Profile


Christopher R. Plouffe, Ph.D.

Christopher R. Plouffe, Ph.D.

Title: Associate Professor and Director - Fisher Institute of Professional Selling
Department: Department of Marketing
Office: CBA 306
Phone: (330) 972 6191
Email: plouffe@uakron.edu


Education:

  • Ph.D. Doctor of Philosophy, Business Administration – Marketing.
    Ivey Business School, University of Western Ontario, London, Canada. 
  • MBA Master of Business Administration – Marketing.
    School of Business, Queen's University, Kingston, Canada. 
  • BA(h) Bachelor of Arts (Honours) – Major Concentration in Sociology.
    Faculty of Arts & Science, Queen’s University, Kingston, Canada. 

Biography

Academic Experience

  • Visiting Professor – Dept. of Marketing, College of Business Administration, Florida International University, Miami, FL. 
  • Assistant Professor – Marketing, College of Business, Florida State University, Tallahassee, FL. 
  • Assistant Professor – Marketing, College of Business, Washington State University, Vancouver, WA. August.
  • Assistant Professor – Marketing, Terry College of Business, University of Georgia, Athens, GA. August.

Business Experience

  • Major Account Manager, Hewlett–Packard (Canada) Ltd., Enterprise Computer Systems, Calgary, Alberta, Canada. 
  • Territory Sales Representative, Hewlett–Packard (Canada) Ltd., Enterprise Computer Systems, Calgary, Alberta, Canada. 
  • Marketing Analyst, Hewlett–Packard (Canada) Ltd., Enterprise Computer Systems,Mississauga, Ontario, Canada. 

Teaching Interests:

  • Professional Selling; Advanced Sales; Negotiations; Sales Management.
  • Marketing Strategy; Principles of Marketing; Marketing Simulation / Capstone .

Research Interests:

  • 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.


Research Accomplishments

Journal Articles

  • Christopher R. Plouffe, Yvette Holmes-Nelson and Frederik Beuk, “Testing an Enhanced, Process-Based View of the Sales Process,” Journal of Professional Selling and Sales Management, 2013, Vol. 33, No. 2, pp. 141 - 164.
  • Bonney, Leff, Christopher R. Plouffe, and Jeremy Wolter (Forthcoming), ""I think I can...I Think I Can": The Impact of Perceived Selling Efficacy and Deal Disclosure on Salesperson Escalation of Commitment," Industrial Marketing Management, TBD (TBD).
  • Plouffe, Christopher R., Willy Bolander, and Joseph A. Cote (Forthcoming / 2014), “Which Influence Tactics Lead to Sales Performance? It's a Matter of Style,” Journal of Personal Selling & Sales Management, Vol. 34
  • 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), 133-55
  • 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).
  • 2009 -- Co-Coach -- Overall Student Champion – Russ Berry Institute “National Sales Challenge” – Florida State University Team Co–Coach. (out of approximately 30 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