Cindy Rippé

Cindy B. Rippé

  • Senior Lecturer, Department of Marketing
C324 Benson Hall
cindyrippe@uga.edu
Curriculum Vitae Google Scholar Profile UGA's Sales Program Expert Commentary in Vox: “Can You Spend Your Way Out of Loneliness?” SEF "The New Selling of Sales" Podcast: Preparing Students for University Sales Competitions Sales Dawgs bring home World Cup of Sales First Pitch Photos: Top Dawg Sales Competition Photo Gallery: Top Dawg Sales Competition Terry sales students compete, network at Top Dawg event

Biography

Dr. Cindy B. Rippé is a sales trainer, executive educator, coach, author, and Director of the Terry Sales Program at the University of Georgia’s Terry College of Business. She supports sales professionals and leaders in improving sales performance, negotiation, conflict management, persuasive communication, presentation skills, adaptive communication, emotional intelligence, leadership, and delegation.

Before entering academia, Dr. Rippé had an award-winning sales career across industries, earning distinctions such as #1 National Specialty Representative in technology sales, Rookie of the Year, President’s Club, and multiple Salesperson of the Month awards. She combines this practical experience with research-based approaches in communication, persuasion, learning, and selling. Dr. Rippé has delivered executive and professional education, including customized programs for RSM, Aflac, and Shaw Industries.

Dr. Rippé authored Sales Sense: Practical Training from the Classroom to the Boardroom, An Active Learning Approach, a textbook designed to help readers practice, apply, and master essential sales skills.

As Director of the Terry Sales Program, Dr. Rippé leads an internationally recognized, championship-winning program focused on experiential learning, corporate engagement, and intensive coaching. She has coached students to national and international titles across two programs. At the National Collegiate Sales Competition, her University of North Georgia students earned an Overall Champion title and a second Final Four appearance. At the 2025 International Collegiate Sales Competition, UGA ranked first among 80 universities as World Cup Champions and first in the role-play team competition, with both competitors reaching the Final Four in second and fourth place, and another student named a Speed Selling finalist. UGA placed fourth overall at ICSC in 2024, when the program was recognized as Rookie of the Year. A full record of all  Terry Sales Program competition results is available here.

Dr. Rippé is a nationally recognized educator and researcher and a senior lecturer in the Department of Marketing at the Terry College of Business. She received the 2021 Distinguished Teaching Award from the Society for Marketing Advances and has competed in six national teaching innovation competitions, winning twice and being named a finalist four times. She has published over 30 scholarly articles in 18 journals, including the Journal of Business Research, Psychology & Marketing, the Journal of Personal Selling & Sales Management, and the International Journal of Consumer Studies. Her research has received multiple article and best-paper awards, has been cited nearly 1,000 times, and has a Google Scholar h-index of 15. She has been quoted in Vox on the ethics of selling in the loneliness economy, including when persuasion crosses the line into exploiting customer vulnerability.

Dr. Rippé is dedicated to helping individuals sell successfully, communicate persuasively, adapt to others, navigate challenging conversations, and transform knowledge into confident performance.

Research Interests

  • Loneliness
  • Consumption Coping
  • Self-gifting
  • Consumer and Salesperson Relationships
  • Marketing Education

