معرفی
William J. Zahn is a Senior Professor of Practice in the Department of Marketing & Entrepreneurship at the C. T. Bauer College of Business, University of Houston. He holds a Ph.D. in Marketing from the University of Houston and a BBA in Marketing from the University of Texas at Austin. He serves as the senior marketing advisor for the college and teaches courses in digital marketing, professional selling, and marketing strategy.
His research interests include:
- Sales Management
- Ethical Selling
- Social Media Marketing
- Digital Sales
- Search Engine Marketing
His scholarly work focuses on ethical behavior in sales teams, leadership impact on new hires, and organizational climate in sales environments. His publications in the Journal of Marketing, Journal of Business Ethics, and Marketing Letters reflect a strong emphasis on the psychological and ethical dimensions of sales performance. The research collectively explores how leadership, organizational culture, and repetitive failure influence ethical decision-making and resilience among sales professionals.
He has contributed to both academic and practical knowledge through his consulting work in digital marketing and his role in shaping marketing education at Bauer College.
Notable scientific contributions include:
- Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership (Journal of Marketing, 2014)
- Managing New Salespeople's Ethical Behaviors during Repetitive Failures (Journal of Business Ethics, 2017)
- Exploring the unintended negative impact of an ethical climate in competitive environments (Marketing Letters, 2017)
- Book chapter on organizational climate in sales force research (Oxford Handbook, 2011)
Professor Zahn advises on marketing strategy and digital sales and is actively engaged in teaching and research. He does not appear to lead a formal lab or research team, but his work is highly collaborative, involving co-authors from multiple institutions. His work continues to influence both academic discourse and industry practices in ethical sales leadership and digital marketing strategy.
