Current Courses

• MKT362 Professional Selling

Education

• Ph.D. Georgia State University

• M.A. University of Alabama

• B.S. Auburn University

Recent Publications

• Thomas N. Ingram, Raymond W. LaForge, William B. Locander, Scott B. MacKenzie, “Future Directions in Sales Leadership,” Journal of Personal Selling and Sales Management, Spring 2005, 137-154.

• Gabriel R. Gonzalez, K. Douglas Hoffman, and Thomas N. Ingram, “Improving Relationship Selling Through Failure Analysis and Recovery Efforts: A Framework and Call to Action,” Journal of Personal Selling and Sales Management, Winter 2005, 57-65.

• Thomas N. Ingram, “Future Themes in Sales and Sales Management: Complexity, Collaboration, and Accountability,” Journal of Marketing Theory and Practice, Fall 2004, 18-28.

• Gabriel R. Gonzalez, Thomas N. Ingram, Raymond W. LaForge, and Thomas W. Leigh, "Social Capital: Building an Effective Learning Environment in Marketing Classes," Marketing Education Review, Vol. 14 No. 2 (2004), 1-8.

• Thomas N. Ingram, Raymond W. LaForge, and Thomas W. Leigh, "Selling in the New Millenium: a Joint Agenda," Industrial Marketing Management, forthcoming.

• R. Edward Bashaw, Thomas N. Ingram, and Bruce D. Keillor, "Improving Sales Training Cycles Time For New Trainees: An Exploratory Study, Industrial Marketing Management, Vol. 31, No. 4 (July 2002), 329-338.

• Bush, Victoria Davies, Greg Rose, Faye Gilbert, and Thomas N. Ingram, "Managing Culturally Diverse Buyer-Seller Relationships: The Role of Intercultural Disposition and Adaptive Selling Behavior in Developing Intercultural Communication Competence," Journal of the Academy of Marketing Science, Vol. 30, No. 4 (Fall 2001), 391-404.

• Bush, Victoria Davies and Thomas N. Ingram, “Building and Assessing Cultural Diversity Skills: Implications for Sales Training,” Industrial Marketing Management, Vol. 30, No. 1 (January 2001), 65-76.

• Ferrell, O.C., Thomas N. Ingram, and Raymond W. LaForge, “Initiating Structure for Legal and Ethical Decisions in a Global Sales Organization,” Industrial Marketing Management, Vol. 29, No. 6 (November 2000), 555-564.

• Bearden, William O., Thomas N. Ingram, and Raymond W. LaForge (2000), Marketing: Principles & Perspectives (Richard D. Irwin), 1st edition 1995, 2nd edition, 1998, 3rd edition, 2001, 4th edition, 2004.

• Ingram, Thomas N., Raymond W. LaForge, Ramon A. Avila, Charles W. Schwepker, Jr. and Michael R. Williams (2000), Sales Management: Decision Making Analysis, (The Dryden Press), 1st edition 1989; 2nd edition 1992, 3rd edition 1997, 4th edition, 2001, 5th edition, 2004.

• Ingram, Thomas N., Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker,Jr., and Michael R. Williams (2000), Professional Selling: A Trust-Based Approach,  (Harcourt), 1st edition 2001, 2nd edition, 2004.

• Ingram, Thomas N. (1999), “Emerging Issues in International Sales Management Research,” Journal of Marketing Management, Vol. 9, (Spring), 60-64.

• Bauer, Gerald J., Mark S. Baunchalk, Thomas N. Ingram, and Raymond W. LaForge, eds. (1998), Emerging Trends in Sales Thought and Practice (Quorum).

• Brashear, Thomas G. , Danny N. Bellenger, Tom Ingram, and Hiram C. Barksdale (1997), "Salesperson Behavior: Antecedents and Links to Behavior," Journal of Business and Industrial Marketing, Vol. 12, 177-184.

• Bush, Victoria Davies and Thomas N. Ingram (1997), "Adapting to Diverse Customers: A Training Matrix for International Marketers," Industrial Marketing Management, Vol. 25, (September), 373-383.

• Schwepker, Charles H. Jr., O.C. Ferrell, and Thomas N. Ingram (1997), "The Influence of Ethical Climate and Ethical Conflict on Role Stress in the Sales Force," Journal of the Academy of Marketing, Vol. 25 (Spring), 99-108.

• Babakus, Emin, David W. Cravens, Ken Grant, Thomas N. Ingram, and Raymond W. LaForge (1996), "Investigating the Relationships Among Sales, Management Control, Sales Territory Design, Salesperson Performance, and Sales Organization Effectiveness," International Journal of Research in Marketing, Vol. 13, 345-363.

• Bejou, David, Barry Wray, and Thomas N. Ingram (1996), "Determinants of Relationship Quality: An Artificial Neural Network Analysis," Journal of Business Research, Vol. 36, 137-143.

• Schwepker, Charles H. Jr., and Thomas N. Ingram (1996), "Improving Sales Performance Through Ethics: The Relationship Between Salesperson Moral Judgement and Job Performance," Journal of Business Ethics, Vol . 15, 1151-1160.

Research Interests

• Business-to-Business Sales Strategy

• Sales Management Effectiveness

• Determinants of Salesperson Performance

Honors and Awards

• Co-author of one of the "Ten Most Influential Articles on the 20th Century as determined by a poll of the members of the American Marketing Association Sales and Sales Management Special Interest Group. Recognized in a special session of the Society for Marketing Advances Conference in Orlando, November, 2000. For more information see Thomas W. Leigh, Ellen Bolman Pullinn, and Lucette B. Comer, "The Top Ten Sales Articles of the 20th Century," Journal of Personal Selling and Sales Management, Vol. 21, No. 3 (Summer 2001), 217-227. The article, "Salesforce Socialization," appeared in the October 1986 issue of Journal of Marketing.

• Co-authored article entitled "Why Salespeople Fail" included in Marketing Communications Classics (International Thomson Publishing), 2000. This article previously appeared in Industrial Marketing Management

• Recognized as one of 108 "Best Researchers in Marketing" in Marketing Educator, Summer 1997, p. 5.

• Co-author, article entitled "Salesperson Behavior: Antecedents and Links to Performance" named "Most Outstanding Paper" published in the 1997 volume of Journal of Business and Industrial Marketing.

• Co-author, Best Paper in the Education Track, 1996 AMA Winter Educators' Conference.

• Mu Kappa Tau National Marketing Honor Society Recognition Award for Outstanding Scholarly Contributions to the Sales Discipline, 1994 (Received at National Conference, St. Louis).

• Sales and Marketing Executives International (SMEI) Marketing Educator of the Year, 1990.