Stephanie M. Mangus
Associate Professor

Professional Summary:
Stephanie M. Mangus, PhD, is an assistant professor of Marketing at Baylor University. Mangus holds a PhD from Louisiana State University, an MBA from the University of Cincinnati and a BA from Ohio Northern University. Her research focuses on buyer-seller dyads in sales and the sales and service interface, including service recovery and the emotions driving salesperson and customer behaviors. Her research has been published in the Journal of the Academy of Marketing Science, International Journal of Research in Marketing, Journal of Business Research, Journal of Personal Selling & Sales Management, Industrial Marketing Management, and Psychology &Marketing. She serves on the Editorial Review Board for the Journal of the Academy of Marketing Science, Journal of Business Research, and Journal of Personal Selling & Sales Management.
Mangus teaches in the Professional Selling major as part of the Center for Professional Selling. She teaches both Professional Selling I and Sales Force Management, facilitating growth in the program’s students across the curriculum. She has earned teaching awards for her efforts, including the 2019 AMA Sales Interest Group’s Excellence in Teaching Award and the 2023 Hankamer School of Business Early Career Teaching Award.
Mangus serves the discipline through engagement in the academy, as well as the university, college, department and Center for Professional Selling. Notably, she serves as the chair of the American Marketing Association’s Sales Special Interest Group. This board serves the sales academy worldwide, developing programming and recognizing scholars for their work. She regularly contributes to scholarly programming, facilitating and moderating research sessions, while regularly presenting at conferences such as the American Marketing Association Educator’s Conference, Sales Educator’s Academy and the Global Sales Science Institute.
Education:
- PhD, Marketing, Louisiana State University, Baton Rouge, LA
- MBA, Marketing, University of Cincinnati, Cincinnati, OH
- BA, Communication Arts, Ohio Northern University, Ada, OH
Courses:
- MKT 3310 – Professional Selling and Communications I
- MKT 4310 – Sales Force Management
Research Interests:
- Buyer-seller relationships
- Sales management
- Salesperson performance
Selected Publications:
- Scott B. Friend, Stephanie M. Mangus, Ellen Bolman Pullins, Lenita Davis & Catherine M. Gilstrap (2024), Conceptualizing an integrative typology of sales enablement strategy, Journal of Personal Selling & Sales Management, DOI: 10.1080/08853134.2024.2340033
- Mangus, Stephanie M., Huanhuan Shi, Judith Anne Garretson Folse, Eli Jones & Hari Sridhar (2024), "Dropping the Ball: Using Digital and Non-Digital Communication Formats to Recover from Salesperson Transgressions,” International Journal of Research in Marketing, 41 (2), 194-219.
- Mangus, Stephanie M., Eli Jones, Judith Anne Garretson Folse, and Hari Sridhar (2023), “We are Not on the Same Page: The Impact of Salesperson Trust Overestimation on Customer Relationship Performance,” Industrial Marketing Management, 109, 58-70.
- Thomas, Veronica L., Stephanie M. Mangus, and Dora E. Bock (2023), “Would you do me a favor? How salesperson favor requests positively affect consumers’ perceptions of negotiations,” Journal of Business Research, 155.
- Mangus, Stephanie M., Eli Jones, Judith Anne Garretson Folse, and Hari Sridhar (2020), “The interplay between business and personal trust on relationship performance in conditions of market turbulence,” Journal of the Academy of Marketing Science, 48(6), 1138-1155.