Fall 2021 Office Hours

Mondays and Wednesdays, 1-2 p.m., HLH 335M, and by appointment | Working remotely other days of the week

Biography

Dr. Blake A. Runnalls earned his Ph.D. in marketing from the Eli Broad College of Business at Michigan State University in 2017. He also received his master of arts in economics from the University of South Florida and his MBA from the University of Massachusetts-Amherst. He spent nearly five years working in the corporate world for companies such as Progressive Insurance, Credit Suisse, and General Electric. His research interests include sales management with a focus on sales training, organizational learning, and the sales-HR interface.
 
His dissertation is titled “The Impact of Social Networks on Sales Training Transfer and Performance,” which won the 2017 American Marketing Association Sales SIG Doctoral Dissertation Proposal Competition. Runnalls also won the 2017 Organizational Frontlines Research Young Scholar Research Competition. 

Research Interests

Marketing Management with a focus on salesperson learning and development, sales management, and the sales-HR interface.

Published In

Journal of International Marketing

Refereed Publications

Chabowski, B., Kekec, P., Morgan, N. A., Hult, G. Tomas M., Walkowiak, T., Runnalls, B. A. (2018). An Assessment of the Exporting Literature: Using Theory and Data to Identify Future Research Directions. Journal of International Marketing, 26(1), 113-143.

Undergraduate Courses

Sales Force Management (MRKT 458) - This course covers issues faced by sales managers in building, directing, and leading a sales force. Topics include sales forecasting, territory structure design, hiring and managing salespeople, and compensation and performance evaluation systems.

Teaching Interests

Sales Force Management

Personal Selling

Pricing (MBA)

Quantitative Business Research Methods

Professional Service

Reviewer, Ad Hoc Reviewer, Industrial Marketing Management. (2020-present)

Reviewer, Ad Hoc Reviewer, Journal of Personal Selling and Sales Management. (2016 - Present).

Reviewer/Discussant, Conference Paper, Academy of Marketing Science (AMS) Conference. (2013 - Present).

Reviewer/Discussant, Conference Paper, American Marketing Association (AMA) Conferences. (2013 - Present).

Track Organizer, Personal Selling and Sales Management Track  Co-Chair, Academy of Marketing Science (AMS) Conference, Vancouver. (January 2018 - May 2019).

Session Chair, American Marketing Association (AMA) Winter Educators' Conference, New Product Lunch Strategy Track. (2016).

Reviewer/Discussant, Conference Paper, Academy of International Business (AIB) Conference. (2013 - 2016).

Session Chair, Academy of Marketing Science (AMS) Conference, Sales Track. (2015).

Department Service

Develop relationships with partners of the Center for Sales Excellence and with companies in and around the Lincoln and Omaha area to increase the opportunities for the department to engage in practitioner-based research projects., Center for Sales Excellence Program. (January 2018 - Present).

Coordinator, Mittelstaedt Doctoral Symposium. (August 2018 - May 2021).

Reviewer, Second Year/Comprehensive Exam Paper Review. (August 2020).

Committee Member, Faculty Search Committee, Open Rank. (July 2019 - September 2019).

First Year Paper Reviewer. (May 2019).

Mentor doctoral students Carissa Harris & Ravi Agarwal, in the areas of teaching and research. (August 2018 - May 2019).

Co-Coordinator, Mittelstaedt Doctoral Symposium. (August 2018 - May 2019).

Committee Member, Faculty Search Committee, Open Rank. (July 2018 - September 2018).

College Service

Judge, All-Michigan State University Sales Competition. (2014 - 2017).

Co-Coached the Michigan State University Team at the National Collegiate Sales Competition, hosted by Kennesaw State University. (2016).

Awards

Nominated, College of Business Distinguished Teaching Award, University of Nebraska-Lincoln, College of Business. (January 2021).

College Distinguished Teaching Award, Office of the Executive Vice Chancellor and Chief Academic Officer, University of Nebraska-Lincoln, Teaching, University. (April 2019)

College of Business Distinguished Teaching Award, College of Business, University of Nebraska-Lincoln, Teaching, College. (April 2019)

Faculty Mentoring Award, Department of Marketing, College of Business, University of Neraska-Lincoln, leadership, Department. (April 2019)

Faculty Teaching Award, Department of Marketing, College of Business, University of Nebraska-Lincoln, Teaching. (April 2019)

Recipient, 2019 S. Tamer Cavusgil Award, Journal of International Marketing. (April 2019).

Haring Symposium, Faculty Representative, Indiana University. (April 2018).

Broad College of Business Dissertation Competition, Broad College of Business/Michigan State University. (2017).

Young Scholar Research Competition, Organizational Frontlines Research (OFR). (2017).

Sales SIG Doctoral Dissertation Proposal Competition, American Marketing Association (AMA). (February 2017).

Graduate School Dissertation Completion Fellowship, Michigan State University. (2017).

Grant Competition, Sales Education Foundation (SEF) and Neil Rackham. (2015).

AMA-Sheth Doctoral Consortium Fellow, American Marketing Association (AMA). (July 2015).

Stanley Hollander Award, Michigan State University. (2014, 2015).

Fellow, Institute for the Study of Business Marketing (ISBM) Ph.D. Summer Camp. (2014).

Presenter, 2014 Haring Symposium, Indiana University. (April 2014).

Best Paper Award, Shao Chang Lee Paper Competition presented by the Asian Studies Center at Michigan State University. (2013).