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George AllenAssistant Professor of Marketing

Department: Dayton School of Business

Office: MO 203

Phone Extension: 2190

Dr. Allen brings over 30 years of experience in account management, sales management and sales process leadership in high tech sales.  Management roles include supervision of sales and service representatives, providing sales coaching, ensuring customer service discipline and the leadership of professionals responsible for sales process definition for a Fortune 500 company.  In various large account management positions, he had the opportunity to work with innovation leaders such as Walmart, American Airlines and AT&T.

Dr. Allen’s research interests include salesperson performance, sales management effectiveness and sales process optimization.  His doctoral research was focused on the performance effects of alternative strategy creation approaches at the level of the individual salesperson.

Courses taught or co-taught include Principles of Marketing, Fundamentals of Personal Selling & Sales Management, Strategic Brand Management, Strategic Marketing, Principles of Advertising, Consumer Behavior, Business Communications, Sales Management, Ethics, and Entrepreneurship.

Dr. Allen has BS and MBA degrees from Oral Roberts University and a Doctor of Business Administration degree from Kennesaw State University.

Dr. Allen and his wife Carole have two married children and five grandchildren.  In his spare time, he enjoys traveling with Carole and spending time with grandchildren during visits to the Allen’s home in Nicholasville.

Degrees

KENNESAW STATE UNIVERSITY, Kennesaw, Georgia

  • Doctor of Business Administration, Marketing Concentration, with Honors, 2014
  • Dissertation:  “Planning or learning?  A comparison of strategy creation approaches at the level of the individual salesperson: antecedents and effects on sales performance.”

ORAL ROBERTS UNIVERSITY, Tulsa, Oklahoma

  • Master of Business Administration, with Honors, 1979
  • Thesis: “The identification of continuing education needs of marketing managers in Tulsa, Oklahoma: A comparison of the perceptions of practicing marketing managers and professors of marketing at Oklahoma business schools.”

ORAL ROBERTS UNIVERSITY, Tulsa, Oklahoma

  • Bachelor of Science, 1977
  • Major: Business Administration, Minor: Marketing

Publications

  • Allen, George (2019) Marketing in Action Cases in Marketing: Real People, Real Choices 10th Edition (textbook) by Michael R. Solomon, Greg W. Marshall, Elnora W. Stuart.  Includes case, questions for discussion, and notes for instructors to be included in instructor’s manual.
  • Allen, George (2019) in Consumer Behavior: Buying, Having, and Being 13th Edition (textbook), by Michael R. Solomon.  Includes case, questions for discussion, and notes for instructors to be included in instructor’s manual.
  • Allen, George (2018) “Real World” Feedback; teaching materials featured in “Teaching moments: rapidly diffusing pedagogical advances,” by Kesha K. Coker and D. Joel Whalen, Marketing Education Review, vol. 28, no. 3 (2018), pp. 155–158.
  • Allen, George (2018). Management Decision Cases in Marketing Management, 3rd Edition (textbook) by Greg Marshall & Mark Johnston, McGraw-Hill Education: New York.  Includes case, questions for discussion, and notes for instructors to be included in instructor’s manual.
  • Allen, George (2018). Instructor’s Manual revision for Management Decision Cases in Marketing Management, 3rd Edition (textbook) by Greg Marshall & Mark Johnston, McGraw-Hill Education: New York.
  • Zablah, A. R., Chonko, L. B., Bettencourt, L. A., Allen, G., & Haas, A. (2012). A Job Demands-Resources (JD-R) Perspective on New Product Selling: A Framework for Future Research. Journal of Personal Selling & Sales Management, 32(1), 73-88.

Presentations

  • Society for Marketing Advances, November 7-11, 2017 “Whose Opinion Matters?  The Relative Influence of Respected Sales Peers on Salespersons’ Intention to Sell New Products.” 
  • Society for Marketing Advances, November 7-11, “Planning or learning?  A comparison of strategy creation approaches at the level of the individual salesperson.”
  • Society for Marketing Advances, November 7-11, 2017 “Real World Feedback” SMA Teaching Moments
  • Kentucky Economic Association Annual Conference.  Paper presentation: The Chief Customer Officer: Impact on Shareholder Value and the Mediating Role of Customer Satisfaction. October 21, 2016.
  • Industrial Marketing and Purchasing Group, Doctoral Consortium, 2013.  “Planning or learning?  A comparison of strategy creation approaches at the level of the individual salesperson: antecedents and effects on sales performance.” Paper accepted; to be presented at Doctoral Consortium August 28-30, 2013.
  • National Conference in Sales Management, 2012.  Doctoral student paper competition. Allen, G. (2011). “I Think I Can if You Think I Can: The Impact of Sales Manager Confidence in the Salesperson on Salesperson Self-Efficacy and Performance.”
  • Academy of Marketing Science 2011 Conference.  Pre-Conference Workshop: Celebrating Our History– Ensuring a Viable Future for Sales Research. “What Don’t We Know About New Product Selling? A Job Demands-Resources (JD-R) Perspective on Knowledge Needs Within This Area.”  Presentation of article by Zablah, A. R., Chonko, L. B., Bettencourt, L. A., Allen, G., & Haas, A.

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