Jon m. hawes, Ph.D.
Professor, Marketing
Founding Director of Sales & Negotiations Center
ISU College of Business
Education
- B.S.: Indiana State University (marketing and economics), 1973
- M.B.A.: Indiana State University (business administration), 1975
- Ph.D.: University of Arkansas (marketing), 1981
- Professional Certification: Certified Sales Executive (CSE), 1994, re-certified in 2000, Accreditation Institute of Sales & Marketing
Past Experience
- Former and founding director of the Fisher Institute for Professional Selling and Distinguished Professor of Marketing, University of Akron
- Founding member of University Sales Center Alliance (2001); founding member of Professional Selling Network (1997)
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
- McGraw-Hill/Irwin National Sales Teacher of the Year, 2009
-
Winner of
Prentice Hall's "Solomon-Marshall-Stuart Award for
Innovative Excellence in Marketing Education," American Marketing
Association's Teaching and Learning Special Interest
Group, 2006.
-
The 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.
-
-
Winner of the
Outstanding Teacher/Scholar Award, The
University of Akron, 2005.
-
Winner of the
Distinguished
Sales Educator Award, University Sales Center
Alliance, 2005
-
One of four international finalists, Sherwin Williams
Distinguished Teaching Award, Society for Marketing
Advances, 2004
-
One of four
winners, AMS
Outstanding Teachers in Marketing Award Competition,
Academy of Marketing Science, 2004.
-
One of four
finalists and ultimately selected as the Winner,
Hormel Master
Teacher Award, Marketing Management Association,
2004.
-
Outstanding Service Award, National
Conference in Sales Management, 2000, 2001,
2002.
- Fisher Institute named by
Sales and Marketing Management magazine as one of
the top 6 undergraduate sales programs in the nation
(1996) and as one of the top 5 graduate sales programs
in the nation (2001); ranked 19th overall worldwide for
sales research, 8th for programs without Ph.D. programs
by Journal of Personal Selling and Sales Management
(2000); ranked 26th overall worldwide for industrial
marketing research, 11th for programs without Ph.D.
programs by Industrial Marketing Management
(2001); third program in the nation (2003) to be
certified by the Professional Society for Sales &
Marketing Training.
-
Selected by the
Alumni Association as the 1991 winner of the
Outstanding Researcher Award at The University
of Akron for a lifetime of exceptional achievements in
research.
Recent Research
- Timothy J. Wilkinson, Andrew R. Thomas, and Jon M. Hawes, "Managing Relationships with Chinese Joint Venture Partners," Journal of Global Marketing, 22 (Issue 2, 2009), 109-120.
- 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, 8 (Winter 2008), 45-50.
- Andrew R. Thomas, Timothy J. Wilkinson, and Jon M. Hawes, "Making It in China," The Wall Street Journal -- Sloan Management Review, (May 12, 2008), R11. Also available online.
- Linda M. Orr and Jon M. Hawes, Company and Customer Relations, (with Linda M. Orr), Westport, CT: Praeger, 2007.
- Dale M. Lewison and Jon M. Hawes, "Student Target Marketing Strategies for Universities," Journal of College Admission, Number 196 (Summer 2007), 14-19.
- Jon M. Hawes, Anne K. Rich, and Scott M. Widmier, "Assessing the Development of the Sales Profession," Journal of Personal Selling and Sales Management, 24 (Winter 2004), 27-37.
Contact
Jon M. Hawes
Professor of Marketing
Director, Sales & Negotiations Center
Room 912
Scott College of Business
Tel: 812-237-2286
Cell: 812-870-0214
Email:
Jon.Hawes@indstate.edu
Fax: 812-237-8133