Riley Dugan

Riley is a Professor and Department Chair of Management and Marketing, where he leads with a passion for supporting both students and faculty in their academic and professional growth. With years of experience in teaching and leadership, he is dedicated to creating a collaborative environment that encourages innovation and critical thinking.

Outside of his role on campus, Riley is a reader who’s always looking for his next great book, a gardener who finds joy in caring for plants, and a weightlifter who values the discipline and strength training brings. On weekends, you might find him exploring new corners of the Dayton community, discovering local gems and events. Like many Ohio natives, he follows his favorite sports teams faithfully, though they have a reputation for breaking his heart season after season.

• MKT 301 - Principles of Marketing
• MKT 313 - Sales Negotiations
• MKT 413 - Value Analysis of Major Sales Engagements
• MBA 681 - Negotiation

• Sales Performance
• Sales Methodology
• Personality
• Sales Education
• Social Influence

• The University of Cincinnati, PhD (Marketing), 2014
• The University of Cincinnati, MS (Accounting), 2008
• The University of Cincinnati, MBA, 2007
• Emory University, BA (Political Science), 2001

• Dugan, R.G.*, Edelblum, A.*, Kalra, A.*, Lee, N.Y.*, and Yoon, S.* (2024) “How Social Media and Flexible Work Arrangements Harden Salespeople to Abusive Supervision” Industrial Marketing Management, 121, 146-159 (Featured in The Conversation on December 9, 2024)
• Vieira, V., Agnihotri, R., & Dugan, R.G. (2024) “The Impact of CI Dispersion and Organizational Tenure on the Relationship between Competitive Intelligence and Sales Performance: A Meta-analytic Review” Journal of Personal Selling & Sales Management, 45(2), 122-134
• Agnihotri, R.*, Chaker*, N., Dugan, R.G.*, Galvan, J.*, & Nowlin, E.* (2023) “Sales Technology: A Systematic Review of the Literature” Journal of Personal Selling & Sales Management, 43(4), 307-335 (Runner up for the 2023 United Sales Center Alliance/JPSSM Best Conceptual Paper Award)
• Dugan, R.G. & Lee, N.Y. (2023) “Selling on Value: Using the Purposeful Choreography as the Basis of an Innovative Sales Role Play” Marketing Education Review, 33(2), 136-141
• Kalra, A., Lee, N.Y., & Dugan, R.G. (2023) “Exploring Antecedents and Outcomes of Salesperson Change Agility: A Social Exchange Theory Perspective” Journal of Marketing Theory and Practice, 32(3), 290-310
• Dugan, R.G., Chaker, N., Nowlin, E., Deeter-Schmelz, D., Rangarajan, D., Agnihotri, R. & Itani O. (2023) “Crises and Opportunities in Sales: Implications and Future Research Agenda for Personal Selling and Sales Management” Journal of Personal Selling & Sales Management, 43(2), 89-104 (Runner up for the 2023 United Sales Center Alliance/JPSSM Best Conceptual Paper Award)
• Dugan, R.G., Ortiz Ubal, V. & Scott M. (2023) “Sales Well-being: A Salesperson-focused Framework for Individual, Organizational, and Societal Well-being” Journal of Personal Selling & Sales Management, 43(1), 65-83 (Winner of the 2023 JPSSM James Comer Award for the Best Contribution to Sales Theory)
• Kalra, A., Dugan, R.G. & Agnihotri, R. (2022) “A Little Competition Goes a Long Way: Substitutive Effects of Emotional Intelligence and Workplace Competition on Salesperson Creativity” Marketing Letters 33(3), 393-413
• Dugan, R.G., Clarkson, J.J. & Beck, J.T. (2021) “When Cause Marketing Backfires: Differential Effects of One-for-One Promotions on Hedonic and Utilitarian Products” Journal of Consumer Psychology, 31(3), 532-550
• Lee, N.Y., Dugan, R.G., Rouziou, M., & Anwar, A. (2021) “Give me One but not the Other: The Substitution Effects of Supervisor’s Organizational Status and Salesperson Internal Networking on Performance Growth Trajectories” Journal of Personal Selling and Sales Management, 41(1), 28-38
• Dugan, R.G, Rangarajan, D., Davis, L., Bolander, W., Pullins, E.B., Deeter-Schmelz, D., LeBon, J., Agnihotri (2020) “Sales Management, Education, and Scholarship Across Cultures: Early Findings from a Global Study and an Agenda for Future Research” Journal of Personal Selling and Sales Management, 40(3), 198-212
• Dugan, R.G., Bolander, W., & Rouziou, M. (2020) “The Case for Hiring Neurotic Salespeople: A Longitudinal Growth Modeling Analysis” Journal of Business Research, 116, 123-136
• Rangarajan, D., Dugan, R.G., Rouziou, M. & Kunkle, M. (2020) “People, Process, and Performance: Setting an Agenda for Sales Enablement Research” Journal of Personal Selling & Sales Management, 40(3), 213-220
• Clarkson, J.J., Dugan, R.G., Schulz, C., & Rahinel, R. (2020) “Influencing those who Influence Us: The Role of Expertise in the Emergence of Minority Influence” Journal of Experimental Social Psychology, 89 Rouziou, M. & Dugan R.G. (2019) “An Introduction to an Old Acquaintance: Using Bayesian Inference in Sales Research” Journal of Personal Selling & Sales Management, 40(2), 114-131

