HR job title
- Professor
- Contact Info
- 1 979 845 4711
- Websites
Jones, Eli Professor
Positions
- Professor, Marketing, Mays Business School
- Professor of Marketing, Mays Business School, Texas A&M University
- Former Dean, Mays Business School, Mays Business School, Texas A&M University
My research interests focus on business-to-business relationship selling and sales leadership/management. In particular, I pursue research projects that address the changing nature of the professional selling environment and motivating professional salespeople to adapt and thrive in such dynamic environments. My research informs academics and practitioners.
Research Areas
- Overview
- Publications
- Teaching
- Background
- Contact
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Overview
Publications
selected publications
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academic article
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Vieira, V. A., Jones, E., Faia, V., da Silva, J. D., & de Negreiros, L. F.
(2022).
The moderating role of self-efficacy in the relationship between control systems and sales performance. Journal of Personal Selling and Sales Management.
42(2), 158-180.
-
Mangus, S. M., Bock, D. E., Folse, J., & Jones, E.
(2022).
The comparative effects of gratitude and indebtedness in B2B relationships. Industrial Marketing Management.
103, 73-82.
-
Mangus, S. M., Jones, E., Folse, J., & Sridhar, S.
(2020).
The interplay between business and personal trust on relationship performance in conditions of market turbulence. Journal of the Academy of Marketing Science.
48(6), 1138-1155.
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Mangus, S., Jones, E., Folse, J., & Sridhar, S.
(2020).
The Effects of Salesperson Trust Overestimation on Relationship Performance
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Mangus, S. M., Bock, D. E., Jones, E., & Folse, J.
(2020).
Examining the effects of mutual information sharing and relationship empathy: A social penetration theory perspective. Journal of Business Research.
109, 375-384.
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Mangus, S., Jones, E., Folse, J., & Sridhar, S.
(2018).
Leveraging Trust in Buyer-Seller Relationships to Battle Market Turbulence
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Bolander, W., Dugan, R., & Jones, E.
(2017).
Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research. Journal of Personal Selling and Sales Management.
37(2), 153-169.
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Mangus, S. M., Bock, D. E., Jones, E., & Folse, J.
(2017).
Gratitude in buyer-seller relationships: a dyadic investigation. Journal of Personal Selling and Sales Management.
37(3), 250-267.
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Schrock, W. A., Hughes, D. E., Fu, F. Q., Richards, K. A., & Jones, E.
(2016).
Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance. 27(2), 351-360.
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Fu, F. Q., & Jones, E.
(2015).
Bridging Research and Practice: How Sales Training Can Contribute to New Product Launch Success. 54(2), 29-36.
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Kumar, V., Jones, E., Venkatesan, R., & Leone, R. P.
(2011).
Is Market Orientation a Source of Sustainable Competitive Advantage or Simply the Cost of Competing?. Journal of Marketing.
75(1), 16-30.
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Fu, F. Q., Richards, K. A., Hughes, D. E., & Jones, E.
(2010).
Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-Efficacy. Journal of Marketing.
74(6), 61-76.
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Richards, K., & Jones, E.
(2009).
KEY ACCOUNT MANAGEMENT: ADDING ELEMENTS OF ACCOUNT FIT TO AN INTEGRATIVE THEORETICAL FRAMEWORK. 29(4), 305-320.
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Fu, F., Bolander, W., & Jones, E.
(2009).
MANAGING THE DRIVERS OF ORGANIZATIONAL COMMITMENT AND SALESPERSON EFFORT: AN APPLICATION OF MEYER AND ALLEN'S THREE-COMPONENT MODEL. Journal of Marketing Theory and Practice.
17(4), 335-350.
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Fu, F., Richards, K., & Jones, E.
(2009).
THE MOTIVATION HUB: EFFECTS OF GOAL SETTING AND SELF-EFFICACY ON EFFORT AND NEW PRODUCT SALES. 29(3), 277-292.
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Jones, E., Richards, K., Halstead, D., & Fu, F.
(2009).
Developing a strategic framework of key account performance. Journal of Strategic Marketing.
17(3-4), 221-235.
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Fu, F., Jones, E., & Bolander, W.
(2008).
PRODUCT INNOVATIVENESS, CUSTOMER NEWNESS, AND NEW PRODUCT PERFORMANCE: A TIME-LAGGED EXAMINATION OF THE IMPACT OF SALESPERSON SELLING INTENTIONS ON NEW PRODUCT PERFORMANCE. Journal of Personal Selling and Sales Management.
28(4), 351-364.
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Richards, K. A., & Jones, E.
(2008).
Customer relationship management: Finding value drivers. Industrial Marketing Management.
37(2), 120-130.
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Ahearne, M., Jones, E., Rapp, A., & Mathieu, J.
(2008).
High touch through high tech: The impact of salesperson technology usage on sales performance via mediating mechanisms. Management science.
54(4), 671-685.
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Ahearne, M., Jelinek, R., & Jones, E.
