معرفی
Johannes Habel is an Associate Professor in the Department of Marketing & Entrepreneurship at the C. T. Bauer College of Business, University of Houston, where he holds the Michael J. Cemo Associate Professorship of Marketing. He has previously served as a Professor at Warwick Business School (UK) and Associate Professor at ESMT Berlin (Germany), reflecting a strong international academic background.
His research focuses on the psychology of personal selling, digital transformation in sales, and sales force effectiveness. His work explores behavioral aspects of sales, including personality traits (e.g., introversion, neuroticism), ethical challenges, and the integration of predictive analytics and AI in sales processes. He examines how digital tools reshape customer interactions, negotiation strategies, and sales performance.
The recent publications highlight a strong trend toward data-driven sales, behavioral insights in B2B and retail contexts, and ethical considerations in digital selling. His studies frequently appear in top-tier journals such as the Journal of Marketing, Journal of the Academy of Marketing Science, and Journal of Retailing, demonstrating consistent scholarly impact across marketing, operations, and organizational behavior domains.
- Recognized as one of the top-3 most productive sales scholars by ScholarGPS
Johannes Habel is actively involved in mentoring and collaborative research, evidenced by frequent co-authorship with scholars like Sascha Alavi, Nathaniel Hartmann, and Nawar Chaker. While formal PhD advisees are not listed, his leadership in research teams and editorial roles suggests strong advisory and grant-related activities. He has developed executive education programs for major organizations and has taught at elite institutions including Stanford, Yale, and Darden, indicating significant engagement beyond traditional academia.
He serves as Senior Editor of the Journal of Personal Selling & Sales Management and is a member of the editorial review boards of the Journal of Marketing, Journal of the Academy of Marketing Science, and Journal of Retailing. These roles reflect his influence in shaping the direction of sales and marketing scholarship.
