Gregory A. Rich, Ph.D.

Greg Rich (Ph.D. from Indiana University, 1995) is a Professor of Marketing whose research has focused primarily on how leadership theory impacts the management of salespeople. Greg has published 15 articles in a variety of marketing and organizational behavior journals, including Journal of the Academy of Marketing Science, Personnel Psychology, Journal of Personal Selling and Sales Management, and Journal of Business Research. He is the author of a sales management textbook, co-author of a professional selling textbook, and co-developer of the management simulation game Cantopia. He is on the editorial review board of the Journal of Professional Selling and Sales Management. For over 20 years, Greg has served as a sales coach of students competing at the National Collegiate Sales Competition and other similar events. In 2020, he was named Sales Educator of the Year by the American Marketing Association Selling and Sales Management SIG.

Education & Experience

EDUCATION

Ph.D., Indiana University, 1995

M.B.A., Indiana University, 1991

B.A., Indiana University, 1985

ACADEMIC POSITIONS

Chair, Department of Marketing, Bowling Green State University, Aug 2007 – 2011

Associate Professor of Marketing, Bowling Green State University, Aug 2001 – present

Assistant Professor of Marketing, Bowling Green State University, Aug 1995 – May 2001

Graduate Assistant / Associate Instructor, Indiana University, School of Business, Aug 1991 – May 1995

Areas of Expertise

Research focuses on how leadership theory impacts the management of salespeople
Co-author of textbooks on both sales management and professional selling
Co-developer of the management simulation game Cantopia
Teaches undergrad courses in sales management, advanced sales, marketing principles; and graduate level/MBA course in marketing strategy
Sales coach for students competing in National Collegiate Sales Competition and other similar events

Research

SELECTED PUBLICATIONS

Peesker, K. M., Ryals, L. J., Rich, G. A., & Davis, L. M. (2021). An Ecosystems Analysis of How Sales Managers Develop Salespeople. Journal of Business and Industrial Marketing.

Peesker, K. M., Ryals, L. J., Rich, G. A., & Susan, B. E. (2019). A qualitative study of leader behaviors perceived to enable salesperson performance. Journal of Personal Selling & Sales Management, 39(4), 319–333. http://doi.org/10.1080/08853134.2019.1596816

Reid, David A., Richard E. Plank, Robert M. Peterson, Gregory A. Rich, (2017) "Examining the use of sales force management practices", Journal of Business & Industrial Marketing, Vol. 32 Issue: 7, pp.974-986.

Rich, Gregory, Douglas Ewing, Steven Koppitsch, and Rachel McGuire (2017), ‘‘The Customer Membership Experience: Amazon Prime Versus Costco Wholesale Club,’’ Journal of Shopper Research, Vol. 1 Issue: 1, pp. 14-29.

Book

Deeter, D. R., Hunter, G. K., Loe, T. W., Rich, G. A., Mullins, R., Beeler, L., & Schrock, W. (2021). Professional Selling (Vol. Accepted, pp. 1–294). Chicago Business Press. https://chicagobusinesspress.com/book/professionalselling

Updated: 05/22/2023 01:43PM

Gregory A. Rich, Ph.D.