Thomas Brashear-Alejandro

Thomas Brashear-Alejandro
 

Associate Professor of Marketing 


Telephone: 413-545-5666

Email: brashear@isenberg.umass.edu

Office: Isenberg 218A

 

View CV (pdf)

 


Education:

Ph.D., Georgia State University, 1998
M.S., Georgia State University, 1996
M.B.A., Eastern Kentucky University, 1992
B.A., Centre College, 1992
B.A., University of Kentucky, 1989

Research/Teaching Interests:

Global marketing

Sales management and channels of distribution

Personal selling

Marketing management

International marketing

Multivariate statistics and structural equation modeling


 

Selected Publications:

"The Social Capital of Corporate Selling Centers: The Mediating Role of Knowledge Transfer in Team Performance," (Jing Yang and Thomas G. Brashear), forthcoming in the Journal of Business & Industrial Marketing.

 

"A Structural Guide to In-Depth Interviewing in Business and Industrial Marketing Research," (Elad Granot and Thomas G. Brashear), forthcoming in the Journal of Business & Industrial Marketing.

 

"The Role of Channel Orientation in B2B Technology Adoption," (Anthony K. Asare, Elad Granot, & Thomas G. Brashear), forthcoming in the Journal of Business & Industrial Marketing.

 

"The Consumer and Her Decisions: The Emergence of Brand-Driven Retail Experience," (Elad Granot, Henry Greene, & Thomas G. Brashear) forthcoming in the Journal of Business Research.

 

"Mentoring Relationship Characteristics, The Perceived Quality of Mentoring Functions, and Turnover Intentions in a Sales Environment," (Thomas G. Brashear, Danny N. Bellenger, James S. Boles & Hiram C. Barksdale, Jr.) forthcoming in The International Journal of Mentoring and Coaching.

 

"Business to Business Technology Adoption in Customer Driven Supply Chains," Anthony K.

Asare and Thomas G. Brashear), forthcoming in the Journal of Business & Industrial Marketing.

 

"Measuring Distributive Justice: Assessing Equity, Equality and Need," (Vishal Kashyap,

Thomas G. Brashear & Chris Manolis) in the Journal of Marketing Channels 15(4), 253-79 (2008).

 

"Entrepreneurial Propensity in a Transition Economy: Exploring Micro-level and Meso-level Cultural Antecedents," (Thomas G. Brashear, Cristian Chelariu, Talai Osmonbekov  and Adriana Zait) in the Journal of Business and Industrial Marketing 23(6), 405-415.

 

"Developing Salesforce Relationalism: The Role of Distributive and Procedural Justice," (Vishal Kashyap, Anthony Asare, and Thomas G. Brashear) in the Journal of Personal Selling & Sales Management 23/7 (2007).

 

"Customer Orientation and Salesperson Performance," (Mark Cross, Thomas G. Brashear, Edward E. Rigdon, & Danny N. Bellenger) in the European Journal of Marketing, 41,7/8, 821-35 (2007).

 

"How Women are Depicted In Ads? A Content Analysis Study with Brazilian Advertisements," (Claudia Rosa Acevedo, Jouliana Jordan Nohara, Ana Laura Arruda, Helenita R. DaSilva Tamashiro, Thomas Brashear) in the International Business and Economics Research Journal, 5 (10), 59-71 (2006).

 

"An Exploratory Study of the Relative Effectiveness of Different Types of Salesforce Mentors,"(Thomas G. Brashear, Danny N. Bellenger, James S. Boles, & Hiram C. Barksdale, Jr.) in the Journal of Personal Selling and Sales Management, 26 (1), 7-18 (2006).

 

"The Effects of Individual Salesperson Control on Trust and Justice," (Thomas G. Brashear, Chris Manolis, & Charles M. Brooks) in the Journal of Business Research. 58 (3), 241-49 (2005). 

 

"Business-to-Business Marketing in Latin America: Editorial," (Thomas G. Brashear and James S. Boles) in the Journal of Business & Industrial Marketing, 19 (6) (2004).

 

"A Decision Framework for Latin American B2B E-Commerce Strategy," (Andrew J. Rohm, Vishal Kashyap, Thomas G. Brashear, and George R. Milne) in the Journal of Business & Industrial Marketing, 19 (6), 372-385 (2004).

 

"A Cross-National Model of Job-Related Outcomes of Work-Role and Family-Role Variables: A

Retail Sales Context," (Richard G. Netemeyer, Thomas Brashear Alejandro, &  James S. Boles), in the Journal of the Academy of Marketing Science 32 (1), 49-60 (2004).

 

"Measurement of Distributive and Procedural Justice in Sales Management: Scale Development and Validation," (Thomas G. Brashear, Charles M. Brooks, & James S. Boles) in the Journal of Business Research 57 (1), 86-93 (2004).

 

"The Effects of Realistic Job Preview and Perceptions of Training On Salesperson Performance and Attitudinal Commitment: A Longitudinal Study," (Hiram C. Barksdale, Jr , Danny N. Bellenger, James S. Boles, & Thomas G. Brashear), in the Journal of Personal Selling & Sales Management 23 (2), 125-138. (2003). Marvin Jolson Award Recipient: Best Contribution to Selling & Sales Management in Journal of Personal Selling & Sales Management 2003. 

 

"An Empirical Test of The Brown and Peterson Model In A Polish Context," (Thomas G. Brashear, Elzbieta Lepkowska-White, & Cristian Chelariu), in Journal of Business Research 56(12),971-78 (2003).

 

"An Empirical Test of Trust Building Processes and Outcomes in Sales Manager - Salesperson Relationships," (Thomas G. Brashear, Charles M. Brooks, James S. Boles, & Danny N. Bellenger), in the Journal of the Academy of Marketing Science, 31 (2), 189-200 (2003).

 

Academic and Professional Activities:

Member of the Collegiate Council of the American Marketing Association (2003-present)

Chair, Marketing Research SIG (2003-present)

Awards:

Nominated for University Outstanding Advisor Award, 2001-2002).

High Distinction Award at the Journal of Business and Industrial Marketing, (2000).

Outstanding Teaching Award, Isenberg School of Management, (1999-2000).

Lily Teaching Fellowship, (1999-2000).

Nominated for University Distinguished Teaching Award, (1998-2003).

Literati Award for Best Paper in the Journal of Business and Industrial Marketing, (1998).