| Andrea L. Dixon, PhD |
| Associate Professor |
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 Andrea Dixon PhD - Indiana University joined the Marketing faculty at the University of Cincinnati in 1998. Coming from an industrial background in research, planning and advertising, her research interests embrace behavioral issues related to sales, service and customer satisfaction. Andrea has published in the Journal of Marketing, Harvard Business Review, Organizational Science, Journal of the Academy of Marketing Science, Leadership Quarterly, the Journal of Personal Selling and Sales Management, The Journal of Satisfaction, Dissatisfaction and Complaining Behavior, and several other journals. In 2002, Dixon's research published in the Journal of Marketing was selected as the award-winning research in the sales area.
While at Indiana University-Bloomington, Dr. Dixon taught graduate and undergraduate courses. One of U.C.'s MBA EXCEL Teaching Award winners, Dixon was selected for a national teaching award by Irwin Publishing, as a distinguished professor by I.U. MBA students, and for a university-wide award by her academic colleagues at Indiana University. Prior to joining UC, Andrea worked closely with GAMA International as the Senior Director of Product Development and Marketing.
Dr. Dixon has spoken at numerous companies and executive education programs on her research in sales management and in branding. Along with colleagues from Indiana University, she authored a text on recruiting and selection. As a member of The Sales Educators, Andrea has co-authored Strategic Sales Leadership: BREAKThrough Thinking for Radical Results. Professor Dixon is currently the President of the Selling and Sales Management Special Interest Group of the American Marketing Association. She is also a member of the Board of Cincinnati Hills Christian Academy and is leading the Fine Arts Fund's Business-on-Board program, which is designed to strengthen the capacity of arts boards in the greater Cincinnati region.
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| Contact Information |
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| E-mail: |
andrea.dixon@uc.edu |
Phone: |
(513) 556-7113 |
| Office/Address: |
432 Carl H. Lindner Hall
PO Box 210145
Cincinnati, Ohio 45221-0145 |
Fax: |
(513) 556-0979 |
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| Areas of Expertise |
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| General Expertise: |
Management, Marketing |
| Specific Expertise: |
Distribution, Market Research, Organizational Behavior |
| Research Interests: |
Sales and Sales Management, Marketing Management, Marketing Strategy, Services Marketing, Product Management |
| Teaching Interests: |
Sales and Sales Management, Marketing Management, Marketing Strategy, Services Marketing, Product Management |
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| Working Papers |
- Gassenheimer, J., A. Dixon and T. Barr. “Forming-Storming-Norming-Conforming: The Impact of Team Design on the Institutionalization of Sales Team Norms.”
- Davis, L. and A. Dixon. “Establishing Credibility and Trustworthiness: The Role of Information Control on the Road to Persuasion.”
- Robertson, B., A. Dixon, and A. Mehra. “Where Do Sales Leaders Come From?”
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| Publications |
- Cespedes, F., A. Gardner, S. Kerr, R. Kelley, and A. Dixon (2006), “Old Hand or New Blood? HBR Case Study and Commentary,” Harvard Business Review, (July).
- Mehra, A., B. Smith, A. Dixon and B. Robertson (2006), "Distributed Leadership in Teams: The Network of Leadership Perceptions and Team Performance," Leadership Quarterly.
- Mehra, A., A. Dixon, D. Brass, and B. Robertson (2006), "The External and Internal Social Networks of Group Leaders: Implications for Group Performance and Leader Reputation," Organization Science.
- Robertson, B., A. Dixon and D. Curry (2006), “Research in Selling and Sales Management: An Agenda from Sales Practitioners,” Journal of Personal Selling and Sales Management), (Summer).
- Bauer, J., A. Dixon, T. Ingram, E. Jones, B. LaForge, T. Leigh, G. Marshall, and M. Morris (2005), Strategic Sales Leadership: BREAKthrough Thinking for Radical Results, AMA-Southwestern Publishing.
- Dixon, A. and S. Schertzer (2005), "Bouncing Back: How Salesperson Optimism and Self Efficacy Influence Attributions and Behaviors Following Failure," Journal of Personal Selling and Sales Management (Fall).
- Jones, E. A. Dixon, L. Chonko and J. Cannon (2005), “Key Accounts and Team Selling: Review, Framework and Research Agenda.” Journal of Personal Selling and Sales Management (Spring).
- Anderson, R., A. Dixon, E. Jones, M. Johnston, R. LaForge, G. Marshall, and J. Tanner, Jr. (2005), “The Scholarship of Teaching in Sales Education,” Marketing Education Review (Summer).
- Dixon, A., L. Forbes, and S. Schertzer (2005). “Early Success: How Attributions for Sales Success Shape Inexperienced Salespersons' Behavioral Responses.” Journal of Personal Selling and Sales Management. (Winter).
- Barr, T., A. Dixon, and J. Gassenheimer (2005). “Exploring the ‘Lone Wolf' Phenomenon in Student Teams.” Journal of Marketing Education, Vol 27 (1).
- Choi, N., A. Dixon and J. Jung (2004). “Dysfunctional Behavior among Sales Representatives: The Impact of Supervisory Trust, Participation, and Information Controls.” Journal of Personal Selling and Sales Management. (Summer).
- Stengel, J., A. Dixon and C. Allen (2003). “Listening Begins at Home.” Harvard Business Review. (November).
- Dixon, A., R. Spiro, and L. Forbes (2003). “Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation.” Journal of the Academy of Marketing Science. (Fall).
- Dixon, A., J. Gassenheimer, and T. Barr (2003). “Identifying the Lone Wolf: A Team Perspective.” Journal of Personal Selling and Sales Management. (Summer).
- Dixon, A., J. Gassenheimer, and T. Barr (2002). “Bridging the Distance Between Us: How Initial Responses to Sales Team Conflict Help Shape Core Selling Team Outcomes.” Journal of Personal Selling & Sales Management. (Fall).
- Dixon, A., R. Spiro, and M. Jamil (2001). “Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions.” Journal of Marketing. (July). (Best Research Award from the American Marketing Association's Selling and Sales Management SIG for 2002)
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| Affiliations |
- Editorial Review Board: Journal of Personal Selling and Sales Management
- American Marketing Association
- American Marketing Association, Selling and Sales Management Special Interest Group
- Academy of Marketing Science
- Junior League of Cincinnati
- Cincinnati Hills Christian Academy
- Fine Arts Fund
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| Honors & Achievements |
- Dean's Research Fellow, College of Business, University of Cincinnati, 2005-2008.
- Sabbatical Appointment: Procter & Gamble Global Knowledge and Innovation (2005-2006)
- 2003 MBA EXCEL Graduate Teaching Award
- 2002 Best Sales Article Award, American Marketing Association
- 2002 Best paper in track nomination, American Marketing Association Educator Conference
- 1998 Desktop Masters: Recruiting and Selection, CD-ROM. LIMRA International Award best training materials on recruiting and selection (based on survey of 1000 CMOs training directors).
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| Education |
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