Brian Rutherford

Brian Rutherford is a Professor of Marketing and Professional Sales at the Coles College of Business, Kennesaw State University. His research focuses on sales management, buyer-seller relationships, employee burnout, and international sales dynamics. He has published extensively on topics such as salesforce burnout, job satisfaction, cross-cultural selling, and crisis-driven market adaptations.

Dr. Rutherford’s work examines how disruptions (like the pandemic) impact sales strategies, buyer behaviors, and workforce welfare. He explores themes such as emotional labor in retail environments, multi-faceted job satisfaction among salespeople, and the design of retail spaces. His research also addresses global market challenges, including post-disruptive sales interactions and industrial buyer-seller exchanges.

Key trends in his recent articles include analyzing burnout mitigation strategies for road warriors, optimizing salesforce go-to-market strategies, and measuring the impact of disruptions on international sales processes. His work bridges theoretical frameworks with practical insights for sales management and organizational effectiveness.