黑料论坛

Jessica Ogilvie

Jessica Ogilvie
Jessica Ogilvie黑料论坛

O'Brien Hall, 328C

MilwaukeeWI53201United States of America(414) 288-3710

Edward A. Brennan Chair in Marketing, Associate Professor of Marketing, and Executive Director of the Center for Professional Selling

Dr. Jessica Ogilvie is a leading expert in professional selling and sales management, serving as the Edward A. Brennan Chair in Marketing and Executive Director of the Center for Professional Selling at 黑料论坛. An award-winning researcher and dedicated educator, Dr. Ogilvie's work focuses on preparing the next generation of sales leaders through innovative, experiential learning. Her research on frontline management, the sales-service interface, and salesperson effectiveness has been published in top-tier academic journals, including the Journal of Marketing, Journal of Service Research, Journal of Business Research, Journal of Retailing, and the Journal of Personal Selling and Sales Management.

At 黑料论坛, Dr. Ogilvie is instrumental in shaping the sales curriculum, emphasizing a consultative, value-driven approach to selling. She is passionate about creating opportunities for students to engage with and learn from industry partners, ensuring they are well-prepared for successful careers. Her leadership of the Center for Professional Selling, the first such center at a Jesuit university, underscores her commitment to ethical, relationship-focused sales education.

Education

  • 2016  Ph.D. |  University of Alabama   - Marketing with a minor in decision models
  • 2012  M.S.  |  University of Alabama    - Marketing
  • 2011  B.A.  |  University of Alabama     - Finance and Economics (Summa Cum Laude)

Courses Taught

MARK 4094 MARK 4192

Research Interests

A recognized thought leader in the sales field, Dr. Ogilvie is the co-author of two widely used textbooks, Sales Force Management: Leadership, Innovation, Technology[link to textbook] and Contemporary Selling: Building Relationships, Creating Value [link to textbook]. Dr. Ogilvie is dedicated to advancing the sales discipline through collaboration with leading academics and professionals. She is a regular contributor at key industry forums and academic conferences, and is advancing the conversation on pedagogy in sales education and training as the guest editor for an upcoming special issue of the Marketing Education Review.

Professional Affiliations

 Area Editor, Journal of Personal Selling and Sales Management

Professional Interests

Frontline Management, Professional Selling, The Sales-service Interface, Sales Force Effectiveness, Emotional Intelligence and Leadership, Solution Selling, Intergenerational Management

Specialization

Sales Leadership & Frontline Management, Solution Selling and Value Creation, Salesperson Effectiveness and Well-being

Publications

Nikolaos G. Panagopoulos, Adam A. Rapp, and Jessica Ogilvie (2017), 鈥淪alesperson Solution Selling and Sales Performance: The Contingent Role of Supplier Firm and Customer-Supplier Relationship Characteristics,鈥� Journal of Marketing, Vol. 81 (4), p. 144-164. Winner of the 2018 AMA Sales SIG Excellence in Research Award.

Jessica Ogilvie, Raj Agnihotri, Adam Rapp, and Kevin Trainor (2018), 鈥淪ocial Media Enabled Sales-Service Encounters: The Role of Social Media-Specific Organizational Support,鈥� forthcoming at Industrial Marketing Management.

Colin Gabler, Jessica Ogilvie, Adam Rapp, and Daniel Bachrach (2017), 鈥淚s there a dark side of ambidexterity? Implications of dueling sales and service orientations,鈥� Journal of Service Research, Vol. 20 (4), p. 379-392.

Jessica Ogilvie, Adam Rapp, Raj Agnihotri, Daniel Bachrach (2017), 鈥淭ranslating Sales Effort into Service Performance: It鈥檚 an Emotional Ride,鈥� Journal of Personal Selling and Sales Management, Vol. 37 (2), p. 100-112.

Jessica Ogilvie, Adam Rapp, Ryan Mullins, Dan Bachrach and Jaron Harvey (2017), 鈥淓xamining the Impact of Multi-Climate Systems on Boundary Spanner Performance,鈥� Journal of Personal Selling and Sales Management, Vol. 37 (1), p. 11-26. Winner of the 2018 James M Comer Award for Best Contribution to Selling and Sales Management Theory

Beatty, Sharon E., Jessica Ogilvie, William Magnus Northington, Mary P. Harrison, Betsy Bugg Holloway, and Sijun Wang (2016), "Frontline Service Employee Compliance With Customer Special Requests." Journal of Service Research, Vol. 19 (2) p. 158-173.

Adam Rapp, Thomas Baker, Daniel Bachrach, Jessica Ogilvie, and Lauren Beitelspacher (2015), 鈥淧erceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance,鈥� Journal of Retailing, Vol. 91 (2) p. 358-369.

Honors and Awards

  • America Marketing Association Sales SIG, Excellence in Research Award (2018)

  • America Marketing Association Sales SIG, Excellence in Research Award

  • James M Comer Award for Best Contribution to Selling and Sales Management Theory (2017)
  • Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice (2014)
  • William O. Bearden Research Award
  • AMA Sheth Foundation Doctoral Consortium Representative, London, UK