Professor
Department of Marketing

Aaron Arndt

2040 Constant Hall
Norfolk, 23529

Ph.D. in Marketing, Supply Chain Management, University of Oklahoma, (2008)

M.B.A. in Marketing, Washington State University, (2003)

B.S. in Business Administration, University of Oregon, (1998)

Expertise

Marketing
Personal selling
Marketing
Negotiations
Marketing
Interpersonal communications

Articles

Amin, M. Sakif., Arndt, A. and Tanner, E. (2022). Impact of stereotype threat on sales anxiety. Journal of Business Research 154 (September).
Arndt, A., Ford, J. B., Babin, B. and Luong, V. (2021). Collecting Samples from Online Services: How to Use Screeners to Improve Data Quality. International Journal of Research in Marketing online.
Arndt, A. (2021). Past Performance Contaminates the ADAPTS Measurement . Journal of Personal Selling and Sales Management online.
Arndt, A., Karande, K., Harrison, K. and Khoshghadam, L. (2021). Goal-Relevant versus Incidental Similarity when Choosing between Multiple Service Providers. Journal of Business Research.
Arndt, A., Poujol, F. and Siadou-Martin, B. (2021). Retail disturbances: How should employees respond?. European Journal of Marketing.
Arndt, A., Khoshghadam, L. and Evans, K. (2020). Who do I look at? Mutual gaze in triadic sales encounters. Journal of Business Research.
Arndt, A., Evans, K., Zahedi, Z. and Kahn, E. (2019). Competent or threatening? When looking like a “salesperson” is disadvantageous. Journal of Retailing and Consumer Services 47 (March) , pp. 166-176.
Arndt, A., Rippe, C. and Castleberry, S. (2018). Any Questions? Questioning Skill as a Selling Tactic for B2B Sales Trainees. Journal of Advancement of Marketing Education 26 (2) , pp. 1-9.
Tolle, S. L., Search, K., Arndt, A. and McCombs, G. (2018). A study of visible tattoos in entry-level dental hygiene education programs. Journal of Dental Hygiene 29 (1) , pp. 39-52.
Arndt, A., Harrison, D., Lane, M., Seiler, M. and Selier, V. (2017). Real estate agent target marketing: Are buyers drawn towards particular real estate agents?. Journal of Housing Research 26 (1) , pp. 39-52.
Dang, A. and Arndt, A. (2017). How personal costs influence customer citizenship behaviors. Journal of Retailing and Consumer Services.
Arndt, A., McCombs, G., Tolle, S. L. and Cox, C. (2017). Why are health care managers biased against hiring service providers with tattoos?. Services Marketing Quarterly 38 (2) , pp. 88-99.
Arndt, A. and Ekebas, C. (2017). Do men and women use different tactics to cope with the embarrassment of buying condoms?. Journal of Consumer Behaviour.
Yurova, Y., Rippe, C., Weisfeld-Spolter, S., Sussan, F. and Arndt, A. (2017). Not all adaptive selling to omni-consumers is influential: The moderating effect of product type. Journal of Retailing and Consumer Services 34 , pp. 271-277.
Rippe, C., Weisfeld-Spolter, S., Dubinsky, A., Arndt, A. and Thakkar, M. (2016). Selling in an Asymmetric Retail World: Perspectives from India, Russia, and the U.S. on Buyer-Seller Information Differential, Perceived Adaptive Selling, and Purchase Intention. Journal of Personal Selling and Sales Management 36 (4) , pp. 344-362.
Tolle, S. L., McCombs, G. and Arndt, A. (2016). Assessing dental consumers’ perceptions of dental hygienists with visible tattoos. Canadian Journal of Dental Hygiene 50 (3).
Tao, K., Karande, K. and Arndt, A. (2016). How angry verbal attacks by customers influence employee commitment to service quality. Journal of Marketing Theory and Practice.
Arndt, A., Glassman, M. and Karande, K. (2016). How context interferes with similarity-attraction between customers and service providers. Journal of Retailing and Consumer Services 31 , pp. 294–303.
