Thomas W. Leigh The University of Georgia (706) 542-3763 (office); [email protected] March 2010 Formal Education: D.B.A., Indiana University, 1981; M.B.A., Southern Illinois University at Edwardsville, 1970; Bachelor of Science, Economics, Southern Illinois University, 1968. University Employment History: Assistant Professor, Penn State University 1980-87; Assistant Professor, The University of Georgia, 1987-1990; Associate Professor, The University of Georgia, 1990-96; Professor and Director, Coca-Cola Center for Marketing Studies, 1996-2000; Emily H. and Charles M. Tanner, Jr. Chaired Professor of Sales Management, 1999-present. Refereed Journal Articles and Invited Book Chapters Leigh, Thomas W., David B. MacKay and John O. Summers (1984), "A Comparison of the Reliability and Validity of Conjoint Analysis and Self-Explicated Weights," Journal of Marketing Research, XXI, 4, 456-462. • Reprinted in: Hair, Joe F., Jr. (1987), Multivariate Data Analysis: With Readings, Macmillan. • Abstracted in: McIntyre, Shelby H. and J. Scott Armstrong (1987), International Journal of Forecasting (Special Issue on Marketing Forecasting Methods). Leigh, Thomas W. and Arno J.Rethans (1984), "A Script-theoretic Analysis of Industrial Purchasing Behavior," Journal of Marketing, 48 (Fall), 22-33. Leigh, Thomas W. and Arno J. Rethans (1984), "Consumer Scripts for Insurance Salesperson Behaviors in Sales Encounters," in Jacob Jacoby and Samuel Craig (eds.), Personal Selling: Theory, Research and Practice, Ann Arbor, MI: Association for Consumer Research, 223-236. Leigh, Thomas W. and Arno J. Rethans (1985), "User Participation and Influence in Industrial Buying," Journal of Purchasing and Materials Management, 21, 2 (Summer), 7-13. Leigh, Thomas W., Arno J. Rethans and Tamatha Reichenbach Whitney (1987), "Role Portrayal Effects in Advertising: A Cognitive Response Perspective," Journal of Advertising Research, (October/November), 53-63. Leigh, Thomas W. (1987), "Cognitive Selling Scripts and Sales Training," Journal of Personal Selling and Sales Management, VII (2), August, 39-48. Leigh, Thomas W. and Patrick F. McGraw (1989), "Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation," Journal of Marketing, (January), 16-34. Leigh, Thomas W. (1989), "Competitive Assessment in Service Industries," Planning Review, (January/February), 17, 1, 10-19. (Second prize winner, $300, Planning Forum Competition). 2 Potter, W. D., T. H. Tidrick, T. M. Hansen, L. W. Hill, D. E. Nute, L. M. Fried, T. W. Leigh (1990), "Sling: A Knowledge-Based Product Selector," Expert Systems with Applications, 1, 161-169. Celsi, Richard T., Randall L. Rose, and Thomas W. Leigh (1993), "An Exploration of High Risk Leisure Consumption Through Sky Diving," Journal of Consumer Research, (June), 1-23. (Nominated for Best JCR Article 1992-94; one of six finalists.) • Reprinted in Consumer Behavior: Readings on Domestic and International Issues (1995), Simon & Schuster Publishing. *Reprinted in a Special Compilation Volume, The Economics of Leisure (2006), by Clem Tisdell, School of Economics, University of Queensland, Australia. The complete compilation is titled The International Library of Critical Writings in Economics, Mark Blaug (Senior Editor), Edward Elgar Publishing LTD, Montpellier Parade, Cheltenham, Glos 6250 1 UA UK. Brown, Steven P., William L. Cron, and Thomas W. Leigh (1993), "Do Feelings of Success Mediate Sales Performance-Work Attitude Relationships?", Journal of the Academy of Marketing Science, (March), 1-13. (Runner-up for best article in JAMS for 1993) Brown, Steven P., Thomas W. Leigh and J. Martin Haygood (1994), "Salesperson Performance and Job Attitudes", in Sidney J. Levy (ed.), Handbook of Marketing, Dartnell, Inc., 3rd edition, 107-130. Keck, Kay, Thomas W. Leigh, and James G. Lollar (1995), "Critical Success Factors in Captive, Multi-Line Insurance Agency Sales Performance," Journal of Personal Selling and Sales Management, Winter, 17-33. Stafford, Thomas F., Thomas W. Leigh, and Leonard L. Martin (1995), "Assimilation and Contrast Priming Effects in the Initial Consumer Sales Call," Psychology and Marketing, Summer, 1-20. Brown, Steven P. and Thomas W. Leigh (1995), "Dimensions of Working Hard: How Effort Affects Sales Performance and Job Satisfaction," Management Research News (England), Vol. 18, No. 10, 42-49. Lollar, James and Thomas W. Leigh (1995), "An Experiential Process for Enlightening Students About Sales Recruiting and Selection," Journal of Marketing Education, Fall, 35-50. Bhat, Subodh, Thomas W. Leigh, and Daniel Wardlow (1996), "Consumer Responses to Homosexual Imagery in Advertising," Journal of Homosexuality, Vol. 31 (No. 1-2), 161- 176. 