Terry Dean's Advisory Council Distinguished Professor
Unit:
Education and Career
Education:
- PhD, Marketing, University of Houston, 2009
Awards, Honors and Recognitions:
- Outstanding Research Award, University of Georgia, Terry College of Business, 2015
- Georgia Power Foundation Inc. Developing Scholar, University of Georgia, Terry College of Business, 2014
- Sarah H. Moss Fellowship, University of Georgia, 2013
- Young Scholar, Marketing Science Institute (MSI), 2013
- Georgia Power Foundation Inc. Developing Scholar, University of Georgia, Terry College of Business, 2013
- Coauthor of one of the 10 most cited articles in the Journal of Retailing from 2007-2011, Journal of Retailing, 2012
- Georgia Power Foundation Inc. Developing Scholar, University of Georgia, Terry College of Business, 2012
- Sarah H. Moss Fellowship, University of Georgia, 2011
Service:
- UGA Study Abroad & Foreign Exchange Committee, Member, 2010 – present, University
- UGA, Master in Marketing Research Program, Faculty Advisor, 2009 – present, University
- Journal of International Business Studies, Ad hoc Reviewer, 2011 – present, Professional
- Journal of Marketing, ERB member, 2015 - present, Professional
- Journal of the Academy of Marketing Science, AE, 2017-present, Professional
- Journal of Marketing Research, Ad hoc Reviewer, 2009 – present, Professional
- International Journal of Research in Marketing, ERB member, 2015-present, Professional
- Journal of Personal Selling and Sales Management, ERB member, 2011-present, Professional
- Journal of Service Research, Ad hoc Reviewer, 2015 – present, Professional
Research, Expertise and Publications
Research Interests and Areas of Expertise:
- Sales management
- Organizational and individual ambidexterity
- Organizational Identification
- Hierarchical linear modeling
- Sales management
- Internal marketing
- Internal selling
- Relationship marketing from a social identity theory perspective
Selected Publications:
Journal Articles
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Xu, Juan, Michel van der Borgh, Edwin J. Nijssen, and Son K. Lam (forthcoming) “Why Salespeople Avoid Big-Whale Opportunities,” Journal of Marketing.
Michael Ahearne, Yashar Atefi, Son K. Lam, and Mohsen Pourmasoudi (forthcoming) “The Future of Buyer-Seller Interactions: A Conceptual Framework and Research Agenda,” Journal of the Academy of Marketing Science.
Lam, Son K. and Michel van der Borgh (forthcoming), “On Salesperson Decision Making,” Commentary for the Journal of the Academy of Marketing Science
Lawrence, Justin M., Lisa K. Scheer, Andrew Crecelius, Son K. Lam (2021). “Salesperson Dual Agency in Price Negotiations,” Journal of Marketing, 85(2), 89–109.
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Lawrence, Justin M., Andrew Crecelius, Lisa K. Scheer, and Son K. Lam (2019). When It Pays to Have A Friend on the Inside: Exploring the Contingent Effects of Buyer’s Advocacy on B2B Suppliers, Journal of the Academy of Marketing Science, 47(5), 837-857.
- Lam, Son K., Thomas E. DeCarlo, and Ashish Sharma (2019). Salesperson ambidexterity in customer engagement: Do customer base characteristics matter?, Journal of the Academy of Marketing Science, 47(4), 659–680.
- Crecelius, Andrew, Lawrence, Justin M., Ju-Yeon Lee, Son K. Lam, and Lisa K. Scheer (2019). Spillover Effects of Channel Members' Customer-Centric Structures on Supplier Performance, Journal of the Academy of Marketing Science, 47(1), 56-75.
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Sleep, Stefan, Andrea Dixon, Thomas DeCarlo, and Son K. Lam, “The Business-to-Business Inside Sales Force: Roles, Configurations, and Research Agenda,” European Journal of Marketing, 54(5), 1025–1060.
- Sleep, Stefan, Son K. Lam, and John Hulland (2018). The Sales-Marketing Integration Gap: A Social Identity Approach, Journal of Personal Selling and Sales Management, 38(4), 371-390.
- Bommaraju, Raghu R., Michael Ahearne, Zachary R. Hall, Seshadri Tirunillai, and Son K. Lam (2018). The Impact of Mergers and Acquisitions on the Sales Force, Journal Of Marketing Research, 55(2), 254–264.
- Lam, Son K., Stefan Sleep, Thorsten Hennig-Thurau, Shrihari Sridhar, and Alok Saboo. Leveraging Frontline Employees’ Small Data and Firm-Level Big Data in Frontline Management: An Absorptive Capacity Perspective. Journal Of Service Research, 20(1):12-28.