Cox, C., McCombs, G., Tolle, S. L. and Arndt, A. (2016). The Association Between Dental Hygienists with Visible Tattoos and Professionalism in the Commonwealth of Virginia. . International Journal of Evidence Based Practice for Dental Hygienists 2 (2) , pp. 129-134.
Arndt, A., Singhapakdi, A. and Tam, V. (2015). Corporate social responsibility employee fit. Social Responsibility Journal.
Arndt, A., Evans, K., Landry, T., Mady, S. and Pongpatipat, C. (2014). The impact of salesperson credibility-building statements on later stages of the sales encounter. Journal of Personal Selling & Sales Management 34 (1) , pp. 19-32.
Arndt, A. and Wang, Z. (2014). How Instructor Enthusiasm influences the Effectiveness of Asynchronous Internet-Based Sales Training. Journal for Advancement of Marketing Education 22 (2) , pp. 26-36.
Arndt, A. and Harkins, J. (2013). A framework for configuring sales support structre. Journal of Business and Industrial Marketing 28 (5) , pp. 432-443.
Arndt, A., Harrison, D. M., Lane, M., Seiler, M. and Seiler, V. L. (2013). Can Agents Influence Property Perceptions Through Their Appearance and Use of Pathos?. Housing Studies 28 (8) , pp. 1105-1116.
Wang, Z., Arndt, A., Singh, S. and Biernat, M. (2013). "You Lost Me at Hello”: How and when accent-based biases are expressed. International Journal of Research in Marketing 30 (2) , pp. 185-196.
Arndt, A., Karande, K. and Harkins, J. (2012). Does the performance of other functions in the frontline influence salesperson conflict?. International Journal of Retail & Distribution Management 40 (9) , pp. 717-736.
Arndt, A., Karande, K. and Harkins, J. (2012). Does the performance of other functions in the frontline influence salesperson conflict?. International Journal of Retailing and Distribution Management 40 (9) , pp. 717-736.
Arndt, A. and Karande, K. (2012). Is it better for salespeople to have the highest customer orientation or a strong fit with their group’s customer orientation? Findings from automobile dealerships. Journal of Retailing and Consumer Services 19 (3) , pp. 353-359.
Arndt, A. and Harkins, J. (2012). The role of technology in enabling sales support. Journal of Management Policy and Practice 13 (2) , pp. 66-73.
Arndt, A. and Karande, K. (2011). An Examination of Frontline Cross-Functional Integration duiring Retail Transactions. Journal of Retailing 87 (2) , pp. 225-241.
Arndt, A. and Glassman, M. (2011). What tattoos tell customers about salespeople: The role of gender norms. Marketing Management Journal 22 (1) , pp. 50-65.
Arndt, A., Seiler, M., Seiler, V. L., Newell, G. and Webb, J. R. (2010). Measuring Service Quality with Instrument Variation in an SEM Framewor. Journal of Housing Research 19 (1) , pp. 47-63.
Arndt, A., Daugherty, P., Richey, G., Roath, A. S., Min, S., Chen, H. and Genchev, S. (2006). Is collaboration paying off for firms?. Business Horizons 49 (4) , pp. 61-70.
Arndt, A., Landry, T. D. and Arnold, T. J. (2006). The effects of polychronic-orientation upon retail employee satisfaction and turnover. Journal of Retailing 82 (4) , pp. 319-330.
Arndt, A., Landry, T. and Arnold, T. J. (2005). A compendium of sales-related literature in customer relationship management: processes and technologies with managerial implications. Journal of Personal Selling and Sales Management 25 (3) , pp. 231-251.
Arndt, A., Min, S., Roath, A. S., Daugherty, P. J., Genchev, S. E., Chen, H. and Richey, R. Glenn. (2005). Collaboration: What’s happening?. International Journal of Logistics Management 16 (2) , pp. 237- 256.

