Mark W. Johnston

Biography

Mark W Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at the Roy E. Crummer Graduate School of Business, Rollins College. Prior to receiving his doctorate from Texas A&M University he worked in industry as a sales and marketing representative for a leading distributor of photographic equipment.  His research has resulted in dozens of published articles in a number of professional journals such as Journal of Marketing Research, Journal of Applied Psychology, Journal of Personal Selling and Sales Management and many others.  He is co-author of Sales Force Management 11e and Contemporary Selling 4e.  
Mark has been cited by the Journal of Business Research as one of the most important researchers in the area of personal selling and sales management.  He continues to do research in sales and marketing ethics as well as sales force performance and motivation.
Mark has been retained as a consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries.  He has consulted on a wide range of issues involving strategic sales force structure, sales force performance, sales force technology implementation, market analysis, sales training, and international market decisions.  Finally, Mark has conducted a number of seminars around the world on a variety of topics including motivation, managing turnover in the organization, sales training issues, ethical issues in marketing, and improving overall sales performance.

Education

Western Illinois University, Bachelor of Business, 1975
Western Illinois University, M.B.A, 1980
Texas A&M University, Ph.D. in Business Administration, 1986

Areas of Research / Professional Expertise

Personal Selling
Sales Management
Business Ethics and Strategy
Marketing Ethics and Strategy

Personal Interests

Travel, Boating

Books

Photos