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Greg Marshall



    Research output per year

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    Personal profile

    Research Interests

    • Impact of technology, including mobile devices and social media, on marketing and selling strategy

    • Adoption and successful use of technology by salespeople

    • Selection, performance, and evaluation of salespeople in today's changing environment of selling

    • Sales force diversity

    • Measurement issues in selling and sales management research

    • Marketing management decision making

    • Intraorganizational relationships

    Teaching Activity

    Professor Marshall teaches modules in the doctoral and masters’ programs for ABS focused on strategic marketing, marketing strategy, and sales management. For many years he has been heavily involved in teaching in MBA and Executive MBA programs, as well as at the Ph.D. level, and has chaired and participated on many doctoral dissertation committees. He received the Outstanding Marketing Teachers’ Award from the Academy of Marketing Science based on his work over the years in MBA education, and while at OSU, he received the Chandler-Frates Teaching Award, in which the MBA students recognize the top professor in their program.


    • Ph.D. Oklahoma State University, USA

    • M.B.A. and B.S.B.A. University of Tulsa, USA

    Research Interests

    Greg W. Marshall is Professor of Marketing and Strategy in the Marketing Group at Aston Business School and also serves as the Charles Harwood Professor of Marketing and Strategy in the Crummer Graduate School of Business at Rollins College, Winter Park, Florida, USA. For three years he also served as Vice President for Strategic Marketing for Rollins. He was previously on the faculty at Oklahoma State University, the University of South Florida, and TCU. Professor Marshall’s managerial industry experience prior to returning to school for his doctorate includes thirteen years with companies such as Warner Lambert, Mennen, and Target Corporation. He also has considerable experience as a consultant and trainer for a variety of organizations.

    Professor Marshall is Past President of the American Marketing Association Academic Division and also was a founder and served for five years on its Strategic Planning Group. He is a Distinguished Fellow and Immediate Past President of the Academy of Marketing Science and is a Fellow and Past President of the Society for Marketing Advances.

    He is Editor of the Journal of Marketing Theory and Practice and from 2002-05 was Editor of the Journal of Personal Selling & Sales Management. Professor Marshall serves on the editorial review boards of the Journal of the Academy of Marketing Science, Industrial Marketing Management, and Journal of Business Research, among others. He has published over 40 refereed journal articles and recently was ranked #2 in total number of refereed article appearances in the history of the Journal of Personal Selling & Sales Management.

    In addition to his work in the scholarly journals, Professor Marshall contributes to the field through his co-authorship of several marketing textbooks that are widely used around the world: Marketing Management 1st ed. (McGraw-Hill, 2010), Essentials of Marketing Management 1st ed. (McGraw-Hill, 2012), Sales Force Management 10th ed. (McGraw-Hill, 2011), Relationship Selling 3rd ed. (McGraw-Hill, 2010), and Marketing: Real People, Real Choices 7th ed. (Pearson, 2012).

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    Research Output

  • Virtual Team Leader Communication: Employee Perception and Organizational Reality

    Newman, S. A., Ford, R. C. & Marshall, G. W., 14 Feb 2019, In : International Journal of Business Communication.

    Research output: Contribution to journalArticle

    Open Access
  • (Re) defining salesperson motivation: current status, main challenges, and research directions

    De Jong, A., Lee, N., Rudd, J. M., Marshall, G. W. & Khusainova, R., 17 Jan 2018, In : Journal of Personal Selling and Sales Management. p. 1-28

    Research output: Contribution to journalArticle

    Open Access
  • Sales scholarship: honoring the past and defining the future (Key takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management)

    Flaherty, K. E., Lassk, F., Lee, N., Marshall, G. W., Moncrief, W. C., Mulki, J. P. & Pullins, E. B., 2018, In : Journal of Personal Selling and Sales Management. 38, 4, p. 413-421 9 p.

    Research output: Contribution to journalArticle

  • A resource-advantage theory typology of strategic segmentation

    Thoeni, A. T., Marshall, G. W. & Campbell, S. M., 1 Dec 2016, In : European Journal of Marketing. 50, 12, p. 2192-2215 24 p.

    Research output: Contribution to journalArticle