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Wilbur O. and Ann Powers College of Business

Profile Information

Lisa Beeler

Assistant Professor of Marketing


Office: Powers College of Business 330M
Phone: 864-656-5295
Email: LBEELER@clemson.edu

 


 Educational Background

  • Ph.D Marketing
    University of Tennessee 2017
  • M.A. Communications
    University of Kentucky 2007
  • B.S. Communications
    University of Tennessee 2005

Courses Taught

  • Professional Selling (MKT 4200)

Profile

Lisa Beeler is a professor, researcher, and consultant that explores how firms and managers can drive sales performance, especially within business-to-business industries. Her research, which often focuses on the critical seller-buyer dyad, has been published in numerous elite marketing journals, shared at both academic and practitioner conferences, and has served as the foundation for sales training she conducts across the nation. All of her experience informs the application-based learning approach she uses in her classroom to prepare students to be great salespeople, valuable co-workers, and good citizens. When she isn’t involved in all things sales you can find her throwing themed parties with her husband, Brad, camping, or on the soccer field.

Research Interests

  • Professional selling, sales management, sales technologies

Research Publications

  • Beeler, L., Zablah, A.R., & Rapp, A. (2021). Blinded by the brand: Inauthentic salesperson brand attachment and its influence on customer purchase intentions. Journal of Personal Selling & Sales Management, 1-17.
  • Delpechitre, D., Beeler, L., & Chaker, N. (2021). Is salesperson owned loyalty a double edged sword? Exploring the negative effect of loyalty on customer coping strategies post transgression. Industrial Marketing Management, 96, 238-253.
  • Rapp, A., & Beeler, L. (2021). The state of selling & sales management research: a review and future research agenda. Journal of Marketing Theory and Practice, 1-14.
  • Bonney, L., Plouffe, C. R., Hochstein, B., & Beeler, L. L. (2020). Examining salesperson versus sales manager evaluation of customer opportunities: A psychological momentum perspective on optimism, confidence, and overconfidence. Industrial Marketing Management, 88, 339-351.
  • Beeler, L. L., Chaker, N. N., Gala, P., & Zablah, A.R. (2020). The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context. Journal of Personal Selling & Sales Management, 40(2), 95-113.
  • Delpechitre, D., Beeler-Connelly, L. L., & Chaker, N. N. (2018). Customer value co-creation behavior: A dyadic exploration of the influence of salesperson emotional intelligence on customer participation and citizenship behavior. Journal of Business Research, 92, 9-24.
  • Matthews, L., Beeler, L., Zablah, A. R., & Hair, J. F. (2018). All autonomy is not created equal: the countervailing effects of salesperson autonomy on burnout. Journal of Personal Selling & Sales Management, 38(3), 303-322.
  • Beeler, L., Zablah, A., & Johnston, W. J. (2017). How critical events shape the evolution of sales organizations: A case study of a business-to-business services firm. Journal of Business Research, 74, 66-76.
  • Delpechitre, D., & Beeler, L. (2018). Faking it: salesperson emotional intelligence’s influence on emotional labor strategies and customer outcomes. Journal of Business & Industrial Marketing, 33(1), 53-71.
  • Shaner, M. B., Beeler, L., & Noble, C. H. (2016). Do we have to get along to innovate? The influence of multilevel social cohesion on new product and new service development. Journal of Product Innovation Management, 33, 148-165.
Wilbur O. and Ann Powers College of Business
Wilbur O. and Ann Powers College of Business | 343 Chandler L. Burns Hall, Clemson, S.C., 29634