Son K. Lam

• PhD, Marketing, University of Houston, 2009

• Sales management
• Salesperson funnel management
• Salesperson judgment and decision making
• Organizational and individual ambidexterity
• Internal marketing and Internal selling
• Customer centricity
• Organizational Identification

Journal Articles

• Kim, Youngtak, Andrew Crecelius, Andrea Dixon, and Son K. Lam, “When Does Past Sales Performance Predict Turnover in Contemporary Inside and Outside Sales Forces?” (2026), Journal of the Academy of Marketing Science, 54, 925–947.
• DeCarlo, Thomas E., Dixon, Andrea, Jeff Johnson, and Son K. Lam (2025), “Salesperson Experience with the Last-Mile Internal Selling Process,” Industrial Marketing Management (MSI Grant # 4-1909), 127 (May), 1–13.
• Lam, Son K., Jeff Johnson, Andrea L. Dixon, and Karen Flaherty (2025), “Managers of Selling and Buying Organizations as Engineers of Employees’ Networks,” Industrial Marketing Management, 123 (November), 201–221.
• Ahearne, Molly, Mohsen Pourmasoudi, Yashar Atefi, and Son K. Lam (2025) “Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes,” Journal of Marketing, 89(1), 94–116.
• Kim, Youngtak, John R. Busenbark, SeungHwan Jeong, and Son K. Lam (2022), “The Performance Impact of Marketing Dualities: A Response Surface Approach to Resolving Empirical Challenges,” Journal of the Academy of Marketing Science,50(5), 915–940.
• Xu, Juan, Michel van der Borgh, Edwin J. Nijssen, and Son K. Lam (2022) “Why Salespeople Avoid Big-Whale Opportunities,” Journal of Marketing, 86(5), 95–116.
• Ahearne, Michael, Yashar Atefi, Son K. Lam, and Mohsen Pourmasoudi (2022) “The Future of Buyer-Seller Interactions: A Conceptual Framework and Research Agenda,” Journal of the Academy of Marketing Science, 50(1), 22–45. (equal contribution)
• Lam, Son K. and Michel van der Borgh (2021), “On Salesperson Judgment and Decision Making,” Commentary for the Journal of the Academy of Marketing Science , 49(5), 855–863.
• 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.
• 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.
• 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, 43(4), 472–489.
• 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, 41(2), 234–252.
• 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

• Lam, Son K., Molly Ahearne, and Michael Ahearne (2012 for 1st edition, 2022 for 2nd edition), “Sales Force Performance: A Typology and Future Research Priorities,” in Elgar/ISBM Business-to-Business Marketing Handbook, Gary L. Lilien and Rajdeep Grewal, eds. Cheltenham: Edward Elgar Publishing, 496–520.
• Lam, Son K. in Melvin Prince and Constantinos-Vasilios Priporas (eds.), Market Sensing Today. 2015. Market Sensing and Competitive Intelligence Systems. Business Expert Press:43-60.

• Developmental Editor, Journal of Marketing, 2023–2025
• 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

• Emily H. and Charles M. Tanner, Jr., Chair in Sales Management 2023-present
• Terry Dean’s Advisory Council Distinguished Professorship 2019-2022
• Marketing Science Institute (MSI) Scholar, 2023
• Marketing Science Institute (MSI) Young Scholar, 2013
• Outstanding Research Award, University of Georgia, Terry College of Business, 2015
• 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, 2012-2014
• Sarah H. Moss Fellowship, University of Georgia, 2011, 2013

• UGA Study Abroad & Foreign Exchange Committee, Member, 2010 – 2025, University
• UGA, Master in Marketing Research Program, Faculty Advisor, 2009 – present, University
• Marketing Letters, Co-Editor, Professional
• Journal of Marketing, Developmental Editor, 2023– 2025, Professional
• Journal of Marketing, ERB member, 2015 – present, Professional
• Journal of the Academy of Marketing Science, AE, 2017-present, Professional
• International Journal of Research in Marketing, AE & ERB member, 2015-present, Professional
• Journal of Marketing Research, Ad hoc Reviewer, 2009 – present, Professional
• Journal of Retailing, 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