Terry Loe, Ph.D.
Professor, Marketing & Professional Sales | Kennesaw State University
Kennesaw, GA, UNITED STATES
Professor Loe is the director of the Center for Professional Selling at Kennesaw State University.
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Biography
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)
2013-09-01
Award for serving as President of the University Sales Center Alliance from fall 2011 to fall 2013
JOBE Award-Journal of Business Ethics (professional)
2012-01-01
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
Links (2)
Event Appearances (2)
Sales: An Honorable Profession
Aflac 2015 Kown Regional Kick-Off Kennesaw, Georgia
2015-04-01
The Efficacy of the NCSC and Other Collegiate Sales Competitions
2014 Atlantic Marketing Association Conference Ashville, NC
2014-09-01
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.
Factors That Influence the Job Market Decision
Journal of Marketing Education
William A. Weeks, Brian Rutherford, James Boles and Terry Loe
2014-06-30
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.
The effect of perceived ethical climate on the search for sales force excellence
Journal of Personal Selling and Sales Management
2004 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 ...
Ethics code familiarity and usefulness: Views on idealist and relativist managers under varying conditions of turbulence
Journal of Business Ethics
2003 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 ...
The impact of ethics code familiarity on manager behavior
Journal of Business Ethics
2001 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 ...
A review of empirical studies assessing ethical decision making in business
Journal of Business Ethics
2000 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 ...
An experimental investigation of efforts to improve sales students' moral reasoning
Journal of Personal Selling and Sales Management
2000 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 ...