Jeffrey P. Boichuk

Assistant Professor of Commerce

Jeffrey Boichuk
+1 434-924-3761
PDF icon Curriculum vitae (85.57 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).

Recent news about Jeffrey P. Boichuk:
Hoping to give his University of Virginia students an inside look at a sustainable, environmentally friendly business that also turns a profit, McIntire School of Commerce Professor Jeffrey Boichuk needed only to look across the street. Boichuk partnered with The... Read more
How many students can expect to work with actual consumer sales data and contribute to the success of a growing startup? Education website Course Hero recently spotlighted this innovative learning experience as part of its “Best Lesson” series in an... Read more
What happens when major global brands like Starbucks resolve to share their beliefs on controversial social and political issues? Marketing Professor Jeffrey Boichuk teamed up with colleagues at Darden to examine how the industry-changing coffee company and other massive consumer-facing... Read more
In a one-of-a-kind capstone event, the 48 students taking McIntire Marketing Professor Jeff Boichuk’s “Creating Value in B2B Markets” course had a chance not only to enjoy an elegant dinner with an outstanding group of McIntire alumni and friends, but... Read more
Newly hired McIntire Assistant Professor of Marketing Jeff Boichuk has been awarded the 2015 Best Bauer Dissertation Award from the University of Houston’s Bauer College of Business. Boichuk’s dissertation, “Developing and Retaining New Hires during the Sales Force Socialization Process,”... Read more