Professional Selling; Advanced Sales; Negotiations; Sales Management.
Marketing Strategy; Principles of Marketing; Marketing Simulation / Capstone.
Marketing Strategy – including two streams of managerially–relevant work:
Buyer–Seller Relationships; Sales Performance, & Management of the Sales Function; Customer Relationship Management (CRM)) ‘Solutions’ Selling; Organizational Buying.
Multi–Channel Marketing; Diffusion and Adoption; Emerging Technologies; Consumer–to–Consumer (C2C) Exchange; High–Tech Marketing; E–Commerce; New Product Development.
Bonney, Leff, Christopher R. Plouffe, and Michael K. Brady, “Investigations of Sales Representatives' Valuation of Options”, Journal of the Academy of Marketing Science, Forthcoming (2015), JAMS Vol. 43
Bonney,F. Leff, Christopher R. Plouffe, and Jeremy Wolter (2014), "The Impact of Perceived Selling Efficacy and Deal Disclosure on Salesperson Escalation of Commitment," Industrial Marketing Management, , 43 (5), 826-39.
Plouffe, Christopher R., Willy Bolander, and Joseph A. Cote (2014), “Which Influence Tactics Lead to Sales Performance? It's a Matter of Style,” Journal of Personal Selling & Sales Management, 34(2), 141-59
Plouffe, Christopher R., Yvette Holmes, and Frederik Beuk (2013), "Testing an Enhanced, Process-Based View of the Sales Process," Journal of Personal Selling & Sales Management, 33 (2), 141-64
Plouffe, Christopher R. and Yany Grégoire (2011), "Intraorganizational Employee Navigation and Socially-Derived Outcomes:& Conceptualization, Validation, and Effects on Overall Performance," Personnel Psychology, 64 (3), 693-738.
Plouffe, Christopher R., Srinivas Sridharan and Donald W. Barclay, (2010). “Exploratory Navigation and Salesperson Performance: Investigating Selected Antecedents and Boundary Conditions in High-Technology and Financial Services Contexts”, Industrial Marketing Management, 39 (4), 538–550.
Plouffe, Christopher R., John Hulland and Trent Wachner, (2009). “Customer-Directed Selling Behaviors and Performance: A Comparison of Existing Perspectives”, Journal of the Academy of Marketing Science, 37 (4), 422–439.
Wachner, Trent, Christopher R. Plouffe and Yany Grégoire (2009), “SOCO’s Impact on Individual Sales Performance: The Integration of Selling Skills as a Missing Link,” Industrial Marketing Management, 38 (1), 32–44.
Plouffe, Christopher R. (2008), “File Swapping via ‘Peer–to–Peer’ Systems over the Internet: An Empirical Examination of One Form of ‘Consumer–to–Consumer’ Exchange,” European Journal of Marketing, 42 (11/12), 1179–1202.
Plouffe, Christopher R., Brian C. Williams, and Trent Wachner (2008), “Navigating Difficult Waters: Publishing Trends and Scholarship in Sales Research,” Journal of Personal Selling & Sales Management, 28 (1), 79–92.
Plouffe, Christopher R. and Donald W. Barclay (2007), “Salesperson Navigation: The Intraorganizational Dimension of the Sales Role,” Industrial Marketing Management, 36 (4), 528–539.
Brian C. Williams and Christopher R. Plouffe (2007), “Assessing the Evolution of Sales Knowledge: A 20–Year Content Analysis,” Industrial Marketing Management, 36 (4), 408–419.
Austin, Caroline Graham, Christopher R. Plouffe, and Cara Peters, (2005). “Anti-Commercial Consumer Rebellion: Conceptualization and Measurement”. Journal of Targeting, Measurement, & Analysis for Marketing, 14 (1), 62-78.
Plouffe, Christopher R., Brian C. Williams, and Thomas W. Leigh (2004), “Who’s on First? Stakeholder Differences in Customer Relationship Management and the Elusive Notion of ‘Shared Understanding’, ” Journal of Personal Selling & Sales Management, 24 (4), 323-338.
Plouffe, Christopher R., John Hulland, and Mark Vandenbosch (2001), “Richness versus Parsimony in Modeling Technology Adoption Decisions: Understanding Merchant Adoption of a Smart Card-Based Payment System,” Information Systems Research, 12 (2), 208-222.
Plouffe, Christopher R., Mark Vandenbosch, and John Hulland (2001), “Intermediating Technologies and Multi-Group Adoption: A Comparison of Consumer and Merchant Adoption Intentions Toward a New Electronic Payment System,” Journal of Product Innovation Management, 18 (2), 65-81.
Plouffe, Christopher R., Mark Vandenbosch, and John Hulland (2000), “Why Smart Cards Have Failed: Looking to Consumer and Merchant Reactions to a New Payment Technology,” International Journal of Bank Marketing, 18 (3), 112-123.
Business & Popular Press (Non-Refereed)
Sales & Marketing Management Magazine – “Inside Information: An Untapped Source for Sales Success”. Tues. Nov. 17 (2009). Topic – research on salesperson navigation and job performance highlighted in a best–practices piece. (www.salesandmarketing.com)
Repertoire Magazine – “On the Brink of a Career”. September (2007). Vol. 15, Issue 9. What salespeople in the health care and medical industries can learn from the winners of the National Collegiate Sales Competition (NCSC).
BusinessWeek – “Savvy Selling” Podcast. Fri. May 18 (2007). “Lessons from a Sales Contest Winner: Why Preparation, Hustle, and Being Open to Coaching are Keys to Sales Success”.
The Oregonian, in Metro Section (cover story), “Two Place High in Sales Competition”, Monday April 2 (2007), p. B1. Topic: WSU’s 1st place finish at the 2007 National Collegiate Sales Competition (NCSC).
The Columbian, in Business Section (cover story), “Masters at Marketing Themselves”, Cami Joiner. Tues. April 3 (2007), p. E1. Topic: WSU’s 1st place finish at the 2007 National Collegiate Sales Competition (NCSC).
Honors, Awards & Distinctions
2013 -- Coach -- Overall Student Runner-Up and 3rd Place Team Finish – National Collegiate Sales Competition (NCSC) – Fisher Institute / U-A Team Coach. (out of 68 competing universities)
2011 – Top Professor / Best Course – Professional / Downtown MBA Program, Florida International University (FIU), Miami, Florida.
2010 -- Co-Coach -- Overall Student Champion and 1st Runner–Up Team Finish – National Collegiate Sales Competition (NCSC) – Florida State University Team Co–Coach. (out of 61 competing universities).
2007 -- Coach -- Overall Student Champion and Overall Team Title – National Collegiate Sales Competition (NCSC) –Washington State University Team Coach. (out of 43 competing universities).
2007 -- Dean’s Excellence Fellowship Award – College of Business, Washington State University
2006 -- Students’ Award for Teaching Excellence – Highest Teaching Award (all Colleges, Departments and Disciplines). Washington State University, Vancouver campus.
2006 -- Dean’s Excellence Fellowship Award – College of Business, Washington State University