lam, Son K., Mike Ahearne, Ryan Mullins, Babak Hayati, and Neils Schillewaert (2013) “What Sizzles May Turn Brittle: Examination of the Antecedents to Consumer Brand Identification,” Journal of the Academy of Marketing Science, 41(2), 234-52.

Weinstein, Luke and Ryan Mullins (2012), “Technology Usage and Sales Teams: A Multilevel Analysis of the Antecedents of Usage,“ Journal of Personal Selling and Sales Management, 32(2), 245-59.

 Links

Click to view my research on Google Scholar
or on Research Gate
Click to view the Clemson Sales Program