Edward Nowlin studies drivers of salesperson performance. Specifically, the research investigates the effect of information, manager actions, and manager and coworker relationships on salesperson performance. His second stream of research explores the relationship between fantasy sports, gambling and consumer choice.
Current Research and Consulting Projects
- How Does Salesperson Coworker Connectedness Impact Performance? – This study examines whether salespeople’s connection with coworkers increases their performance. In addition, it considers whether internal change increases or decreases the impact of coworker connection on salesperson performance.
- Antecedents and Consequences of Salespeople Evasive Hiding of Marketing Intelligence – This study examines whether internal relationships negatively affect salespeople not sharing their market intelligence and evasive hiding’s effect on external customer relationships.
- Emotion in Sales Performance – This study examines whether salespeople use emotion and facts as sources of information and how these two different informational sources affects sales performance.
- An Examination of the Traits and Motivations of Fantasy Sports and Gambling Participants? – This study examines whether the fantasy sports participants and gamblers are similar from a trait perspective.
Areas of Teaching
- Professional Selling, Sales Management, Marketing Channels Management
