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Jeffrey P. Boichuk

Assistant Professor of Commerce

Jeffrey Boichuk
+1 434-924-3761
PDF icon Curriculum vitae (85.38 KB)
Ph.D., Marketing, University of Houston
M.S., Marketing, Brock University
B.B.A., Marketing, Brock University
Areas of Expertise: 
Business-to-business marketing
Marketing analytics
Sales force effectiveness
Professional Activities: 

Professor Boichuk's research interests include the areas of business-to-business marketing, marketing analytics, and sales force effectiveness. Published in Journal of Marketing; Journal of Marketing Research; Journal of Accounting Research; and Journal of Retailing, his current research portfolio addresses such questions as “Why do salespeople use hard sell tactics?”, “What factors cause salespeople to misread customers’ interest levels?”, and "What do companies ask of the sales function when earnings are short?" After graduating from the University of Houston doctoral program, Professor Boichuk received the inaugural American Marketing Association Emerging Scholar Award. He was also named the 2015 AMA Sales SIG Dissertation Award winner and an ISBM Business Marketing Doctoral Fellow for his dissertation work. Outside of academia, Professor Boichuk has professional experience with ZS Associates.

Selected Publications:

"Managing Laggards: The Importance of a Deep Sales Bench," Journal of Marketing Research, 2019 (with R. Bommaraju, M. Ahearne, F. Kraus, and T. J. Steenburgh).

"Real Earnings Management in Sales," Journal of Accounting Research, 2016 (with M. Ahearne, C. J. Chapman, and T. J. Steenburgh).

“Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability,” Journal of Marketing, 2014 (with R. Mullins, M. Ahearne, S. K. Lam, and Z. R. Hall).

“Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership,” Journal of Marketing, 2014 (with W. Bolander, Z. R. Hall, M. Ahearne, W. J. Zahn, and M. Nieves).

“Engaging Dissatisfied Retail Employees to Voice Promotive Ideas: The Role of Continuance Commitment,” Journal of Retailing, 2013 (with B. Menguc).