Dean And Professor Of Marketing
Strome College of Business

Jeff Tanner

2004 Constant Hall
Norfolk, 23529

Ph.D. in Business Administration, University of Georgia, (1988)

M.B.A. in Marketing, University of North Texas, (1985)

B.B.A. in Marketing, University of North Texas, (1979)




Bettis-Outland, H. (2017). How does information overload and information distortion affect customer information quality and the development of a successful CRM implementation?. Society for Marketing Advances Proceedings , pp. 320-321.
Siadou-Martin , B. (2017). Salespeople, Fairness, & Satisfaction: What About Emotions?. Journal of Business to Business Marketing 24 (3) , pp. 221-233.
Kelty, M. (2016). The Impact of Sales Contests on Customer Listening: An Empirical Study in a Telesales Context. Journal of Personal Selling & Sales Management 36 (3) , pp. 281-293.
Tanner, J. (2015). Message in a Bottle: Business Education's Impact on BOP Entrepreneurs. African Journal of Economic & Sustainable Development 4 (3) , pp. 201-210.
George, M. (2014). Promotion to Change Lifestyle: Securing Participation and Success. 31 (4) , pp. 293-311.
Fournier, C. (2014). A Cross-Cultural Investigation of the Stereotype for Salespeople: Professionalizing the Profession. Journal of Marketing Education 36 , pp. 132-143.
Dixon, A. (2012). Creating the Future for Sales and Sales Management Research, (Winter)..
Dixon, A. L.. (2012). Transforming Selling: Why It is Time to Think Differently About Sales Research.
Poujol, F. (2011). Compliance versus Preference: Understanding Salesperson Response to Contests. 64 , pp. 664-671.
Mason, M. (2011). Youth and Risky Consumption: Moving Toward a Transformative Approach. 19 , pp. 1-8.
Cases, A. (2010). Web-Site Spillover of Email Campaigns: The Role of Privacy, Trust and Shoppers' . 63 , pp. 994-999.
Tanner, J. (2009). The Foundation of a Sustainable Competitive Advantage. 1 (1) , pp. 34-36.
Tanner, J. (2009). Evaluating a Community Saturation Model of Abstinence Education: An Application of Social Marketing Strategies. 26 (1) , pp. 27-38.
Tanner, J. (2008). Executives' Perspectives of the Changing Role of the Sales Profession. 23 (3) , pp. 193-202.
Roberts, J. (2008). Interpersonal Influence and adolescent materialism and compulsive buying.
Tanner, J. (2008). Reaching Parents to Prevent Adolescent Risky Behavior: Examining the Effects of Threat Portrayal and Parenting Orientation on Parental Participation Perceptions. 27 (2) , pp. 149-172.
Cooper, M. (2006). Industrial Buyers' Risk Aversion and Channel Selection. 59 (6) , pp. 653-661.
Roberts, J. (2006). Adolescent Autonomy and the Impact of Family Structure on Materialism and Compulsive Buying. 14 (4) , pp. 301-315.
Tanner, J. (1993). Vertical Exchange and Salesperson Stress. 13 , pp. 27-36.


Tanner, J. (2013). Dynamic Customer Strategy: Today's CRM.


