September 17, 2015
Marketing professor's paper wins award from the Society for Marketing Advances
Assistant professor of marketing Edward Nowlin recently won the Best Paper in Sales Track 2015 from the Society for Marketing Advances.
The Society for Marketing Advances is a premier marketing association that hosts an annual conference that brings together marketing educators and professionals from throughout the United States and abroad.
Nowlin's paper, "Understanding Hoarding Behavior in Sales," is co-authored with Nwamaka A. Anaza of Southern Illinois University, Carbondale. Nowlin and Anaza found that factors related to incentives, personality and the organizational environment, indirectly influence knowledge hoarding behavior through withholding efforts.
"Many contend that hoarding makes very little sense in sales organizations that applaud knowledge sharing," Nowlin said. "Others call knowledge hoarding an obsolete concept in today's search engine age. Despite this, knowledge hoarding remains a systematic and intrinsic sales issue, for which an analysis exploring salesperson knowledge hoarding behavior does not yet exist. This research examines antecedents of knowledge hoarding behavior in sales."
Nowlin will present the paper, and two other papers, at the conference in November.