Assistant Professor
Department of Marketing

Rhett Epler

757-683-3892

2013 CONSTANT HALL
NORFOLK, VA 23529

Contracts, Grants and Sponsored Research

Epler, R. "BRiNG Grant Award Winner" $3,000. June 2023 -
Epler "2022/2023 AMS-AFM Joint Research Initiative: AMS-AFM Call For Common Research Proposals" $2,000. -

Expertise

Marketing
B2B Sales
Marketing
Salesforce Management
Entrepreneurship
Entrepreneurial Selling
Marketing
Salesperson Decision Making
Marketing
Sales Interactions
Marketing
Social Media in Sales

Research Interests

B2B Sales, Persuasion, Influence, Entrepreneurial Selling, Salesforce Management

Articles

Burchett, M. R.., Epler, R., Pappas, A., Butler, T. D.., Rouziou, M., Bolander, W. and Lussier, B. Charting the course: a framework for networking across the selling ecosystem. European Journal of Marketing.
Arndt, A., Epler, R., Evans, K. and Ashouri, S. Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange. Journal of Personal Selling & Sales Management , pp. 1-19.
Pidduck, R. and Epler, R. (2026). Entrepreneurial selling: Advancing value-based sales through entrepreneurial psychology. Industrial Marketing Management 132 , pp. 264-278.
Bennett, A. A., Epler, R., Thomas, V. and Jalil, D. (2025). Exploring Coworker Perceptions of and Reactions to Quiet Quitting. Human Resource Management.
Chaker, N. N.., Epler, R., Moreno, G., Amiri, D., McDougal, E. G.. and O’Toole, J. (2025). The past, present, and future of adaptive selling: Toward an integrative framework. Journal of the Academy of Marketing Science.
Arndt, A., Epler, R., Evans, K. and Ashouri, S. (2025). Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange. Journal of Personal Selling & Sales Management 45 (1) , pp. 45-63.
McClure, C. E.., Epler, R., Schmitt, L. and Rangarajan, D. (2024). AI in sales: Laying the foundations for future research. Journal of Personal Selling & Sales Management 44 (2) , pp. 108-127.
Epler, R., Schrock, W. A.., Leach, M. P.., White, K. D.. and Hochstein, B. (2024). Managing ambiguity: salesperson bricolage behavior and its organizational determinants. Journal of Personal Selling & Sales Management 44 (2) , pp. 142-161.
Schmitt, L., Epler, R., Casenave, E. and Pallud, J. (2024). An Inquiry into Effective Salesperson Social Media Use in Multinational Versus Local Firms. Journal of International Marketing 32 (1) , pp. 72-91.
Epler, R., Schmitt, L., Mathis, D., Leach, M. and Hochstein, B. (2023). Do salesforce management systems actually drive salesperson intentions?. Industrial Marketing Management 113 , pp. 42-57.
Tanner, E. C.., Epler, R. and Tanner, J. F.. (2022). Masking the Role or Masking the Toll? The Effects of Career Fit on Salesperson Burnout. Journal of Business-to-Business Marketing 29 (3-4) , pp. 335-352.
Epler, R. and Leach, M. P.. (2021). An examination of salesperson bricolage during a critical sales disruption: Selling during the Covid-19 pandemic. Industrial Marketing Management 95 , pp. 114-127.
Leach, M. P.., Epler, R. and Wang, S. (2021). Adapting sales influence tactics in the information intensive era. Journal of Business & Industrial Marketing 36 (8) , pp. 1261-1272.
Dewey, S., Wesely, J. K.., Epler, R., Connolly, C., Zare, B. and Bratton, R. (2018). Ontologies of Blame and the Cultural Value of Accountability: Formerly Incarcerated Women's Narratives. PSYCHOLOGY OF WOMEN QUARTERLY 42 (1) , pp. 88-104.
Epler, R. and Dewey, S. (2016). Women in prison: Ethnographic reflections on gender and the carceral state. REVIEWS IN ANTHROPOLOGY 45 (2) , pp. 71-87.

Books

Epler, R., Bratton, R., Zare, B. and Connolly, C. (2020). Outlaw Women. New York University Press.
Dewey, S., Zare, B., Connolly, C., Epler, R. and Bratton, R. (2019). Outlaw Women. NYU Press.

Book Chapters

Peterson, M. and Epler, R. (2020). Sustainability Developments in Cities of the World Review of Marketing Research (pp. 243-260) Emerald Publishing Limited.
Dewey, S., Zare, B., Connolly, C., Epler, R. and Bratton, R. (2019). A Productive Member of Society Outlaw Women (pp. 87-130) NYU Press.
Dewey, S., Zare, B., Connolly, C., Epler, R. and Bratton, R. (2019). Hitting Rock Bottom Outlaw Women (pp. 45-86) NYU Press.
Dewey, S., Zare, B., Connolly, C., Epler, R. and Bratton, R. (2019). On the Radar Outlaw Women (pp. 175-216) NYU Press.
Dewey, S., Zare, B., Connolly, C., Epler, R. and Bratton, R. (2019). Violence Has Flow Outlaw Women (pp. 131-174) NYU Press.

Presentations

Epler, R., Tanner, J. and Tanner, E. ( 2023). Customer Ownership and AI Tools Paper Society for Marketing Advances Ft. Worth.
Epler, R., Tanner, J., Tanner, E. and Leach, M. ( 2023). Rejecting The Sales Role Paper Society for Marketing Advances Ft. Worth.
Chaker, N., Epler, R., McDougal, E., Amiri, D. and O'toole, J. (May , 2023). A Review and Analysis of the Adaptive Selling Literature Paper AMS New Orleans.
Schmitt, L., Epler, R., Hochstein, B. and Rangarajan, D. (May , 2023). Sustainability at the FrontLine Paper AMS New Orleans New Orleans.
Epler, R., Tanner , E., Tanner, J. and Leach, M. (March , 2023). Rejecting the Sales Role Paper National Conference for Sales Management Norfolk VA.
Tanner, E., Epler, R. and Tanner, J. (October , 2022). Salesperson Subjective Well-Being: The Influence of Emotion Exchange and Leader-Member Exchange Through Perseverance and Resilience Paper Society for Marketing Advances Charlotte, NC.
Epler, R. (September 28, 2022). Other Sales Research Collaboration Consortium UTC Chatanooga.
(June , 2022). Oral Presentation CBIM .
(June , 2022). Oral Presentation Global Sales Science Institute Frankfurt.
(November 15, 2021). Rhett Epler Oral Presentation Sales Researchers Collaboration Consortium Birmingham Alabama.
(August , 2021). Summer AMA .

Organizational Chart