(2007).
Examining the effect of salesperson service behavior in a competitive context. 35(4), 603-616.
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Sundaram, S., Schwarz, A., Jones, E., & Chin, W. W.
(2007).
Technology use on the front line: how information technology enhances individual performance. 35(1), 101-112.
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Jones, E., Chonko, L., Rangarajan, D., & Roberts, J.
(2007).
The role of overload on job attitudes, turnover intentions, and salesperson perforrnance. Journal of Business Research.
60(7), 663-671.
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Chonko, L. B., Roberts, J. A., & Jones, E.
(2006).
DIAGNOSING SALES FORCE CHANGE RESISTANCE: WHAT WE CAN LEARN FROM THE ADDICTION LITERATURE. Marketing Management Journal.
16(1), 44-71.
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Brown, S. P., Jones, E., & Leigh, T. W.
(2005).
The attenuating effect of role overload on relationships linking self-efficacy and goal level to work performance. Journal of Applied Psychology.
90(5), 972-979.
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Rangarajan, D., Jones, E., & Chin, W.
(2005).
Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople. Industrial Marketing Management.
34(4), 345-354.
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Jones, E., Dixon, A. L., Chonko, L. B., & Cannon, J. P.
(2005).
KEY ACCOUNTS AND TEAM SELLING: A REVIEW, FRAMEWORK, AND RESEARCH AGENDA. Journal of Personal Selling and Sales Management.
25(2), 181-198.
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Jones, E., Brown, S. P., Zoltners, A. A., & Weitz, B. A.
(2005).
THE CHANGING ENVIRONMENT OF SELLING AND SALES MANAGEMENT. Journal of Personal Selling and Sales Management.
25(2), 105-111.
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Chonko, L. B., & Jones, E.
(2005).
THE NEED FOR SPEED: AGILITY SELLING. Journal of Personal Selling and Sales Management.
25(4), 371-382.
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Anderson, R. E., Dixon, A. L., Jones, E., Johnston, M. W., LaForge, R. W., Marshall, G. W., & Tanner, J. F.
(2005).
The Scholarship of Teaching in Sales Education. Marketing Education Review.
15(2), 1-10.
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Brown, S. P., & Jones, E.
(2005).
Introduction to the Special Issue: Advancing the Field of Selling and Sales Management. Journal of Personal Selling and Sales Management.
25(2), 103-104.
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Rangarajan, D., Chonko, L. B., Jones, E., & Roberts, J. A.
(2004).
Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research. 33(4), 289-305.
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Weeks, W. A., Roberts, J., Chonko, L. B., & Jones, E.
(2004).
Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation. Journal of Personal Selling and Sales Management.
24(1), 7-17.
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Jones, E., Chonko, L. B., & Roberts, J. A.
(2004).
Sales force obsolescence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors. Industrial Marketing Management.
33(5), 439-456.
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Chonko, L. B., Dubinsky, A. J., Jones, E., & Roberts, J. A.
(2003).
Organizational and individual learning in the sales force: an agenda for sales research. 56(12), 935-946.
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Jones, E., Busch, P., & Dacin, P.
(2003).
Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer-seller relationships. Journal of Business Research.
56(4), 323-340.
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Jones, E., Chonko, L. B., & Roberts, J. A.
(2003).
Creating a partnershiporiented, knowledge creation culture in strategic sales alliances: a conceptual framework. Journal of Business and Industrial Marketing.
18(4/5), 336-352.
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Dubinsky, A. J., Chonko, L. B., Jones, E. P., & Roberts, J. A.
(2002).
Development of a Relationship Selling Mindset: Organizational Influencers. Journal of Business-to-Business Marketing.
10(1), 1-30.
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Jones, E., Sundaram, S., & Chin, W.
(2002).
Factors Leading to Sales Force Automation Use: A Longitudinal Analysis. Journal of Personal Selling and Sales Management.
22(3), 145-156.
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Chonko, L. B., Jones, E., Roberts, J. A., & Dubinsky, A. J.
(2002).
The Role of Environmental Turbulence, Readiness for Change, and Salesperson Learning in the Success of Sales Force Change. Journal of Personal Selling and Sales Management.
22(4), 227-245.
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Roberts, J. A., & Jones, E.
(2001).
Money attitudes, credit card use, and compulsive buying among American college students. 35(2), 213-240.
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Smith, K., Jones, E., & Blair, E.
(2000).
Managing Salesperson Motivation in a Territory Realignment. Journal of Personal Selling and Sales Management.
20(4), 215-226.
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Jones, E., Roberts, J. A., & Chonko, L. B.
(2000).
Motivating Sales Entrepreneurs to Change: A Conceptual Framework of Factors Leading to Successful Change Management Initiatives in Sales Organizations. Journal of Marketing Theory and Practice.
8(2), 37-49.
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Smart, D. T., Tomkovick, C., Jones, E., & Menon, A.
(1999).