(November 5, 2015). Making the Most from Exams for Learning Lecture Annual Conference San Antonio.
(August 10, 2015). Put the R Back! Oral Presentation CRM Evolution New York City.
(March 17, 2015). Learning for Competitive Advantage Oral Presentation Marketing Festival Las Vegas.
(February 16, 2015). Sales Research in Emerging Economies Lecture Winter Educators Conference San Antonio.
Franks, B. (January 8, 2015). The State of Marketing Automation in Retail Oral Presentation The Big Show New York City.
Dixon, A. ( 2014). Evolution of Experiential Teaching Approaches in Selling & Sales Management Oral Presentation National Conference of Sales Management .
Tanner, E. (November 5, 2014). The Choice: Lasting Effects of Reasons for Salesperson’s Job Selection Paper Society for Marketing Advances New Orleans.
Riemenschneider, C. (March 19, 2013). Business with a Mission in Africa Other Global Business Forum HSB.
Mirabito, A. (December 4, 2012). Strengthening Empathy and Directed Altruism Oral Presentation Wharton Customer Analytics Initiative Research Symposium Philadelphia.
George, M. (February 18, 2012). Health Promotion in Corporations Through Personal Intervention: Influencing Factors and Outcomes Paper AMA Winter Marketing Educator's Conference St. Petersburg, FL.
Tanner, J. (November 4, 2011). Fake It to Make It Paper Sensory Marketing: The Next Frontier Memphis TN.
Tanner, J. (October 3, 2011). Illuminating the Path to Purchase Lecture Partners Orlando, FL.
Tanner, J. (September 13, 2011). Dynamic Strategy: It's Smarketing Oral Presentation Social Media Strategies Palo Alto, CA.
Tanner, J. (August 2, 2011). Social Media Strategies for B2B Lecture Red Diamond Congress Orlando.
Tanner, J. (August 1, 2011). Multi-Channel Strategy Lecture Red Diamond Congress Orlando.
Krafft, M. (May , 2011). Incentive Systems and Corporate Strategy, Sales Managers, Sales Professionals, and Customers – What we Know and Need to Know Paper Annual Conference .
Tanner, J. (April 21, 2010). Comparison of Classroom Teacher and Program Educator Presentation of Worth the Wait and Choosing the Best Excellence in Abstinence Evaluation Washington DC.
Tanner, J. (April 21, 2010). The Use of Qualitative Methods in Evaluation Excellence in Abstinence Evaluation Washington DC.
Tanner, J. (April 21, 2010). “Lighthouse Outreach,” Exemplary Evaluation Report Presentation Excellence in Abstinence Evaluation Washington DC.
Christie, A. (January 27, 2010). Closing the Loop: Using Evaluation for Continuous Improvement National Abstinence Education Grantees Conference: Standing Strong, Creating Opportunities, and Embracing the Future Washington DC.
Tanner, J. (October 19, 2009). Empowerment Strengthens Customer Relationships Partners Washington DC.
Tanner, J. (August 7, 2009). Identifying and Creating Customer Value Summer Educators Chicago.
Tanner, J. (November 6, 2008). Teaching Technology in Sales Advances in Marketing St. Petersburg, FL.
Tanner, J. (November 4, 2008). Aligning Internal and External Sales Force Cultures Advances in Marketing St. Petersburg, FL.
Tanner, J. (January 18, 2008). Revisiting Antecedents of Propensity to Leave: The Moderating Role of Ethical Climate 7th International Marketing Trends Congress Venice, Italy.
Tanner, J. (November 9, 2007). The Effects of Advertising on a Saturation Marketing Campaign Advances in Marketing San Antonio, TX.
Tanner, J. (October 26, 2007). "To Tell the Truth: Impression Management by Adolescents" Association for Consumer Research Memphis, TN.
Tanner, J. (March 30, 2007). Stretching the Truth: Exaggeration Practices of Salespeople National Conference in Sales Management Irvine CA.
Lanning, B. (February 17, 2007). Effects of Abstinence Education on the Sexually Abused Progress in Abstinence Education Baltimore MD.
Tanner, J. (February 17, 2007). Examining the Potential for Decay Progress in Abstinence Education Baltimore MD.
Tanner, J. ( 2004). Parenting Styles and Raising Abstinent Children American Marketing Association Marketing and Public Policy Conference Washington DC.
Tanner, J. (February , 2003). Encouraging User Adoption of Customer Relationship Management CRM Technology Decisions Conference Atlanta, Georgia.
Tanner, J. (February , 2003). Issues in Local Evaluation Risk Avoidance Conference Washington, DC.
Tanner, J. (February , 2003). Performance in Partner Relationship Management SAP Global Innovation Congress Miami, Florida.
Tanner, J. (November , 2002). A View from the Top? A Look at the Future of Business Schools Society of Marketing Advances Annual Meeting Tampa, Florida.
Tanner, J. (February , 2002). Innovation in Curriculum: The New Venture Challenge Undergraduate Programs Conference St. Louis, Missouri.
Tanner, J. ( 2001). A Preliminary Investigation of the Impact of Managerial and Sales Force Control Systems on SOCO and Market Orientation American Marketing Association Winter Educators' Conference Orlando, FL.
Tanner, J. (November , 2001). Appealing to Fears for our Children: Radon, the Phantom Menace Marketing Advances in Pedagogy, Process and Philosophy .
Tanner, J. (November , 2001). McCap Performance: The Cumulative Impact McCap Superintendents Conference .
Tanner, J. (November , 2000). Materialism in the Sport of Kings: An Exploratory Study of Race Horse Ownership Society of Marketing Advances Orlando, FL.
Tanner, J. (November , 2000). Evaluating McCap and Other Abstinence Programs Texas Council of Abstinence Educators Conference .
Tanner, J. ( 1999). The Federal Sentencing Guidelines: Implications for Sales Management Courses 1999 National Conference on Sales Management .
Tanner, J. ( 1999). Compulsive Buying Among Adolescents: An Examination of Purchase Behavior Society of Marketing Advances Conference Atlanta, GA.
Tanner, J. (February , 1999). The Use of EBI Student Satisfaction Benchmarking Data to Develop Curriculum Changes Assembly of American Colleges and Schools of Business Conference on Undergraduate Programs .
Tanner, J. ( 1998). A Comparison of Cost Factors for Domestic and International Companies in the United States and Korea Southern Marketing Association .
Tanner, J. ( 1998). The Influence of Threat and Coping Response Information on Behavioral Response to Fear Appeals Southern Marketing Association .
Tanner, J. (August , 1998). Advanced Marketing for Exhibit Managers Trade Show Exhibitors Association .