- Gillespie, Erin Adamson, Stephanie M. Noble, and Son K. Lam (2016). Extrinsic versus Intrinsic Approaches to Managing a Multibrand Sales Force: When and How Do They Work?. Journal Of The Academy Of Marketing Science , 44(6):707-725.
- DeCarlo, Thomas E. and Son K. Lam (2016). Identifying Effective Hunters and Farmers in the Salesforce: A Dispositional-Situational Framework. Journal Of The Academy Of Marketing Science ,44(4):415-439.
- Mullins, Ryan, Michael Ahearne, Son K. Lam, Zach Hall, and Jeff Boichuk (2014). Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Impact Account Profitability. Journal Of Marketing, 78(6):38-58.
- Sleep, Stefan, Sundar Bharadwaj, and Son K. Lam (2014). Walking a Tightrope: The Joint Impact of Customer and Within-Firm Boundary Spanning Activities on Perceived Customer Satisfaction and Team Performance. Journal Of The Academy Of Marketing Science.
- Ahearne, Michael, Son K. Lam, Babak Hayati, and Florian Kraus (2013). Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective. Journal Of Marketing ,77(September):37-56.
- Son K. Lam (2012). Identity-Motivated Marketing Relationships: Research Synthesis, Controversies, and Research Agenda . Ams Review, 2(2-4):72-87.
- Ahearne, Michael, Son K. Lam, and Florian Kraus (2014). Performance Impact of Middle Managers' Adaptive Strategy Implementation: The Role of Social Capital. Strategic Management Journal, 35(1):68-87.
- Kraus, Florian, Michael Ahearne, Son K. Lam, and Jan Wieseke (2012). Toward A Contingency Framework of Interpersonal Influence in Organizational Identification Diffusion. Organizational Behavior And Human Decision Processes, 118(2):162-178.
- Lam, Son K., Michael Ahearne, Ye Hu, and Niels Schillewaert (2010). Resistance to Brand Switching When a Radically New Brand Is Introduced: A Social Identity Theory Perspective. Journal Of Marketing, 74(November):128-146.
- Lam, Son K., Florian Kraus, and Michael Ahearne (2010). The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective. Journal Of Marketing, 74(September):61-79.
- Lam, Son K., Michael Ahearne, and Niels Schillewaert (2012). A Multinational Examination of the Symbolic-Instrumental Framework of Consumer-Brand Identification. Journal Of International Business Studies, 43(4):306-331.
- Lam, Son K., Michael Ahearne, Ryan Mullins, Babak Hayati, and Niels Schillewaert (2012). Exploring the Dynamics of Antecedents to Consumer-Brand Identification with a New Brand. Journal Of The Academy Of Marketing Science.
- Ahearne, Michael, Scott B. MacKenzie, Philip M. Podsakoff, John E. Mathieu, and Son K. Lam (2010). The Role of Consensus in Sales Team Performance. Journal Of Marketing Research, 47(June):458-469.
- Ahearne, Michael, Son K. Lam, John E. Mathieu, and Willy Bolander (2010). Why Are Some Salespeople Better at Adapting to Organizational Change. Journal Of Marketing, 74(May):65-79.
- Wieseke, Jan, Michael Ahearne, Son K. Lam, and Rolf van Dick (2009). The Role of Leaders in Internal Marketing. Journal Of Marketing, 73(April):123-145.
- Brown, Steven P. and Son K. Lam (2008). A Meta-Analysis of Relationships Linking Employee Satisfaction to Customer Responses. Journal Of Retailing, 84(3):243-255.
- Flaherty, Karen, Son K. Lam, Nick Lee, Jay P. Mulki, and Andrea L. Dixon (2012). Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows. Journal Of Personal Selling And Sales Management, 32(1):29-40.
Book Chapters
- Son K. Lam, in Melvin Prince and Constantinos-Vasilios Priporas (eds.), Market Sensing Today. 2015. Market Sensing and Competitive Intelligence Systems. Business Expert Press:43-60.
- Michael Ahearne and Son K. Lam. 2012. Sales Force Performance: A Typology and Future Research Priorities. In Gary L. Lilien And Rajdeep Grewal (Eds.), Elgar/Isbm Business:496-520.
Editorial appointments:
- Editorial Review Board, Journal of Marketing, 2015 - present
- Area Editor, Journal of the Academy of Marketing Science, 2017 - present
- Editorial Review Board, Journal of Retailing, 2015 - present
- Editorial Review Board, International Journal of Research in Marketing, 2015 - present
- Editorial Review Board, Journal of Personal Selling and Sales Management, 2011 - present
- Editorial Review Board, Journal of Business to Business Marketing, 2015 - present