Undergraduate Marketing Education in the 21st Century: Views from Three Institutions. Marketing Education Review.
9(1), 1-9.
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Jones, E., Moore, J. N., Stanaland, A., & Wyatt, R.
(1998).
Salesperson Race and Gender and the Access and Legitimacy Paradigm: Does Difference Make a Difference?. Journal of Personal Selling and Sales Management.
18(4), 71-88.
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Jones, E., Kantak, D. M., Futrell, C. M., & Johnston, M. W.
(1996).
Leader Behavior, Work-Attitudes, and Turnover of Salespeople: An Integrative Study. Journal of Personal Selling and Sales Management.
16(2), 13-23.
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Vieira, V. A., Jones, E., Faia, V., da Silva, J. D., & de Negreiros, L. F.
(2022).
The moderating role of self-efficacy in the relationship between control systems and sales performance. Journal of Personal Selling and Sales Management.
42(2), 158-180.
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book
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Jones, E., Chonko, L., Stevens, C., & Jones, F.
(2012).
Selling ASAP Art, Science, Agility, Performance. LSU Press.
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Bauer, J., Dixon, A., Ingram, T., Jones, E., LaForge, B., Leigh, T., Marshall, G., & Morris, M.
(2006).
Strategic Sales Leadership Breakthrough Thinking for Breakthrough Results. Cengage Learning.
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Jones, E., Stevens, C. G., Chonko, L. B., & Chonko, L.
(2004).
Selling ASAP Art, Science, Agility, Performance. South-Western Pub.
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Jones, E., Chonko, L., Stevens, C., & Jones, F.
(2012).
Selling ASAP Art, Science, Agility, Performance. LSU Press.
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chapter
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Chonko, L. B., & Jones, E.
(2015).
The Need for Speed: Agility Selling. Developments in Marketing Science: Proceedings of the Academy of Marketing Science.
Spotts, H. E. (Eds.),
Assessing the Different Roles of Marketing Theory and Practice in the Jaws of Economic Uncertainty.
(pp. 165-165).
Springer Nature.
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Chonko, L. B., & Jones, E.
(2011).
Sales Force Agility, Strategic Thinking, and Value Propositions. The Oxford Handbook of Strategic Sales and Sales Management.
Oxford University Press.
-
Chonko, L. B., & Jones, E.
(2015).
The Need for Speed: Agility Selling. Developments in Marketing Science: Proceedings of the Academy of Marketing Science.
Spotts, H. E. (Eds.),
Assessing the Different Roles of Marketing Theory and Practice in the Jaws of Economic Uncertainty.
(pp. 165-165).
Springer Nature.
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conference paper
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Fu, F. Q., Richards, K. A., Hughes, D. E., & Jones, E.
(2015).
MODELING THE IMPACT OF SALESPERSON ATTITUDES, PERCEIVED NORMS, AND BEHAVIORAL INTENTIONS ON THE GROWTH TRAJECTORY OF NEW PRODUCTS. 221-221.
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Jones, E.
(1996).
A model of Vendor loyalty in a buyer-seller relationship. AMA Educators Proceedings.
128-128.
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Fu, F. Q., Richards, K. A., Hughes, D. E., & Jones, E.
(2015).
MODELING THE IMPACT OF SALESPERSON ATTITUDES, PERCEIVED NORMS, AND BEHAVIORAL INTENTIONS ON THE GROWTH TRAJECTORY OF NEW PRODUCTS. 221-221.
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institutional repository document
-
Mangus, S., Jones, E., Folse, J., & Sridhar, S.
(2021).
We are Not on the Same Page: The Effects of Salesperson Trust Overestimation on Customer Satisfaction and Relationship Performance
-
Mangus, S., Jones, E., Folse, J., & Sridhar, S.
(2020).
The Effects of Salesperson Trust Overestimation on Relationship Performance
-
Mangus, S., Jones, E., Folse, J., & Sridhar, S.
(2018).
Leveraging Trust in Buyer-Seller Relationships to Battle Market Turbulence
-
Mangus, S., Jones, E., Folse, J., & Sridhar, S.
(2021).
We are Not on the Same Page: The Effects of Salesperson Trust Overestimation on Customer Satisfaction and Relationship Performance
Teaching
teaching activities
- MKTG436 Sales Leadership Instructor
- MKTG485 Directed Studies Instructor
- MKTG636 Strategic Sales Leadership Instructor
- MKTG689 Sptp: Strategic Sales Leaders Instructor
Background
education and training
- Ph.D. in Marketing, Texas A&M University - (College Station, Texas, United States) 1997
- M.B.A. in Business Administration, Texas A&M University - (College Station, Texas, United States) 1986
- B.S. in Journalism, Texas A&M University - (College Station, Texas, United States) 1982
awards and honors
Contact
first name
- Eli
has last name
- Jones
mailing address
-
Texas A&M University
Dean Of Business Administration
4113 TAMU
College Station, TX 77843-4113
USA
Other
In the News
- elijones@tamu.edu