Jeff Johnson, Ph.D.
Assistant Professor of Marketing
Areas of expertise: Personal selling and sales management, business-to-business marketing, marketing strategy, research methodology
Dr. Jeff Johnson (Ph.D. University of Nebraska-Lincoln) is an assistant professor of marketing at UMKC's Henry W. Bloch School of Management. Prior to academia, Dr. Johnson worked in inside sales, field sales, product management, and division management at Union Pacific Railroad in Omaha, NE and Los Angeles, CA.
Dr. Johnson's research focuses on personal selling and sales management and marketing strategy. His dissertation examining the implementation of marketing strategies by salespeople was selected as the winner of the AMA Sales SIG Dissertation Proposal Award and the ISBM Doctoral Dissertation Award. He received several awards for his research in his Ph.D. program including the Presidential Fellowship, College-Level Outstanding Graduate Research Assistant Award, and Departmental Award for Excellence in Research by a Graduate Student.
Since joining UMKC in August of 2013, Dr. Johnson has published over 20 articles in the following journals: Journal of the Academy of Marketing Science, Industrial Marketing Management, Journal of Business Research, Journal of Personal Selling & Sales Management, and Journal of Product Innovation Management. Dr. Johnson is a leading contributor to the world's premier journal exclusively focusing on personal selling and sales management (Journal of Personal Selling & Sales Management or JPSSM). In 2017, JPSSM awarded his article coauthored with Scott Friend and Avinash Malshe titled "Mixed Interpretations of Sales Proposal Signals" with the Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice. Dr. Johnson's research has been presented at many national and international conferences. For his research performance, Dr. Johnson received UMKC's top award for research excellence by an assistant professor (UMKC Trustees' Faculty Scholar Award) in 2017 as well as the Marketing Science Institute Research Accelerator Award in 2016.
Dr. Johnson also greatly enjoys teaching marketing strategy and sales management and has been recognized for his teaching by the Bloch school (Elmer F. Pierson Good Teaching Award 2016) and the university (Chancellor's Early Career Award for Excellence in Teaching 2016).