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Faculty and Staff Profile

Gary Hunter

Associate Professor of Marketing

Office: 273 Sirrine Hall
Phone: Please contact via email
Fax: 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
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 Core (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 (FIU)
Undergraduate Professional Selling and Sales Management (CWRU)
Undergraduate Marketing Principles (FIU)
Undergraduate Marketing Management (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 had earned the highest research active Carnegie classification as doctoral-granting universities. 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 global research conferences.

Gary actively serves the marketing discipline, department, college, and university. Primarily, he serves the discipline through Editorial Review Boards, the American Marketing Association (AMA) and Academy of Marketing Science conferences, and ad hoc reviewing activities for several marketing journals. He is on the Editorial Review Boards of the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Business Research, and the Journal of Personal Selling and Sales Management. Recently, he co-chaired the 2014 American Marketing Association’s (AMA) Winter Conference and has been 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. At the University-level, he served on Clemson's University Assessment Committee (UAC).

At Clemson, Professor Hunter teaches Marketing Foundations 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 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 been the instructor of record for more than 25 PhD, 1500 MBA, and 600 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

Google Citations: 565, total, h-index = 9; g=12; hg=9.8; i10 = 9
(a/o: January 19, 2018; see details in Google Scholar Profile; link below)

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), (February), 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 (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. One of the top 10 most cited papers in Marketing Letters since 2010 (with 38 citations a/o 8/29/16).

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. One of the top 100 (of about 500) most cited papers in JM or JMR since 2007 (with 186 citations a/o 8/29/16).

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 49 citations a/o 8/29/16).

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. One of the top 10 most cited papers in JPSSM since 2006 (with 108 citations a/o 8/29/16).


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