Andrea Dixon

Professional Summary

Dr. Andrea L. Dixon provides academic leadership for Baylor University’s Center for Professional Selling. Since 2009, Dixon has built Baylor’s sales center into one of the top programs in the country, commemorated its 25^th Anniversary (the oldest sales center in the U.S.), and edited the 30^th Anniversary issue of the Journal of Personal Selling and Sales Management.

Dr. Dixon has published in the Journal of Marketing, Harvard Business Review, Organizational Science, Journal of the Academy of Marketing Science, Leadership Quarterly, European Journal of Marketing, Journal of Personal Selling and Sales Management, Journal of Marketing Education, and other journals. She co-authored Strategic Sales Leadership and Sales Management, Third Edition and her work on customer selection appears in The Oxford Handbook of Sales Management and Sales Strategy. Dr. Dixon previously served as the Regional Editor for the European Journal of Marketing and currently serves on the Editorial Review Boards for the Journal of Personal Selling and Sales Management, the Journal of Marketing Theory and Practice, the Journal of Business-to-Business Marketing and the Journal of Marketing Education. She is also an Ad Hoc Reviewer for the Journal of Marketing and the Journal of the Academy of Marketing Science.

Dr. Dixon has received numerous teaching awards at Indiana University, the University of Cincinnati, and Baylor University. In 2020, she was named the Cornelia Marschall Smith Award winner, which is presented annually to a Baylor faculty member who makes a superlative contribution to the learning environment at Baylor, including teaching, which is judged to be of the highest order of intellectual acumen and pedagogical effectiveness; research, which is recognized as outstanding by the national and/or international as well as local community of scholars; and service, which is regarded as exemplary in building the character of intellectual community at Baylor. Her colleagues in the academy chose Dixon for the international Academy of Marketing Science's Marketing Teacher Award (2008) and the Excellence in Teaching Award from the American Marketing Association Sales SIG (2014).

Education

• PhD, Marketing, Indiana University, Bloomington, IN
• MS-Marketing, Indiana University, Bloomington, IN
• MBA, Boston University, Boston, MA
• BBA, Marketing, Kent State University, Kent, OH
• BBA, Management, Kent State University, Kent, OH
• BVA, Theatre, Kent State University, Kent, OH

Courses

• MKT 4310 – Sales Management
• MKT 4311 – ProSales 2 (Advanced Sales)
• MKT 4199 – Internship in B2B Selling

Research Interests

• Sales management
• Salesperson performance
• Internal selling

Selected Publications

• McFarland, R. and A. Dixon (2021), “The Impact of Salesperson Interpersonal Mentalizing Skills on Coping and Burnout: The Critical Role of Coping Oscillation,” Journal of Personal Selling and Sales Management.
• Sleep, S., A. Dixon, T. DeCarlo, and S. Lam (2020), “The Business-to-Business Inside Sales Force: Roles, Configurations, & Research Agenda,” European Journal of Marketing.
• Cummins, S., J.W. Peltier, and A. Dixon (2016), “Omni-Channel Research Framework in the Context of Personal Selling and Sales Management: A Review and Research Extensions,” Journal of Research in Interactive Marketing.
  • Best paper of the year award from ERB.
• Dixon, A. and J.K. Tanner (2012), “Transforming Selling: Why It Is Time to Think Differently About Sales Research,” Journal of Personal Selling and Sales Management.
• Mehra, A., B. Smith, A. Dixon, and B. Robertson (2006), “Distributed Leadership in Teams: The Network of Leadership Perceptions and Team Performance,” Leadership Quarterly.
• Mehra, A., A. Dixon, D. Brass, and B. Robertson (2006), “The Social Network Ties of Group Leaders: Implications for Group Performance and Leader Reputation,” Organization Science.
• Jones, E. A. Dixon, L. Chonko, and J. Cannon (2005), “Key Accounts and Team Selling: Review, Framework and Research Agenda,” Journal of Personal Selling and Sales Management.
• Stengel, J., A. Dixon and C. Allen (2003). “Listening Begins at Home,” Harvard Business Review.
• Dixon, A., R. Spiro, and L. Forbes (2003), “Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure,” Journal of the Academy of Marketing Science.
• Dixon, A., R. Spiro, and M. Jamil (2001), “Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions,” Journal of Marketing.
  • Best paper of the year award from American Marketing Association Sales SIG