Stephanie Mangus

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, Journal of Business Research, Journal of Personal Selling & Sales Management, Industrial Marketing Management, and Psychology & Marketing. She serves as the abstract editor and Editorial Review Board member for the 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 at the national level when she earned the 2019 AMA Sales Interest Group’s Excellence in 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 on the Board 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:

• 2014 – 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 & Communications I
• MKT 4310 – Sales Force Management

Research Interests:

• Buyer-seller relationships
• Sales management
• Salesperson performance

Selected Publications:

• Mangus, Stephanie M., Dora E. Bock, Judith Anne Garretson Folse, and Eli Jones (2022), “The comparative effects of gratitude and indebtedness in B2B relationships,” Industrial Marketing Management, 103, 73-82.
• Mangus, Stephanie M., Eli Jones, Judith Anne Garretson Folse, and Hari Sridhar (2020),  “Leveraging Trust in Buyer-Seller Relationships to Battle Market Turbulence,” Journal of the Academy of Marketing Science, 48(6), 1138-1155.
• Mangus, Stephanie M., Dora Bock, Eli Jones, and Judith Anne Garretson Folse (2020), “Examining the Effects of Mutual Information Sharing and Relationship Empathy: A Social Penetration Theory Perspective,” Journal of Business Research, 109, 375-384. 
• Mangus, Stephanie M. and Ayalla Ruvio (2019) “Do opposites attract? Assimilation and differentiation as relationship-building strategies,” Journal of Personal Selling & Sales Management, 39 (1), 60-80.
• Mangus, Stephanie M., Dora E. Bock, Eli Jones, and Judith Anne Garretson Folse (2017), “Gratitude in Buyer-Seller Relationships: A Dyadic Investigation,” Journal of Personal Selling and Sales Management, 37 (3), 250-267.