Publications

Journal Articles

  • Rippé, C. B., Smith, B., & Gala, P. (2023). A psychological examination of attachment insecurity,  loneliness, and fear of missing out as drivers of retail patronage among emerging adults. International Journal of Consumer Studies, 47(5), 1838-1852. https://doi.org/10.1111/ijcs.12958 (A ranking on ABDC list)
  • Rippé, C. B. & Cummings, S. (2023). So, you want to start a sales center? An organizational learning approach to sales center formation and growth. Journal of Global Scholars of Marketing Science, 22(3), 402-428. (B ranking on ABDC list)
  • Mitchell, V.,  Rippé, C. B., & Kemp, A. (2022). Tales of the unexpected: Teaching turmoil and triumphs in times of crisis. Journal of Marketing Education, 44(2), 131-133. https://doi.org/10.1177/02734753221097503 (B ranking on ABDC list)
  • Rippé, C. B., Smith, B., & Weisfeld-Spolter, S. (2022). The connection of attachment and self-gifting for the disconnection of loneliness across cultures. International Journal of Consumer Studies, 46, 1451-1467. https://doi.org/10.1111/ijcs.12771 (A ranking on ABDC list)
  • Weisfeld-Spolter, S. and Rippé, C. B. (2022). I will take a large veggie pizza and a lesson about the consumer buying process. Marketing Education Review, 32(2), 169-176. https://doi.org/10.1080/10528008.2022.2053333 (C ranking on ABDC list)
  • Rippé, C. B., Weisfeld-Spolter, S., Yurova, Y., & Kemp, A. (2021). Pandemic pedagogy for the new normal: Fostering perceived control during COVID-19. Journal of Marketing Education, 43(2), 260-276. https://doi.org/10.1177/0273475320987287 (Recipient of “2021 Honorable Mention for Outstanding JME Article of the Year”) (B ranking on ABDC list)
  • Rippé, C. B., Weisfeld-Spolter, S., & Yurova, Y. (2020). Selling-to-teach: A didactical look at the natural integration between teaching and selling. Journal of Marketing Education, 42(3), 284-303. https://doi.org/10.1177/0273475320946828 (B ranking on ABDC list)
  • Rippé, C. B. (2020). Engaging Generation Z and helping hurricane victims with a marketing project. Marketing Education Review, 30(2), 82-88. https://doi.org/10.1080/10528008.2019.1646141 (C ranking on ABDC list)
  • Vince, M., Rippé, C. B., & Kemp, A. (2020). Special issue call for papers: Tales of the unexpected: Teaching turmoil and triumphs in times of crisis. Journal of Marketing Education, 42(2), 191. https://doi.org/10.1177/0273475320923210 (B ranking on ABDC list)
  • Rippé, C. B. & Coker, K.K. (2020). Better together: Teaching innovations. Marketing Education Review, 30(2), 81. https://doi.org/10.1080/10528008.2019.1646141 (C ranking on ABDC list)
  • Rippé, C. B., Smith, B., & Weisfeld-Spolter, S. (2019). Anxiety attachment and avoidance attachment: Antecedents of self-gifting. Journal of Consumer Marketing, 36(7), 939-947. https://doi.org/10.1108/JCM-11-2018-2949 (A ranking on ABDC list)
  • Smith, B., Rippé, C. B., & Dubinsky, A.J. (2019). Loneliness as impetus, isolation as inertia: Reporting cheating peers in business school. Journal of Education for Business, 94(8), 1-12. https://doi.org/10.1080/08832323.2019.1575789 (C ranking on ABDC list)
  • Rippé, C. B., Smith, B., & Dubinsky, A.J. (2018). Lonely consumers and their friend the retail salesperson. Journal of Business Research, 92, 131-141. https://doi.org/10.1016/j.jbusres.2018.07.013 (A ranking on ABDC list)
  • Rippé, C.B. & Dubinsky, A.J. (2018). Trust me, I’m a physician using sales skills: Enhancing physician-patient communication through the personal selling process. Health Marketing Quarterly, 34(4), 245-265. https://doi.org/10.1080/07359683.2018.1524594 (B ranking on ABDC list)
  • Dubinsky, A.J. & Rippé, C.B. (2018). Work-family conflict in the salesforce redux: A compendium of antecedents. Journal of Marketing Channels, 25(3), 101-116. https://doi.org/10.1080/1046669X.2019.1647909 (B ranking on ABDC list)