3 • Reprinted in Wardlow, Daniel J. (ed.), Gays, Lesbians and Consumer Behavior: Theory, Practice, and Research Issues in Marketing, New York: The Haworth Press, Inc. Taher, Ahmed, Thomas W. Leigh, and Warren A. French (1996), "Augmented Retail Services: The Lifetime Value of Affection," Journal of Business Research, 35, 217-228. DeCarlo, Thomas E. and Thomas W. Leigh (1996), "Impact of Salesperson Attraction on Sales Managers' Attributions and Feedback," Journal of Marketing, 60 (April), 47-66. Brown, Steven P. and Thomas W. Leigh (1996), "A New Look at Psychological Climate and Its Relationship to Job Involvement, Effort, and Performance," Journal of Applied Psychology, Vol. 81 (No. 4) August, 358-368. Ainscough, Thomas, Thomas DeCarlo, and Thomas W. Leigh (1996), "Using the Scripts of Multiple Sales Experts to Build Expert Systems," Journal of Services Marketing, 10 (4), Winter, 23-40. Chrzanowski, Keith and Thomas W. Leigh (1998), “Customer Relationship Strategy and Customer-Focused Teams,” in Raymond LaForge and Thomas Ingram (eds.), New Horizons in Sales Force Strategy and Management, Westport, CT: Greenwood Publishers. Bhat, Subodh, Thomas W. Leigh, and Daniel Wardlow (1998), “The Effect of Consumer Prejudices on Ad Processing: Heterosexual Consumer Responses to Homosexual Imagery in Advertising," Journal of Advertising, 27(4) Winter, 9 -29. (Nominated for Best Article 1998). Zinkhan, George M. and Thomas W. Leigh (1999), "Knowledge Use in Advertising: Indicators of Journal Quality," Journal of Advertising, 28(2), Summer, 51-70. Thomas W. Leigh, Ellen Pullin, and Lucette Comer (2001), “The Top Ten Sales Articles of the 20th Century”, Journal of Personal Selling and Sales Management, Volume XXI, No. 3 (Summer), 217-227. Thomas W. Leigh and Greg Marshall (2001), “Research Priorities in Sales Strategy and Performance”, Journal of Personal Selling and Sales Management, Volume XXI, No. 2 (Spring), 83-94. Ingram, Thomas, Raymond LaForge, and Thomas W. Leigh (2002), “Sales Strategy, Leadership and Technology: A Research Agenda”, Industrial Marketing Management, (Invited lead article for Special Issues on Sales Strategy), 31 (Fall), 559-567. Leigh, Thomas W. and John O. Summers (2002), “Effects of Salespersons’ Use of Nonverbal Cues,” Journal of Personal Selling and Sales Management, Volume XXII, Number 1(Winter), 41-53. (6th Annual Best Paper Award, Sales SIG, 2003; Recognized Best Sales Management Paper across all marketing journals). 4 Brown, Steven P., Thomas W. Leigh, and Eli Jones (2005), “The Attenuating Effect o Roles Overload on the Relationship Linking Self-efficacy and Goal Level to Sales Performance,” Journal of Applied Psychology, 90(5. Gabriel R. Gonzalez, Thomas N. Ingram, Raymond W. LaForge, and Thomas W. Leigh (2004), “Social Capital: Building an Effective Learning Environment in Marketing Classes”, Marketing Education Review, Volume 14, Number 2, (Summer) 1-10. Plouffe, Chris, Brian C. Williams, and Thomas W. Leigh (2005), “Who’s on First? Stakeholder Differences in Customer Relationship Management and the Elusive Notion of “Shared Understanding”, Journal of Personal Selling and Sales Management, Fall (Volume 25, Number 4), 323-338.(8th Annual Best Paper Award, AMA Sales SIG, 2005; Recognized Best Sales Management Paper across all marketing journals). Tanner, John F., Thomas W. Leigh, William Moncreif, Michael Ahearne, Charlotte Mason, (2005), “Customer Relationship Management: It’s Dimensions and Impact on Customer Outcomes”, Journal of Personal Selling and Sales Management, Spring (Volume 25, Number 2), 169-180. Leigh, Thomas W. and John F. Tanner (2005), “Introduction: JPSSM Special Issue on Customer Relationship Management,” Journal of Personal Selling and Sales Management, Fall (Volume 25, Number 4), 259-262. Leigh, Thomas W. and Eli P. Jones (2005), “Creating Customer Relationship Strategies”, in Raymond L. LaForge, Thomas N. Ingram, Jerry Bauer, Thomas W. Leigh, Eli P. Jones, Andrea Dixon, Michael H. Morris, Greg Marshall, Strategic Sales Leadership: Breakthrough Thinking for Improving Results, Chicago: American Marketing Association / Thomson, Chapter 4. Eli P. Jones and Thomas W. Leigh (2005), “Developing Strategic Account Strategies” in Raymond L. LaForge, Thomas N. Ingram, Jerry Bauer, Thomas W. Leigh, Eli P. Jones, Andrea Dixon, Michael H. Morris, Greg Marshall, Strategic Sales Leadership: Breakthrough Thinking for Improving Results, Chicago: American Marketing Association / Thomson, Chapter 5. Leigh, Thomas W., Cara Okleshen Peters, and Jeremy Shelton (2006), “The Consumer Quest for Authenticity: the Multiplicity of Meanings within the MG Subculture of Consumption,” Journal of the Academy of Marketing Science, October 2006. Leigh, Thomas W. (2010), “Customer Relationship Management and the Sales Force.” In Cravens, David,