51ĀŅĀ×

Education

• Ph.D., Marketing, University of Alabama, 2014
• MS, Finance, Temple University, 2006
• MBA, Villanova University, 2001
• BS, Chemical Engineering, Penn State University, 1996

Research Interests

Areas of interest include: Strategy, Sales, Sales Management, Sales Technology, Social Media, B2B, B2C, Retail, Services, Organizational Frontlines, Relationship Management, Retail Arbitrage and Sales Diversion.

Publications

• Juliana White, James ā€œMickā€ Andzulis, and Tim Butler, (2023). ā€œThe Central Role of Salesperson Communication Strategies and Behaviors in Buyer-Seller Relationships: The Customer Perspective,ā€ Journal of Selling, 23(1).
• Patrick Fennell, Melanie Lorenz, Kris Lindsey Hall, and Mick Andzulis, (2023). ā€œNot My Circus, Not My Monkeys? Frontline Employee Perceptions Customer Deviant Behaviors and Service Firmsā€™ Guardianship Policies,ā€ Journal of Service Research, (26(3), 422-440.
• Matthew Lastner, Duleep Delpechitre, Emily Goad and Mick Andzulis, (2021). ā€œThank You for Being a Friend: A Peer Learning Approach to Marketing Education,ā€ Journal of Marketing Education, 43(2), 216-232.
• Melanie Lorenz, Jase Ramsey, Mick Andzulis and George Franke, (2020). ā€œThe Dark Side of Cultural Intelligence: Exploring Its Impact on Opportunism, Ethical Relativism, and Customer Relationship Performance,ā€ Business Ethics Quarterly, (forthcoming).
• Carla Childers, Katie Hartman, Jacob Hiler and Mick Andzulis, (2019). ā€œClient Projects: Student Attitudes, Learning Outcomes, and Project Evaluations,ā€ Journal of Education for Business, July.
• Katharine Hartman and James Andzulis, (2019). ā€œIndustry-Based Certificates: Student Perceptions of Benefits,ā€ Research in Higher Education Journal, 36, 1-10.
• Katherine Hartman, Mary Tucker and James Andzulis, (2018). ā€œUsing Class Presentation to Educate Business Students about Accreditation and Assurance of Learning,ā€ Journal of Scholastic Inquiry: Business, 9(1), 7- 32.
• Matt Lastner, Rebecca Rast and James ā€œMickā€ Andzulis, (2016) ā€œCreating Win-Win Collaborations for Students: An Immersive Learning Project for Advanced Sales Courses,ā€ Journal for Advancement of Marketing Education. 24, 43-48.
• Raj Agnihotri, Adam Rapp, Tom Baker and James ā€œMickā€ Andzulis, (2015) " Competitive Intelligence Collection and Use by Sales and Service Representatives: How Managersā€™ Recognition and Autonomy Moderate Individual Performance," Journal of the Academy of Marketing Science, 43(3) 357-374.
• Raj Agnihotri, Adam Rapp, James ā€œMickā€ Andzulis and Colin Gabler, (2014) ā€œExamining the Drivers and Performance Implications of Boundary Spanner Creativity,ā€ Journal of Service Research, 17(2), 164-181.
• Kevin Trainor, James ā€œMickā€ Andzulis, Adam Rapp, and Raj Agnihotri, (2014) ā€œSocial Media Technology Usage and Customer Relationship Performance: A Capabilities-Based Examination of Social CRM,ā€ Journal of Business Research, 67(6), 1201-1208.
• George R. Franke, Adam Rapp and James ā€œMickā€ Andzulis, (2013) ā€œUsing Shortened Scales in Sales Research:  Risks, Benefits, and Strategies,ā€ Journal of Personal Selling & Sales Management, 33(3), 319-328.
• James ā€œMickā€ Andzulis, Nikolaos Panagopoulos and Adam Rapp (2012) ā€œA Review of Social Media and Implications for the Sales Process,ā€ Journal of Personal Selling & Sales Management, 32(3), 305-316.
• Alexander Ellinger, Daniel Lynch, James Andzulis and Ronn Smith (2003) ā€œB-to-B Eā€“Commerce:  A Content Analytical Assessment of Motor Carrier Web Sites,ā€ Journal of Business Logistics, 24(1), 199-220.
• Adam Rapp, James ā€œMickā€ Andzulis and Niels Schillewaert (2013) ā€œe-Services,ā€ in Serving Customers: Global Services Marketing Perspectives, written by Fisk, R., Russell-Bennett, R., and Harris, L., 1st edition, Tilde University Press: Australia.