  • Rippé, C.B., Cummins, S., Weisfeld-Spolter, S., & Yurova, Y. (2018). Congruence between course modality and professor communication: A study of pedagogical impact using sales techniques. Journal for Advancement of Marketing Education, 26(2), 10-21. (C ranking on ABDC list)
  • Arndt, A., Rippé, C.B., & Castleberry, S. (2018). Any questions? Questioning behavior as a selling tactic for sales trainees. Journal for Advancement of Marketing Education, 26(2), 1-9. (C ranking on ABDC list)
  • Gala, P., Rippé, C.B., Dubinsky, A.J., & Favia, M.J. (2018). Effects of menu calorie information and product image on Millennials’ purchase intention. Marketing Management Journal, 28(2), 127-144.
  • Smith, B., Rippé, C.B., & Dubinsky, A.J. (2018). India’s lonely and isolated consumers shopping for an in-store social experience. Marketing Intelligence and Planning, 36(7), 772-736. https://doi.org/10.1108/MIP-12-2017-0338 (A ranking on ABDC list)
  • Weisfeld-Spolter, S., Sussan, F.,  Rippé, C.B., & Gould, S. (2018). Integrating affect, cognition, and culture in Hispanic financial planning. International Journal of Bank Marketing, 36(4), 726-743 https://doi.org/10.1108/IJBM-09-2017-0201 (Recipient of “Outstanding Paper in the 2019 Emerald Literati Awards”) (A ranking on ABDC list)
  • Rippé, C.B., Martinson, B., & Dubinsky, A.J. (2017). Using DISC® to facilitate instruction of adaptive selling. Journal for Advancement of Marketing Education. 25(2), 14-24. (Recipient of “2017-2018 Best Article of the Year Award”) (C ranking on ABDC list)
  • Rippé, C.B., Weisfeld-Spolter, S., Yurova, Y., Dubinsky, A.J., & Hale, D. (2017). Under the sway of the mobile device during the in-store shopping experience. Psychology & Marketing. 34(7), 733-752. https://doi.org/10.1002/mar.21019 (A ranking on ABDC list)
  • Rippé, C.B & Campbell, K. (2017). The sales process as a framework for witnessing. The Journal of Biblical Integration in Business. 20(1), 1, 57-67.
  • Yurova, Y., Rippé, C.B., Weisfeld-Spolter, S., Sussan, F., & Arndt, A. (2017). Not all adaptive selling to omni-channel consumers is influential: The moderating effect of product type. Journal of Retailing and Consumer Services. 34, 271-277. https://doi.org/10.1016/j.jretconser.2016.01.009 (A ranking on ABDC list)
  • Rippé, C.B., Weisfeld-Spolter, S., Dubinsky, A.J., Arndt, A. & Thakar, M. (2016). Selling in an asymmetric retail world: Perspectives from India, Russia, and the US on buyer-seller information differential, perceived adaptive selling, and purchase intention. Journal of Personal Selling & Sales Management. 36(4), 344-362. https://doi.org/10.1108/JCM-09-2015-1546 (A ranking on ABDC list)
  • Rippé, C.B., Weisfeld-Spolter, S., Yurova, Y., and Hale, D., & Sussan, F. (2016). Guiding when the consumer is in control: The moderating effect of adaptive selling on the purchase intention of the multichannel consumer. Journal of Consumer Marketing. 33(6), 469-478. https://doi.org/10.1108/JCM-09-2015-1546 (A ranking on ABDC list)
  • Rippé, C.B., Weisfeld-Spolter, S., Cummins, S., & Dastoor, B. (2016). TONS: A guide to teaching on-line sales courses. Journal for Advancement of Marketing Education Special Issue on Teaching Innovations in Sales Education. 24(1), 1-7. (C ranking on ABDC list)
  • Rippé, C.B. (2015). Show and sell: Teaching sales through hands-on selling. Marketing Education Review, Special Issue on Teaching Innovations. 25(1), 15-19. https://doi.org/10.1080/10528008.2015.999595 (C ranking on ABDC list)
  • Rippé, C.B., Weisfeld-Spolter, S., & Yurova, Y. (2015). Is there a global multichannel consumer? International Marketing Review. 32(3-4), 329-349. https://doi.org/10.1108/IMR-10-2013-0225 (A ranking on ABDC list)
  • Weisfeld-Spolter, S., Rippé, C.B., & Gould, S. (2015). Impact of giving on self and impact of self on giving. Psychology & Marketing. 32(1), 1-14. https://doi.org/10.1002/mar.20760 (A ranking on ABDC list)

