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Faculty and Staff Profile

Gary K. 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 Foundations (MBA 8290)
MBA Advanced Marketing (MBA 8600)
Undergraduate Professional Selling (MKT 4200)

Courses taught at prior institutions:
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 level (ASU)

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


Gary K. Hunter is an Associate Professor of Marketing. He earned his B.S. (Engineering & Life Sciences) from the U.S. Military Academy at West Point, his MBA (Marketing & Finance) from the University of Tennessee, and his Ph.D. (Marketing) from the University of North Carolina at Chapel Hill.

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 (the AMA Excellence in Research Award, the James M. Comer Award, and the Marvin A. Jolson Award 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. Through external service to the discipline, he has earned recognition for reviewing activity (e.g. Publons Top 1% among Business and Economics Reviewers in 2018 with over 100 verified peer-reviewed articles) and ranks in the top 2% on Publons for previous year (2017-18) and career reviews. He also earned the JPSSM Reviewer of the Year Award in 2004 and has served on Editorial Review Boards, including the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Business Research, and the Journal of Personal Selling and Sales Management. With respect to conference leadership, he recently co-chaired the 2014 American Marketing Association's (AMA) Winter Conference and has been the AMA and Academy of Marketing Science (AMS) track chair for sales and customer relationship management several times. Concerning internal service, at the Department level, Dr. Hunter has served on a range of committees (e.g. faculty search committees, 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 of Business, among other duties, he serves on the MBA Council. At the University-level, he served on Clemson's University Assessment Committee (UAC) for three years from 2015-2018.

At Clemson, Professor Hunter teaches 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. He has taught thirteen (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, earning nominations for teaching awards for the core MBA marketing course, an MBA Brand Management elective, an MBA Business Marketing elective, and a PhD seminar in structural equation modeling.

Dr. Hunter's prior academic appointments were on marketing faculties at other Carnegie Research One (R1) classified universities: 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 651 cites with summary indices as follows: h-index = 11; g=20; hg=14.8; i10 = 11 (Google Scholar, Feb 19, 2019).

Ten (10) 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: 10% sole-author; 70% lead- or equally-contributing author; 30% supporting author.

Selected Publications:
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 and 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 and 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).


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 50k views)
Reviewing Activity Profile: Publons