Son K. Lam is a professor at UGA's Terry College of Business

Son K. Lam

  • Emily H. and Charles M. Tanner Jr. Chair in Sales Management and Professor, Department of Marketing
C328 Benson Hall
sonlam@uga.edu (706) 542-4531
Curriculum Vitae

Education

  • PhD, Marketing, University of Houston, 2009

Research Interests

  • Sales management
  • Organizational and individual ambidexterity
  • Organizational Identification
  • Hierarchical linear modeling
  • Internal marketing and Internal selling
  • Customer centricity
  • Relationship marketing from a social identity theory perspective

Publications

Journal Articles

  • Ahearne, Molly, Mohsen Pourmasoudi, Yashar Atefi, and Son K. Lam (forthcoming), “Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes,” Journal of Marketing.
  • 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.

Editorial Appointments

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

Awards, Honors, and Recognition

  • 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

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, Developmental Editor, 2023– 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