Mark Johlke

Associate Professor & Director, Professional Sales Program

Baker Hall 403
(309) 677-3947
mjohlke@bradley.edu

Ph D, Marketing, Texas Tech University
MBA, Marketing, Texas Tech University
BS, Psychology – Sam Houston State University

Biography

Dr. Johlke has been a member of the Marketing faculty at Bradley University since 2003. Prior to entering academe he worked in sales in the computer hardware and software industries.

Teaching

  • Marketing Presentations – MTG 205
  • Professional Selling – MTG 304
  • Advanced Professional Selling – MTG 404
  • Experiential Learning in Sales – MTG 493
  • Selling & Sales Management – MTG 644

In 2007, Dr. Johlke received the MPG Ingredients Innovation in Teaching Award to recognize his efforts in developing and directing the Professional Sales Program.

In 2013, Dr. Johlke received the Chair's Citation for Excellence to recognize his leadership experiences with external professional and academic marketing organizations.

Scholarship

Dr. Johlke's primary research areas are sales manager-salesperson communication, salesperson selling skills, and organizational and sales force culture and environment.

Selected Peer-Reviewed Journal Articles in the Last Five Years

Iyer, R., Johlke, M. C. (2015). The Role of External Customer Mind-Set among Service Employees. Journal of Services Marketing, 29(1), 38-48.

Nagy, B., Johlke, M. C. (2013). Selling in the New Venture Context: Influencing Buyer Intentions through the Liabilities and Assets of Newness. Journal of Selling and Major Account Management, 13(1), 58-68. 

Johlke, M. C., Iyer, R. (2013). A Model of Retail Salesperson Job Characteristics, Facets of Role Ambiguity, Job Attitudes, and Sales Performance. Journal of Retailing and Consumer Services, 20(1), 58-67. 

Leadership in Academic Societies

  • Editorial Review Board Member, Journal of Marketing Theory and Practice, 2012 - Present
  • Editorial Review Board Member, International Journal of Management & Marketing, 2007 - Present
  • Editorial Review Board Member, Journal of Selling, 2005 - Present
  • Editorial Review Board Member, Journal of Personal Selling & Sales Management, 2002 - Present
  • President, University Sales Center Alliance, 2013 - 2015
  • Chair, American Marketing Association Sales SIG, 2013 - 2015
  • Board Member, Sales Education Foundation, 2011 - 2013
  • Officer, Vice President, University Sales Center Alliance, 2011 - 2013
  • American Marketing Association Sales SIG, 2010 - 2012
  • Board Member, National Conference in Sales Management, 2001 - 2011
  • Chair, National Conference in Sales Management, 2009 - 2011

Service

  • Vice President, USCA (University Sales Center Alliance), 2011- 2013
  • AMA Sales SIG Vice-Chair for Awards and Recognition, 2010 -Present
  • Chair, USCA Program on Teaching Effectiveness, 2010 - 2011
  • Appointed Member, USCA Program on Enhancing Sales Research, 2010 - 2011
  • BU Sales Program representative to the USCA, 2005 - Present
  • Executive Board, National Conference in Sales Management (NCSM), 2001 - 2010
  • Executive Director, NCSM, 2009 - 2011
  • Conference Chair, NCSM, 2007 - 2009
  • Proceedings Editor, NCSM, 2006
  • Chair, NCSM Doctoral Student Sales Research Program, 2002 - 2005
  • Session Chair for NCSM, 1999 - 2005
  • Session Chair for 2010 Winter AMA - Selling & Sales Management Track
  • Track Chair for 2007 SMA - Selling & Sales Management Track
  • Editorial Review Board, Journal of Personal Selling & Sales Management, 2003 - Present
  • Editorial Review Board, Journal of Selling and Major Account Management, 2005 - Present
  • Editorial Review Board, International Journal of Management & Marketing, 2007 - Present
  • Editorial Review Board, International Journal of Business & Finance, 2006 - 2007
  • Ad hoc reviewer for Journal of Marketing, Journal of Marketing Theory and Practice, Industrial Marketing Management, Journal of Managerial Issues, European Journal of Marketing