Presentations

Arndt, A. ( 2021). What variable pay structures exist and why should researchers care? Paper National Conference in Sales Management 2021 Virtual.
Arndt, A. ( 2020). Positive interruptions in the commercial interaction: When the seller receive unexpected help Oral Presentation Academy of Marketing Science Conference Virtual.
Arndt, A. and Ford, J. B. ( 2020). How Do We Properly Quality Control Crowdsourced Data? A Round Table Discussion Oral Presentation Academy of Marketing Science Conference 2020 Virtual.
Arndt, A. (June , 2019). Demonstrating texting distraction Oral Presentation Sales Educator Academy Orlando Florida.
Arndt, A. (May , 2019). Why the shortened ADAPTS Scale Should Not be used for Sales Students Paper Academy of Marketing Science Vancounver BC.
Arndt, A. (March , 2019). Details Matter: The sensing-interpreting-responding model of dialogue exchanges Paper National Conference in Sales Management Jacksonville Florida.
Arndt, A., Karande, K., Stuhler, K. and Khoshghadam, L. (August , 2018). Replicating incidental similarity with multiple service providers and multiple shared traits Paper American Marketing Association Boston, MA.
Arndt, A., Khoshghadam, L. and Evans, K. (August , 2018). Who do I look at? Mutual gaze in triadic sales encounters Paper American Marketing Association Boston, MA.
Arndt, A., Poujol, J. and Siadou-Martin , B. (May , 2018). Interruptions in selling and justifications by salespeople Paper Academy of Marketing Science New Orleans, NO.
Arndt, A. and Harkins, J. (September , 2017). More risk, less ability to pay: The compensation catch-22 for hiring salespeople at entrepreneurial firms Paper Atlantic Marketing Association Williamsburg, VA.
Arndt, A. and Dang, A. (August 1, 2016). When do customers restock versus misplace items Paper American Marketing Association Summer Educator's conference Atlanta, GA.
Harkins, J., Erhardt, N. and Arndt, A. (October , 2015). Do opposites attract? exploring who micro firm owners hire and why Oral Presentation St. Pete Beach, FL .
Arndt, A., McCombs, G., Tolle, S. L. and Cox, C. (March , 2015). Why are managers biased against hiring service providers with tattoos? Paper AMA/ACRA retailing conference 2015 Miami, FL.
Harkins, J. and Arndt, A. (March , 2014). Who should sell? An investigation of how start-up entrepreneurs make the sales agent choice Exhibit Spring 2014 National Conference in Sales Management Miami, FL.
Harkins, J. and Arndt, A. ( 2013). Hiring a Dedicated Sales Person: A Consideration of the Antecedents of Intention to Hire Marketing Management Association's Spring Conference .
Ekebas, C. and Arndt, A. (May , 2012). Customer embarrassment in retail buying Oral Presentation Academy of Marketing Science New Orleans.
Arndt, A. and Harkins, J. ( 2011). The role of technology in enabling sales support Marketing Management Association's Spring Conference .
Arndt, A. ( 2009). The role of service-coordinators in complex sales transactions Houston Conference on Selling and Sales Management .
Arndt, A., Wang, Z., Singh, S. N. and Biernat, M. ( 2008). Linguistic Stereotyping in Call Centers Academy of Marketing Science annual conference Vancouver BC, Canada.
Arndt, A., Wang, Z., Biernat, M. and Singh, S. N. (October , 2008). Exploring Accent Stereotyping Effects in Telephone Service Contexts Advances in Consumer Research conference .
Arndt, A. ( 2006). Logistics’ Role in Interdepartmental Integration Academy of Marketing Science annual conference San Antonio, Texas.
Arndt, A. and Xu, S. ( 2003). Legal Versus Illegal Immigrant Labor: A Comparison of Power Academy of International Business annual conference Monterey, California.
  • 2019: Shining Star Award 2019,
  • 2013: Best in Track Paper for Personal Selling and Sales Management, American Marketing Association
  • 2009: Shining Star Award 2009, Division of Student Affairs at Old Dominion University
  • 2007: Sheth Doctoral Consortium Fellow 2007, AMA – Sheth Foundation Doctoral Consortium: Arizona State Universit
  • 2005: Outstanding Paper Award 2006, Emerald LiteratiNetwork