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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 (Undergraduate)
Marketing Management and Strategy (MBA and Undergraduate)
Sales Management (MBA and Undergraduate)
Marketing Principles (Undergraduate)
Marketing Analytics (MS in Operations Research)
Business Marketing (MBA)
Brand & Product Management (MBA)
Negotiation (MBA)
Sports Business Marketing(MBA)
Structural Equation Modeling (PhD)


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. His previous academic appointments were at Arizona State University, Florida International University, and Case Western Reserve University. He has demonstrated versatility and effectiveness in teaching at all university program levels and across the range of courses offered in marketing, including executive education on marketing,sales, and marketing/business analytics. He actively serves his university, college and academic discipline of marketing. Recently, Gary co-chaired the 2014 American Marketing Association Winter Educators Conference, held in Orlando, Florida. While serving several on committees for his departments and universities, he co-chaired the Graduate Curriculum Committee at Case Western Reserve for a two-year term from 2011-2013, overseeing major curriculum revisions for several of the School’s nine graduate degree programs. For several years, he has served as an ad hoc reviewing activity for several publication outlets including two of its foremost journals (the Journal of Marketing and the Journal of Marketing Research). Since 2004, he has served on the Editorial Review Board of the Journal of Personal Selling and Sales Management, earning the Best Reviewer Award in 2004. At Clemson, Professor Hunter currently 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. and Nikolaos Panagopoulos, “Commitment to Technological Change, Sales Force Intelligence Norms, and Sales Performance,” forthcoming, Industrial Marketing Management. 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,” 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 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.

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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