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Faculty and Staff Profile

Gary Hunter

Associate Professor of Marketing

Office: 273 Sirrine Hall
Phone: 1.864.656.5286
Fax: +1.864.656.0138
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

Marketing Foundations (MBA)
Professional Selling (Undergrad)
Marketing Management (MBA and Undergraduate)
Sales Management (MBA and Undergraduate)
Marketing Principles (Undergraduate)
Marketing Analytics for Supply Chain Managers (MS in Operations Research)
Business Marketing (MBA)
Brand & Product Management (MBA)
Negotiation (MBA)
Sports Business Practicum (MBA)
Structural Equation Modeling (PhD)


Gary K. Hunter, PhD, earned a BS from the U.S. Military Academy at West Point, an MBA from the University of Tennessee, and a PhD from the University of North Carolina at Chapel Hill. Dr. Hunter leverages his career experience with global multi-national organizations (Procter & Gamble, PepsiCo, and the US Army) to contribute insights relevant to sales and marketing concerns without compromising on scientific rigor. Gary’s research includes three award-winning journal publications selected as annual best papers in sales management theory and practice, including the 2010 Marvin Jolson Award, the 2008 AMA Excellence in Research Award, and the 2007 James M. Comer Award. His publications appear in the Journal of Marketing, International Journal of Research in Marketing, Journal of Personal Selling & Sales Management, Industrial Marketing Management, Marketing Letters, and the Journal of Business Research, among other outlets. He actively serves the academic discipline of marketing through ad hoc reviewing activity for several publication outlets including two of its foremost journals (the Journal of Marketing and the Journal of Marketing Research) and has been on the Editorial Review Board of the Journal of Personal Selling and Sales Management for several years. Recently, he co-chaired the American Marketing Associations premier research conference, the 2014 Winter Educators Conference, which was held in Orlando, Florida. His previous academic appointments were at Arizona State University, Florida International University, and Case Western Reserve University, where he taught in undergraduate (introduction to marketing, personal selling and sales management), MBA (marketing core, brand management, B2B marketing), and DM/PhD (causal analysis of business problems / structural equation modeling) degree programs as teaching executive education on marketing, sales, and business analytics. At Clemson, Professor Hunter teaches Marketing Foundations in the MBA program and Professional Selling in the undergraduate program.

 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, Survey Research.

 Research Publications

Hunter, Gary K. (2014, forthcoming), “Customer Business Development: Identifying and Responding to Buyer-Implied Information Preferences,” Industrial Marketing Management, special issue on Key Account Management, planned for October issue).

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

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 representing equivalent contributions.

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.

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.

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.

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. Second most cited paper in JPSSM since 2006.


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