Jon m. hawes, Ph.D.

Professor, Marketing
Director, Sales & Negotiations Center

Education

B.S.: Indiana State University (marketing and economics)
M.B.A.: Indiana State University (business administration)
Ph.D.: University of Arkansas (marketing)

Past Experience

Former director of the Fisher Institute for Professional Selling and Distinguished Professor of Marketing, University of Akron

Teaching Interests

Sales management
Business negotiations
Professional selling
Marketing strategy

research interests

Developing trust within buyer-seller relationships
Sales management
Sales and marketing education

Selected Awards & Honors

Winner of various teaching awards, including:

McGraw-Hill/Irwin "National Sales Teacher of the Year Award" from the American Marketing Association, 2009
Prentice Hall's "Solomon-Marshall-Stuart Award for Innovative Excellence in Marketing Education," from the American Marketing Association, 2006.
Hormel "Master Teacher Award" from the Marketing Management Association
"Distinguished Sales Educator Award" from the University Sales Center Alliance

His article "Trust Earning Perceptions of Buyers and Sellers" was identified as the most cited article in the history of the Journal of Personal Selling and Sales Management, 2005.

Three-time winner of the Outstanding Service Award, National Conference in Sales Management.

Winner of the "Don McBane Special Recognition Award" from the Sales Special Interest Group of the American Marketing Association.

Recent Research

Thomas L. Baker and Jon M. Hawes, "The Role of Salespeople in the Efficient Operation of Marketing Channels," Journal of Marketing Channels, 2011.
Timothy J. Wilkinson, Andrew R. Thomas, and Jon M. Hawes, "Managing Relationships with Chinese Joint Venture Partners," Journal of Global Marketing, 2009.
Jon M. Hawes and Paulette Polley Edmunds, "A Case Study of Exceptional Achievement in Selling: The Raymond D. Meyo Story," Journal of Selling and Major Account Management, 2008.
Andrew R. Thomas, Timothy J. Wilkinson, and Jon M. Hawes, "Making It in China," The Wall Street Journal -- Sloan Management Review, 2008. Also available online.
Linda M. Orr and Jon M. Hawes, Company and Customer Relations, (with Linda M. Orr), Praeger, 2007.

Scott College of Business

Faculty & Staff