Mark W. Johnston, PhD

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at the Roy E. Crummer Graduate School of Business, Rollins College, in Winter Park, Florida. He earned his PhD in marketing from Texas A&M University. Prior to receiving his doctorate he worked in industry as a sales and marketing representative for a leading distributor of photographic equipment. His research has resulted in published articles in many professional journals, such as the Journal of Marketing Research, Journal of Applied Psychology, and Journal of Personal Selling & Sales Management.

Mark has been retained as a consultant for fi rms in the personal health care, chemical, transportation, service, and telecommunications industries. He has consulted on a wide range of issues involving strategic sales force structure, sales force performance, sales force technology implementation, market analysis, sales training, and international market decisions. Mark has conducted a number of seminars around the world on a variety of topics, including motivation, managing turnover in the organization, sales training issues, ethical issues in marketing, and improving overall sales performance.

Greg W. Marshall, PhD

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy in the Crummer Graduate School of Business at Rollins College, Winter Park, Florida. He earned his PhD in marketing from Oklahoma State University. Greg's industry experience includes 13 years in selling and sales management, product management, and retailing with companies such as Warner Lambert, Mennen, and Target Corporation. When he left Warner Lambert in 1986 to enter academe, he was the manager of the top-performing sales district in the United States. In addition, he has served as a consultant and trainer for a variety of organizations in both the private and public sectors, primarily in the areas of marketing planning, strategy development, and service quality.

Greg is an active researcher in selling and sales management, having published more than 40 refereed articles in a variety of marketing journals, and he serves on the editorial review board of the Journal of the Academy of Marketing Science, Journal of Business Research, and Industrial Marketing Management. He is editor of the Journal of Marketing Theory and Practice and is past editor of the Journal of Personal Selling & Sales Management currently serving on its senior advisory board. Greg is on the board of directors of the Direct Selling Education Foundation, is past president of the Academic Division of the American Marketing Association, and is a fellow and past president of the Society for Marketing Advances. He is president-elect of the Academy of Marketing Science.