Edward L. Nowlin
Kansas State University
Public policyService providerFeelingProfitability indexEmotional laborSociologyBusinessPsychologyMarketingSocial exchange theoryJob performanceSurvey data collectionPerceptionJob satisfactionStorytellingKnowledge sharingCredibilityService (business)SensemakingIncentiveMedia studiesEthical climateAttractivenessAffect (psychology)Process (engineering)FantasyMagic (paranormal)Knowledge managementTransformative learningSocial psychologyOrganizational commitmentModerationEmployee engagement
30Publications
7H-index
170Citations
Publications 29
Newest
#1Nawar N. Chaker (LSU: Louisiana State University)H-Index: 1
#1Nawar N. Chaker (LSU: Louisiana State University)H-Index: 6
Last. Nwamaka A. Anaza (SIU: Southern Illinois University Carbondale)H-Index: 5
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Abstract null null Industrial salespeople spend more time outside of the firm than inside of the firm. As a consequence, they may be particularly prone to salesperson social isolation - or feelings of being disconnected from coworkers and colleagues. Potentially magnified by the 2019 coronavirus (COVID-19) pandemic, the prevalence of social isolation may become a more common and modern-day challenge for salespeople. As part of this, managers must consider the notion of salesperson social isolati...
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#1Doug Walker (College of Business Administration)H-Index: 8
#2Edward L. Nowlin (College of Business Administration)H-Index: 7
The sophistication of political campaigns has dramatically increased over recent election cycles through the embracing of big data analytics. Collecting and storing information on actual and potent...
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#1Nawar N. ChakerH-Index: 6
#2Edward L. NowlinH-Index: 7
Last. Nwamaka A. AnazaH-Index: 9
view all 4 authors...
Salespeople frequently face the predicament of wanting to protect their market knowledge from coworkers while not appearing recalcitrant. Considering the choice of disclosing information or refusing to disclose, they may choose a third option: appearing to share knowledge while concealing substantive information, which this study calls evasive knowledge hiding. This study surmises that the consequences of these choices impact perceptions of customer outcomes. Using social exchange theory, the pu...
2 CitationsSource
#1Nawar N. Chaker (Elon University)H-Index: 6
#2Doug Walker (KSU: Kansas State University)H-Index: 8
Last. Nwamaka A. Anaza (SIU: Southern Illinois University Carbondale)H-Index: 9
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Abstract Physical attractiveness has been described as a “beauty premium.” Research shows that for leaders, attractiveness is associated with both personal and professional benefits. However, sales research has yet to investigate manager attractiveness. Here, we examine whether and how manager physical attractiveness influences salespeople's perceptions of manager credibility. Using signaling theory, we argue that physical attractiveness is an affect-based signal that induces an emotional connec...
6 CitationsSource
Jul 9, 2019 in AMSWMC (Academy Marketing Science World Marketing Congress)
#1Nawar N. Chaker (Elon University)H-Index: 6
#2Edward L. Nowlin (KSU: Kansas State University)H-Index: 7
Last. Nwamaka A. Anaza (SIU: Southern Illinois University Carbondale)H-Index: 5
view all 4 authors...
Salespeople often face the dilemma of having to protect their personally acquired market knowledge from others in their organization, while also seeming to be a team player. In order to not being perceived as being opportunistic by their colleagues, salespeople have the option of: (1) sharing their information, or (2) neglecting to divulge their knowledge, possibly being perceived as uncooperative, or (3) appearing to share information while in actuality obscuring substantive knowledge, which we...
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#1Chanho Song (CSUSB: California State University, San Bernardino)H-Index: 4
#2Sungha Jang (KSU: Kansas State University)H-Index: 7
Last. Edward L. Nowlin (KSU: Kansas State University)H-Index: 7
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Research demonstrates a tradeoff between service quantity and service quality that creates a tension for firms who wish to incentivize both aspects of service performance. We propose a category of speed-intensive services in which prompt responsiveness is the primary driver of service quality. In these firms, service quantity and quality should exhibit a positive interrelationship. Daily data on service quantity and quality performance were collected for 24 months, for a total of 1414 observatio...
4 CitationsSource
#1Edward L. NowlinH-Index: 7
#2Nawar N. ChakerH-Index: 6
Last. Doug WalkerH-Index: 8
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In general, people find stories far more compelling than presentations. The importance of storytelling in business has even caught the recent attention of practitioners and scholars. For example, a recent article in Forbes suggests that effective storytelling could lead to increased profitability by enabling a firm to deftly and emotively express its capabilities as well as clearly differentiating itself from competitors. For organizations, salespeople, acting as boundary spanners, are the prima...
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#1Edward L. NowlinH-Index: 7
Last. Klaus-Peter WiedmannH-Index: 28
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In summer 2018, Canadian Prime Minister Justin Trudeau called for “storytellers” to address the problem that he said was top priority for him these days: “the intransigence, polarization, unwillingness to listen to diverse points of view, and tribalism-run-amuck that afflicts society” (Alan Murray, Fortune CEO Daily 2018-09-11). Given such great expectations of storytelling in transformative and public policy marketing, this special session tries to take a look at what the future holds for story...
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#1Edward L. NowlinH-Index: 7
#2Doug WalkerH-Index: 8
Last. Nawar N. ChakerH-Index: 6
view all 4 authors...
Traditionally, companies have managed salespeople differently than other members of the firm, emphasizing the importance of individual performance. However, practitioner research notes a change in the relationship between individual performance and unit profitability. Specifically, between 2002 and 2012, the impact of individual performance on firm profitability decreased more than 20%; whereas the impact of “employee network” performance increased by more than 20%. As such, firms now rely incre...
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#1David HoughtonH-Index: 10
#2Edward L. NowlinH-Index: 7
Last. Doug WalkerH-Index: 8
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Pay-to-play (P2P) fantasy sports participation is growing rapidly. The combination of its resemblance to gambling and its exemption from regulation creates a significant public policy concern. For ...
6 CitationsSource