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Terry Loe, Ph.D. - Kennesaw State University. Kennesaw, GA, US

Terry Loe, Ph.D. Terry Loe, Ph.D.

Professor, Marketing & Professional Sales | Kennesaw State University


Professor Loe is the director of the Center for Professional Selling at Kennesaw State University.





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Loe Inks Who'sinRoom1



Terry Loe has spent 11 years in sales, marketing and management and has over 20 years of experience in sales research, training and consulting. His recent sales training and consulting clients include NCR, Arch Chemical, AIG and WellStar Health Care Systems. He is a marketing professor and the Director of the Center for Professional Selling, Executive Director and founder of the National Collegiate Sales Competition and serves on the Board of Directors for PlayPro Media, an entertainment and promotions marketing company. Loe is also on the editorial review boards for several international academic journals.

Industry Expertise (4)

Education/Learning Research Business Services Corporate Leadership

Areas of Expertise (4)

Marketing & Sales Advanced Selling Sales Management Corporate Ethical Culture

Accomplishments (2)

Outstanding Service Award (professional)


Award for serving as President of the University Sales Center Alliance from fall 2011 to fall 2013

JOBE Award-Journal of Business Ethics (professional)


The award represents the Top 33 Citation Classics over 30 years.

Education (3)

Mississippi State University: Master of Business Administration and Management, M.B.A 1981

Mississippi State University: B.S., Marketing 1981

The University of Memphis: Ph.D., Business Administration; Marketing 1996

Affiliations (3)

  • PlayPro Media
  • National Collegiate Sales Competition
  • Journal of Business Ethics

Event Appearances (2)

Sales: An Honorable Profession

Aflac 2015 Kown Regional Kick-Off  Kennesaw, Georgia


The Efficacy of the NCSC and Other Collegiate Sales Competitions

2014 Atlantic Marketing Association Conference  Ashville, NC


Recent Papers (7)

Managing New Salespeople’s Ethical Behaviors during Repetitive Failures: When Trying to Help Actually Hurts Journal of Business Ethics

Willy Bolander, William J. Zahn, Terry Loe, Melissa Clark

Despite acknowledgment that performance failure among new salespeople is a prevalent issue for organizations, researchers do not fully understand the consequences of repetitive periods of failure on new salespeople’s unethical selling behaviors.

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Factors That Influence the Job Market Decision Journal of Marketing Education

William A. Weeks, Brian Rutherford, James Boles and Terry Loe


This study examines the perceptions of students, recruiters, and faculty regarding the importance of various workplace attributes to students who are entering the job market. Furthermore, this study discusses the important role that faculty can play as a knowledge broker with both students and recruiters.

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The effect of perceived ethical climate on the search for sales force excellence Journal of Personal Selling and Sales Management


This study investigates the relationship of perceived ethical climate to individual commitment to quality, organizational commitment, and performance among business-to-business salespeople from two companies. The results indicate a firm's ethical climate has an effect ...

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Ethics code familiarity and usefulness: Views on idealist and relativist managers under varying conditions of turbulence Journal of Business Ethics


The purpose of this present research is to expand upon the foundation that codes of ethics are more useful guides to managers in their behavior and decision-making when managers are more familiar with code content and intentions. We explore whether the ...

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The impact of ethics code familiarity on manager behavior Journal of Business Ethics


Codes of ethics exist in many, if not the majority, of all large US companies today. But how the impact of these written codes affect managerial attitudes and behavior is still not clearly documented or explained. This study takes a step in that direction by proposing ...

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A review of empirical studies assessing ethical decision making in business Journal of Business Ethics


This article summarizes the multitude of empirical studies that test ethical decision making in business and suggests additional research necessary to further theory in this area. The studies are categorized and related to current theoretical ethical decision ...

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An experimental investigation of efforts to improve sales students' moral reasoning Journal of Personal Selling and Sales Management


This article reports the findings of a study that attempts to determine if sales students' moral reasoning skills (Level of Cognitive Moral Development) can be improved through training. A pretest-treatment-posttest design is used. Furthermore, an examination of gender ...

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