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Faculty |
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Center for professional selling
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Terry W. Loe, Ph.D.
Director, Center for Professional Selling
Associate Professor of
Marketing
(678) 797-2017
Education:
BS Mississippi State
University 1980
MBA Mississippi State
University 1981
PhD University of Memphis
1996
Expertise:
- Sales
- Business and Marketing
Ethics, Moral Philosophy, Ethical Decision
Making
- Cognitive Moral
Development
- Business Ethics
Training
Dr. Terry Loe has
published research in the areas of ethics,
sales, and sales management. He has taught
international marketing and marketing courses in
France and England. He has developed courses in
business ethics and advanced selling, and has
been recognized by several student groups for
outstanding teaching in marketing. He helped
coordinate and develop two international ethics
symposiums and has delivered numerous
presentations at national and international
conferences as well as to business groups on the
subject of business ethics.
Loe created, developed and
directs the National Collegiate Sales
Competition - an annual event that includes the
leading university sales programs from across
the United States, Canada and Mexico as well as
leading national and international corporations.
Under Loe’s direction, the sales program was
awarded the Regents’ Teaching Excellence Award
for the University Systems of Georgia.
He has published numerous
articles on the subjects of ethics and sales
which have appeared in The Journal of
Professional Selling and Sales Management,
Journal of Business Ethics, Journal of Marketing
Education, Journal of Marketing Management, and
Journal of Contemporary Business Issues.
Loe, along with his
co-authors, won the Marvin Jolson Award for Best
Contribution to Selling and Sales Management
Practice in 2005 from the Journal of Personal
Selling and Sales Management (“The Effect of
Perceived Ethical Climate on the Search for
Sales Force Excellence”), and also won the 2000
Best Paper Award for ”Sales Management: Timing
of Measurement and Type of Measurement Make a
Difference" from the Journal of Personal Selling
and Sales Management. In 1998, Loe, along with
his co-author, won the 1998 Irwin/McGraw-Hill
Distinguished Paper Award, for "Using Theory of
Constraints' Evaporating Cloud To Manage
Conflict: A Tool for Sales Force Managers," at
the 1998 Southwestern Marketing Association
Conference.
Terry married Robin in
1986 and has 2 children, Rachel (1991) and
Nathan (1993). |
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Gary L. Selden, Ed.D.
Associate Director, Center for Professional Selling
Professor of
Marketing and Professional Sales
Education:
BA Ithaca College
MBA Kennesaw State University
Ed.D. University of Georgia
Expertise:
Dr. Selden came to the
Center for Professional Selling with over 20
years of marketing, sales and training
experience. He has worked for and consulted with
Fortune 200 companies including Syntex
Pharmaceuticals, Shaw Industries, Post
Properties, DuPont, Allied Chemical, and Kroger.
He has also worked with hundreds of small and
emerging enterprises while working as Associate
State Director of The University of Georgia's
Small Business Development Center. His interests
lie with family-run firms and learning
interventions that will improve their success
rate.
Gary is married to Pam and
has one daughter, Carla. They live in Woodstock. |
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Leila Borders, Ph.D.
Director of
Research, Center for Professional Selling
Associate Professor of
Marketing and Professional Sales
Education:
BBA University of Georgia
MBA Georgia State University
PhD Georgia State University
Dr. Borders joined
Kennesaw State University in 2008, and has
taught at the University of New Orleans, Georgia
State University, Clark Atlanta University, and
Innsbruck University in Austria. Dr. Borders has
taught selling, sales management, marketing
strategy, marketing management, international
marketing, advertising, principles of marketing,
and executive education.
Research:
Dr. Borders’ research
focuses on selling and sales management,
customer relationship management, e-commerce,
business-to-business, international, and
industrial marketing. She has published in the
Journal of Business and Industrial Marketing,
Industrial Marketing Management, Journal of
Public Policy & Marketing, Journal of Travel &
Tourism Marketing, Encyclopedia of Information
Technology, Journal of Global Competitiveness,
Advances in Competitive Research, and Thexis.
Professionally, Dr.
Borders worked for the Department of Defense as
a Defense Contract Auditor and retired from
BellSouth Telecommunications as an Information
Technology Systems Analyst and Comptrollers
Policy Manager. Currently, Dr. Borders is the
President of the American Marketing Association
(AMA) Relationship Marketing Special Interest
Group, an associate researcher for Georgia State
University's Center for Business and Industrial
Marketing, on the editorial review board for the
Journal of Business and Industrial Marketing,
and serves as a coach for students in regional
and national sales competitions.
Leila is married to Warren
and has 3 children, Warren, Alan and Septian |
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Mike Serkedakis
Lecturer of Marketing and Professional Sales
Faculty Advisor, Pi Sigma Epsilon - Delta Gamma Chapter
Professor Serkedakis' professional qualifications to teach are based primarily on the following career experiences:
- Over 30 years of management experience in large, medium and small firms working in engineering, marketing, sales and information technology.
- supervised work groups approaching 100 people and managed budgets in excess of one quarter Billion dollars;
- Over 10 years of direct responsibility for marketing and sales including product management, product commercialization, staff marketing, management of a sales contact (call) center
- Four years of sales management responsibility that included international sales and compensation plans with quota and bonus implications.
- Management and sales responsibility with a family owned Real Estate Company for nearly 40 years.
- Over 10 years of consulting with small, medium and large firms on business plans, marketing and information technology.
- Over 10 years of experience working with the public sector on economic development.
- Fourteen years of teaching experience to the class room at the high school, technical college and university levels.
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Education:
Ph.D. – Georgia State University
MBA – State University of West Georgia
BBA – State University of West Georgia
Research & Teaching Areas:
- Selling and Sales Management
- Business-to-Business Buyer/Seller Relations
- Human Resource Management
Academic Positions:
- University of West Georgia
- Purdue University
Professional Experience, Leadership & Service:
- Editorial Review Board for The Journal of Business Research
- Editorial Review Board for The Journal of Personal Selling and Sales Management
- Editorial Review Board for The Journal of Marketing Theory and Practice
- Founder and Director, Center for Professional Sales at Purdue University (2010-2011)
Representative Publications:
Rutherford, Brian N., (In Press), "Building Buyer Commitment to the Salesperson," The
Journal of Business Research.
Rutherford, Brian N., G. Alexander Hamwi, Scott B. Friend, and Nathaniel Hartmann
(Fourthcoming), "Measuring Salesperson Burnout: A Reduced Maslach Burnout Inventory for Sales Researchers," The Journal of Personal Selling and Sales Management.
Park, Jungkun, HoEun Chung, and Brian Rutherford (2011), "Social Perspectives of E-contact
Center for Loyalty Building," The Journal of Business Research, 64 (1), 34-38.
Rutherford, Brian N., JungKun Park, and Weon Sang Yoo (2011), "Increasing Job Performance
and Decreasing Salesperson Propensity to Leave: An Examination of an Asian Sales Force," The Journal of Personal Selling and Sales Management, 31, (2), 171-183.
Rutherford, Brian N., Alex Hamwi, James S. Boles, Ramana Madupalli, and Leann Rutherford (2009), "The Role of the Seven Facets of Job Satisfaction in Salesperson's Attitudes and Behaviors: An Exploratory Investigation," The Journal of Business Research, 62 (11), 1146-1151. |
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