Manoshi Samaraweera, Ph.D.
Professor
About
Manoshi Samaraweera, Ph.D., is interested in finding ways by which we can enhance the performance salespeople, who are the primary revenue generators of a company.
Education and Certifications
- Ph.D. Marketing, University of Houston
- B.Sc. Agri. Economics and Business Management, University of Peradeniya, Sri Lanka
Classes Taught
- Professional Selling
- Marketing Research
- Social Media Marketing
- Principles of Marketing (online and in-ground)
Office Hours
Office Hours: Mondays and Wednesdays (online 9-11 a.m.; in office 11 a.m.-noon)
Research, Published Work, and Scholarly Activities
Publications
- Pappas, Alec, Wyatt Schrock, Manoshi Samaraweera and Willy Bolander (2023), "A Competitive Path to Cohesion: Multilevel Effects of Competitiveness in the Sales Force", Journal of Personal Selling and Sales Management, https://doi.org/10.1080/08853134.2023.2170237
- Samaraweera, Manoshi, Betsy D. Gelb, Willy Bolander & William J. Zahn (2023), “Treating top salespeople like superstars: the role of an informal sales climate in boosting sales output”, Journal of Personal Selling & Sales Management, https://doi.org/10.1080/08853134.2022.2138901
- Samaraweera, Manoshi and Betsy D. Gelb (2015), “Formal Salesforce Controls and Revenue Production: a Meta-Analysis”, Journal of Personal Selling and Sales Management, 35(1), pp. 23-32. https://doi.org/10.1080/08853134.2014.977796
- Received JPSSM’s Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice
- Brown, Steven P., Manoshi Samaraweera and William Zahn (2011), “On the Use of Organizational Climate in Sales Force Research”, Oxford Handbook of Strategic Sales and Sales Management, Oxford: Oxford University Press.
- Samaraweera, Manoshi, Jeanetta Sims and Dini Homsey (2021), "Will a green color and nature images make consumers pay more for a green product?", Journal of Consumer Marketing, 38 (5), pp. 305-312. https://doi.org/10.1108/JCM-04-2020-3771
- Samaraweera, Manoshi and Betsy D. Gelb (2011), “Wringing More Value from Advertising Dollars”, Journal of Business Strategy, 32(6), pp. 24-29. https://doi.org/10.1108/02756661111180104
Conference Presentations (Selected)
- Generating Greater Dollar Revenue from Customer Entertainment (with Gordon Gray, Stacia Wert-Gray, and Bob Kaiser), presented at the 2018 Winter AMA Conference.
- - Company Accounts on Twitter, Facebook, and LinkedIn: Do they Impact Profitability? (with Zihao Wang)
- Is there a Relationship between Executive’s LinkedIn Connections and Stock Prices? (with Faria Badhan)
Presented at the 2015 ISMS Marketing Science Conference. Both presentations were made by the undergraduate students who worked with me on the research projects. - Look ‘Green’: Using Font Color & Symbols to Boost Perceived Environmental Friendliness (with Jeanetta Sims), presented at the 2012 ISMS Marketing Science Conference.
Honors and Awards
- Journal of Personal Selling and Sales Management's Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice (2016)
- College of Business, UCO – Outstanding Researcher Award (2016)
- UCO Regular Grant (2013-2014 and 2016-2017)
- UCO New Faculty Grant Start-up Grant (2013)
- AMA Sheth Foundation Doctoral Consortium Fellow (2009)
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