C. Fred Miao, Ph.D.
Consumer and Organizational Studies
362 Bertrand H. Snell Hall
PO Box 5790
Potsdam, NY 13699-5790
Ph.D., University of Missouri-Columbia
supply chain sales force management, supply chain buyer-seller relationships and relationship marketing
Teaching interests: marketing distribution channels, marketing management, retail management and marketing research.
* Supply chain distribution channels
* Marketing Management
* Retail Management
Miao, C. Fred and Kenneth R. Evans (forthcoming), “The Interactive Effects of Sales Control Systems on Salesperson Performance – A Job Demands-Resources Perspective,” Journal of the Academy of Marketing Science
Miao, C. Fred and Kenneth R. Evans (2012), “Effects of Formal Sales Control Systems: A Combinatory Perspective,” International Journal of Research in Marketing, 29 (2), 181-191.
Scheer, Lisa K., C. Fred Miao, and Jason Garrett (2010), “The Effects of Supplier Capabilities on Industrial Customers’ Loyalty: The Role of Dependence,” Journal of the Academy of Marketing Science, 38 (1): 90-104.
Miao, C. Fred, Don Lund, and Kenneth R. Evans (2009), “Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective,” Journal of Personal Selling & Sales Management, 29 (3): 243-255.
Miao, C. Fred, Kenneth R. Evans, and Shaoming Zou (2007) [lead article], “The Role of Salesperson Motivation in Sales Control Systems – Intrinsic and Extrinsic Motivation Revisited,” Journal of Business Research, 60 (5): 417-425.
Miao, C. Fred and Kenneth R. Evans (2007), “The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective,” Journal of Personal Selling & Sales Management, 27 (1): 89-101.
Palmatier, Rob, C. Fred Miao, and Eric Fang (2007), “Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls,” Industrial Marketing Management, 36 (5): 589-603.