Presentations and Awards

2019

• 51ĀŅĀ× College of Business, Marketing Departmental Impact Award ā€“ Inaugural Winner

2018

• Shuganā€™s Top20 Marketing Meta Journal at The University of Florida: Volume 5 Issue 5 May 2018
• Top 20 Articles published after 5/1/2014 (cites as of 6/01/2018) for 2014 Journal of Business Research article

2017

• Emerald Literati Citation of Excellence - Highly Cited and Highly Influential Paper for "Social Media Technology Usage and Customer Relationship Performance: A Capabilities-Based Examination of Social CRM" in the Journal of Business Research

2015

• AMA Sales SIG Doctoral Dissertation Award Runner-up
• Sales Educatorsā€™ Academy Class Design Workshop Team Teaching Presentation Award Winner
• University of Alabama Graduate Schoolā€™s Outstanding Dissertation Award Nominee and
• Culverhouse College of Commerce Division Winner

2014

• University of Alabama ā€˜Culverhouse College of Commerce Award for Excellence in Research by a Doctoral Studentā€™ ā€“ Nominated by UA Marketing Department, Chosen by University-wide Selection Committee
• University of Alabama PhD Marketing Alumnus Mary Dunstan Award
• University of Alabama Watson Little Award
• University of Alabama Chapter AMA Outstanding Doctoral Student Award

2013

• SMA Doctoral Consortium Fellow ā€“ Hilton Head, SC
• Sales Educatorsā€™ Academy doctoral student scholarship ā€“ Rollins College, Orlando, FL
• AMS World Marketing Congress Doctoral Consortium ā€“ Melbourne, Australia
• Alpha Mu Alpha national marketing honorary Inductee

2012

• AMS Stanley Hollander Award for Best Retailing Paper
• NCSM Doctoral Fellow Award with Colin Gabler

2011

• SMA Irwin/McGraw Hill Steven J. Shaw Best Conference Paper Award
• SMA Best Paper Award ā€“ Sales and Sales Management Track

2001

• SMA Best Paper Award ā€“ Business-to-Business Marketing Track
• Beta Gamma Sigma International Honor Society Inductee

Biography

ā€œDr. Mickā€ is currently serving as Associate Professor and Chair of the Marketing Department, and Director of 51ĀŅĀ× with the Ralph and Luci Schey Sales Centre, at 51ĀŅĀ×. Having completed his doctorate at the University of Alabama in 2014, Mick began his academic career by working to launch the Professional Sales Institute at LSU. Prior to his PhD, he received his MS in Finance from Temple University, MBA in Corporate Management from Villanova University, and BS in Chemical Engineering from Pennsylvania State University. Mickā€™s extensive work (and consulting) experience spans several industries, and has informed and inspired his research projects, having worked most recently as an independent consultant for Andzulis Engineering, senior business consultant for Nationwide Mutual Insurance Company, and analyst for The Boeing Company. His primary research interests include sales, sales management, strategy and technology, and he has published in JAMS, JSR, JPSSM, JBR, JBL, BEQ and JAME, as well as a textbook chapter on e-Services. Mickā€™s work has also earned four conference best paper awards including the 2012 AMS Stanley Hollander Award for Best Retailing Paper, 2011 SMA Irwin/McGraw Hill ā€“ Steven J. Shaw Best Conference Paper, 2011 SMA Sales & Sales Management track Best Paper Award, and the 2001 SMA B2B Marketing track Best Paper Award. In addition to acting as an ad hoc reviewer for numerous journals and conferences, he serves on the editorial review boards of JMTP, JGSMS and BJM. Mick has also served as President of the Philadelphia Alumni Chapter of Beta Gamma Sigma, International Honor Society, as well as a member of the boards of the National Conference in Sales Management (NCSM) and the AMA Sales SIG.