• Dugan, R.G., Rouziou, M. & Hochstein B. (2019) “It is better to be Loved than Feared: Machiavellianism and the Dark Side of Internal Networking” Marketing Letters, 30(3), 261-274
• Bolander W., Satornino C., Allen A. Hochstein B., & Dugan R.G. (2019) “Who to Hire and How to Coach Them: A Longitudinal Analysis of Newly Hired Salesperson Performance” Journal of Personal Selling & Sales Management, 40(2), 78-94 (Winner of the 2020 Marvin Jolson Award for the best contribution to sales practice)
• Dugan R.G., Zhang C., Kellaris J. & Sweeney R. (2019) “Taming the Elephant in the (class)room: Exploring root Causes of Student Boredom” Marketing Education Review 29(4), 220-235
• Dugan R.G., Hochstein B., Rouziou M., & Britton B. (2019) “Gritting their Teeth to Close the Sale: The Positive Effect of Salesperson Grit on Job Satisfaction and Performance” Journal of Personal Selling & Sales Management 39(1), 81-101
• Rouziou, M., Dugan, R.G., Rouzies, D. & Iacobucci D. (2018) “Brand Assets and Pay Fairness as Two Routes to Enhancing Social Capital in Sales Organizations” Journal of Personal Selling & Sales Management 38(2), 191-204
• Allen, C., Dugan, R.G., Popa, E. & Tarasi C. (2017) “Helping Students Find their Sweet Spot: A Teaching Approach Using the Sales Process to Find Jobs that Fit” Marketing Education Review, 27(3), 187-201
• Bolander, W., Dugan R.G., & Jones E. (2017) “Time, Change, and Longitudinally Emergent Conditions: Understanding and Applying Longitudinal Growth Modeling in Sales Research” Journal of Personal Selling & Sales Management, 37(2), 153-169
• Dinsmore, J.B., Swani K., & Dugan, R.G. (2017) “To ‘Free’ or Not to ‘Free’: Trait Predictors of Mobile App Purchasing Behaviors” Psychology & Marketing, 34(2), 227-244 (Featured in CIO Magazine; “Why Some People are willing to Pay for a Mobile App” May 8, 2017)
• Clarkson J.J., Smith E.R., Tormala, Z.L. & Dugan R.G. (2017) “Group Identification as a Means of Attitude Restoration” Journal of Experimental Social Psychology, 68(1), 139-145 (Featured in Psychology Today; “What do we do when our Reasons seem Weak” February 3, 2017)
• Dinsmore J.B., Dugan R.G., & Wright S.A. (2016) “Inferences of Product Novelty Resulting from Nonmonetary and Monetary Prices” Journal of Strategic Marketing, 24(3/4), 227-240
• Dugan R.G. & Kellaris J.J. (2015) “How Marketing Academics View A-Level Journals: Psychological Insights into Differences between Published and Striving Authors” Marketing Education Review, 25(3), 245-258.
• Clarkson, J.J., Tormala, Z.L., Rucker, D.D., & Dugan, R.G. (2013). The Malleable Influence of Social Consensus on Attitude Certainty. Journal of Experimental Social Psychology, 49(November), 1019-22
• *Wang, X., *Dugan, R., & *Sojka, J. (2013). CRM Systems with Social Networking Capabilities: The Value of Incorporating a CRM 2.0 System in Sales/Marketing Education. Marketing Education Review, 23(3), 241-250.

• Dugan, R.G. 2022. Making friends and money: The 5 stages of internal and external relationship development. In Pathways to Research in Business and Economics. Boston, MA: EBSCO
• Clarkson, J.J., Beck, J., Otto, A.S. & Dugan R.G. 2019. Methods of public influence. In F.R. Kardes, P.M. Herr, & N. Schwarz (eds.) Handbook of Research Methods in Consumer Psychology, pp. 192-207. New York: Routledge

• Edelblum, A., Kalra, A., Lee, N.Y., Dugan, R., and Yoon, S. (2024) “How to combat toxic bosses: Social media and flexible work can save careers, new research shows.” The Conversation, December 9, 2024
• Dugan, R.G. (2024) “Tips for Career Preparedness” Sales Education Annual (A publication of the Sales Education Foundation) 18, 50-51
• Bolander, W., Satornino, C., Allen, A., Hochstein, B., & Dugan, R. (2022) “What to Look for in your Next Sales Hire” Keller Center Research Report 15(1), 13-17
• Dugan, R., Hochstein, B., & Rouziou, M. (2019) “The Benefits and Drawbacks of Grit: Perseverance is Good up to a Point” Talent and Development Magazine (A publication of the Association for Talent and Development) 73(7), 44-48
• Dugan, R.G. & Davis, L. (2018) “The Need for a Global Sales Research Database” Sales Education Annual (A publication of the Sales Education Foundation) 12, 41
• Dugan, R.G., Sweeney, R., & Kellaris, J.J. (2017) “What’s Boring Marketing Students” Marketing News (A publication of the American Marketing Association), 51(11), 26-27
• Bolander, W., Dugan, R., & Satornino, C. (2017) “Time to Retool Your Sales Training: Research Proven Tweaks to Improve New Hire Performance and Retention” Talent and Development Magazine (A publication of the Association for Talent Development) 71(2), 49-53
• Dugan, R.G., Sweeney, R., & Kellaris, J.J. (2016) “Nouns in the Wintering of our Discontent: Is Verbing Undermining Marketing Communication?” Marketing News (A publication of the American Marketing Association), 50(7), 18-19
• Dugan, R.G., & Allen, C. (2016) “Math Anxiety and the Millennial Marketing Student” Marketing News (A publication of the American Marketing Association), 50(2), 22-23
• Dugan, R.G., Sweeney, R., & Kellaris, J.J. (2015) “Is Marketing Selling itself Short on Sales” Marketing News (A publication of the American Marketing Association), 49(12), 18-19
• Dugan, R.G., Sweeney, R., & Kellaris, J.J. (2015) “Does Real World Experience Motivate Relevance in Research” Marketing News (A publication of the American Marketing Association), 49(10), 30-32