Overview

Education

  • Michigan State University, Doctor of Philosophy (PhD) – Marketing, 2016

  • University of Arizona, Eller College of Management, Master of Business Administration (MBA) - Finance, 2007

  • Oklahoma State University, Bachelor's degree - German Language and Literature, 2004

Research

My research focuses on explaining and managing phenomena within the fields of corporate social responsibility and sales force management. Within these areas of research, I focus on the following:

  • Corporate Social Responsibility – Understanding the antecedents and consequences of corporate social responsibility (CSR), especially its influence on marketing strategy, brand image, and marketing mix decisions.
  • Personal Selling and Sales Force Management – Understanding the antecedents and consequences of salesperson traits and states on salesperson motivation, turnover, and performance; and how managers can influence salespeople.

Teaching

Introduction to Marketing, Marketing Research 

Information

Areas of Research Interest

Sales Force Management, Corporate Social Responsibility, Promotions, analysis of multilevel models and longitudinal data. 

Publications

Published Research

  • Friske, W., & Cockrell, S. (2019). Entrepreneurship, Excise Taxes, and the “Flight to Quality”. Journal of Macromarketing, 0276146719847754.
  •  Chaudhuri, M., Calantone, R. J., Voorhees, C. M., & Cockrell, S. (2018). Disentangling the effects of promotion mix on new product sales: An examination of disaggregated drivers and the moderating effect of product class. Journal of Business Research, 90, 286-294.