About
Greg W. Marshall serves as the Charles Harwood Professor of Marketing and Strategy at Rollins College, with an extensive publication record cited over 11,600 times. His academic career spans more than two decades with continued scholarly output through 2020.
Dr. Marshall's research focuses primarily on sales force management, workplace isolation among field sales professionals, and the impact of technological advancements on selling environments. His work examines critical issues such as sales strategy development, organizational commitment among salespeople, and the evolution of traditional sales methodologies in digital contexts. He has made significant contributions to understanding how virtual work arrangements affect sales performance and employee engagement.
His publication trends reveal a consistent focus on sales management with increasing attention to technology's role in selling processes. Early work examined foundational sales concepts like the seven steps of selling, while more recent research investigates social media's impact on sales environments and the psychological effects of workplace isolation in virtual sales teams.
- Co-author of the 13th edition of Sales Force Management (2020), considered a contemporary classic in the field
- Extensive research on workplace isolation and its effects on sales performance
- Pioneering work on technology adoption in sales force environments
Marshall has collaborated extensively with leading scholars in sales research including Mark Johnston, William Moncrief, and Juan Pablo Mulki. His research has practical implications for sales organizations navigating digital transformation and virtual work arrangements, with applications across multiple industries that rely on field sales forces.
