Dr. Gilliam is an Assistant Professor of Marketing.
- B.A. Ohio University
- M.B.A. Wright State University
- Ph.D. Oklahoma State University
- MKTG 3353 Professional Selling
- MKTG 4370 Business to Business Marketing
- MKTG 4385 Marketing Management
- MKTG 8300 Seminar in Current Topics
Honors and Awards
Best Dissertation Award, 2012 AMA Sales SIG.
Best Paper in the Sales/CRM Track, 2012 AMA Winter Marketing Educatorâ€™s Conference.
2010 AMA-Sheth Foundation Doctoral Consortium Fellow, Texas Christian University.
Doctoral Fellow, 2010 National Conference in Sales Management with $1000 research award.
Selected by Faculty to Present Paper at the 19th Annual Robert Mittelstaedt Doctoral Symposium at the University of Nebraska, Lincoln, April 2010.
B. Curtis Hamm Scholarship, $5000, Spears School of Business, Oklahoma State University, 2007-2008.
Phi Kappa Phi Honor Society, Graduate Student, Inducted 2007.
Publications at Peer Reviewed Journals
Gilliam, David A., Karen E. Flaherty, and Steven Rayburn (2014), â€śThe Dimensions of Storytelling by Retail Salespeople,â€ť International Review of Retail, Distribution and Consumer Research, 24(2), 231-241.
Gilliam, David A. and Alex R. Zablah (2013), â€śStorytelling during Retail Sales Encounters,â€ť Journal of Retailing and Consumer Services, 20(5), 488-494.
Gilliam, David A. and Kevin E. Voss (2013), â€śA Proposed Procedure for Construct Definition in Marketing,â€ť European Journal of Marketing, 47(1/2), 5-26.Â Lead article of the volume and issue
Under Review at Peer Reviewed Journals
Gilliam, David A. and Karen E. Flaherty, â€śStorytelling by the Sales Force and Its Effect on Buyer-Seller Relationships.â€ťÂ Under third round review at Industrial Marketing Management.
Gilliam, David A., â€śIndustrial Trade Show Boothscapes.â€ť Under second round review at the Journal of Marketing Management.
Proceedings and Presentations
Gilliam, David A. and Steven W. Rayburn (2014), â€śPropensity for Reciprocity and Cooperation among Front Line Employees,â€ť Forthcoming in Society for Marketing Advances Conference 2014.
Gilliam, David A. (2012), â€śStorytelling by the Sales Force,â€ť in 2012 AMA Winter Marketing Educatorsâ€™ Conference Proceedings, Volume 23. Chicago, IL: American Marketing Association. Winner of Best Paper in the Sales/CRM Track.
Gilliam, D.A. & Frankwick, G. L. 2011. Should the Sales Manager Coach or Play? A Salespersonâ€™s Perspective. Advances in Marketing: Sensory Marketing the Next Frontier. Proceedings from William J. Kehoe and Linda K. Whitten, eds. Mobile, AL: Society for Marketing Advances.
Gilliam, D. A. 2010. Storytelling by the Sales Force and Its Effect on Buyer-Seller Relationships. 2010 National Conference in Sales Management Proceedings. Milwaukee, Wisconsin: Pi Sigma Epsilon. Note: Winner of Doctoral Fellowship.
Gilliam, D. A. & Voss, K. E. 2010. A Proposed Procedure for Construct Definition in Marketing. Proceedings from Michael K. Brady and Michael D. Hartline (eds.) 2010 AMA Winter Marketing Educatorsâ€™ Conference, Volume 21. Chicago, IL: American Marketing Association.
Gilliam, D. A. & Brown, T. J. 2009. Will They Stay or Will They Go? Customer Intentions to Follow When Service Workers Bolt. Proceedings from Kristy Reynolds and J. Chris White (eds.) 2009 AMA Winter Marketing Educatorsâ€™ Conference, Volume 20. Chicago, IL: American Marketing Association.
Gilliam, D. A. (2009), I Will Gladly Pay You Tuesday for a Hamburger Today: Personality and the Propensity for Reciprocity. Proceedings from Kristy Reynolds and J. Chris White (eds.) 2009 AMA Winter Marketing Educatorsâ€™ Conference Proceedings, Volume 20. Chicago, IL: American Marketing Association.
Gilliam, D. A. 2008. Improving the Propriety of Discounting by the Sales Force through Reciprocal Information Exchange. Proceedings from James R. Brown and Rajiv P. Dant (eds.) 2008 AMA Summer Marketing Educatorsâ€™ Conference, Volume 19. Chicago, IL: American Marketing Association.