Book Chapters

  • Rippé, C. B. & Weisfeld-Spolter, S. (2019). Crafting a consistent model of instruction for teaching across modalities. In S. Brent (Ed.), Mission-Driven Approaches in Modern Business Education (pp. 289-305). Hershey, PA, USA: IGI Global.

Books

  • Rippé, C. B. (2026). Sales Sense: Practical Training from the Classroom to the Boardroom: An Active Learning Approach. Cognella.

Editorial Appointments

  • Associate Editor, International Journal of Consumer Studies, July 2021–2023
  • Guest Editor, Journal of Marketing Education, 2020–2022
  • Guest Editor, Marketing Education Review, 2019–2020

Awards, Honors, and Recognition

  • Recipient of 2021 Distinguished Teaching Award from Axcess-Capon Distinguished Teaching Competition. Finalist and Winner. Rippé, C. B. (2021). Teaching from the heart: Building success stories. Society for Marketing Advances Conference, Orlando, FL, November 3-6.
  • Best Paper in Conference for the 2021 Society for Marketing Advances Conference. Rippé, C. B., Smith, B., & Weisfeld-Spolter, S. (2021). The global phenomenon of lonely and insecure self-gifters: Cross-cultural insights from the United States and India. Society for Marketing Advances Conference, Orlando, FL, November 3-6.
  • Best Paper in Cultural/Global Marketing Track for the 2021 Society for Marketing Advances Conference. Rippé, C. B., Smith, B., & Weisfeld-Spolter, S. (2021). The global phenomenon of lonely and insecure self-gifters: Cross-cultural insights from the United States and India. Society for Marketing Advances Conference, Orlando, FL, November 3-6.
  • Recipient of 2021 Honorable Mention for Outstanding JME Article of the Year. Rippé, C. B., Weisfeld-Spolter, S, Yurova, Y., & Kemp, A. (2021). Pandemic pedagogy for the new normal: Fostering perceived control during COVID-19. Journal of Marketing Education, 43(2), 260-276. https://doi.org/10.1177/0273475320987287
  • Best Paper in Social Media Track for the 2019 Society for Marketing Advances Conference. Rippé, C. B., Smith, B., & Dubinsky, A.J., & Gala, P. (2019). Lonely and insecure consumers experiencing fear of missing out (FOMO) and its effects on retail patronage. Society for Marketing Advances Conference, New Orleans, LA, November 6-9.
  • Recipient of "Outstanding Paper in the 2019 Emerald Literati Awards" Weisfeld-Spolter, S., Sussan, F., Rippé, C.B., & Gould, S. (2018). Integrating affect, cognition, and culture in Hispanic financial planning. International Journal of Bank Marketing. 36(4), 726-743. doi: 10.1108/IJBM-09-2017-0201
  • Recipient of "2017-2018 Best Article of the Year Award" for Journal for Advancement of Marketing Education. Rippé, C.B., Martinson, B., & Dubinsky, A.J. (2017). Using DISC® to facilitate instruction of adaptive selling. Journal for Advancement of Marketing Education. 25(2), 14-24.
  • Teaching Innovation Winner for "The calm before the storm: Helping hurricane victims with a marketing project." for the 2018 Cengage Pride/Ferrell Innovations in Teaching Competition at Society for Marketing Advances..
  • Teaching Innovation Finalist for "Engaging Gen Z and helping hurricane victims with a marketing project." for the 2018 AxcessCapon-Marketing Management Association Teaching Innovation Competition.
  • Recipient of "Engaged Faculty Award" at Tarleton State University, College of Business Administration 2015- 2016. Award given in recognition of engaged scholarship and leadership
  • Teaching Innovation Finalist for "TASKED with teaching adaptive selling skills" for the 2016 AxcessCapon-Marketing Management Association Teaching Innovation Competition.
  • Best Paper in Track (Selling, HR, and Services) and Nominee for Best Paper in Conference. Yurova, Y., Rippé, C.B., Weisfeld-Spolter, S., & Sussan, F. (2015). "Not all adaptive selling to multichannel consumers is influential: The moderating effect of product type and consumer planned behavior." Association for Consumer Research Conference. March 2015.
  • Teaching Innovation Finalist for "Curricular reach across formats for teaching sales: Crafting a model of instruction" for the September 2014 AxcessCapon-Marketing Management Association Teaching Innovation Competition.
  • Teaching Innovation Award Winner for "Framework for teaching sales online," University Sales Center Alliance/National Conference on Sales Management. April 2014.
  • Teaching Award Winner, "Outstanding Commitment to Students and Passion for Teaching." ERAU Delta Chi, April 2014
  • Finalist for "Best Sales Teaching." Sales Educator's Academy, May 2012.

Service

Top Dawg Sales Competition: Video