Dr. Larry Chonko

Professor Larry Chonko is The Thomas McMahon Professor in Business Ethics at The University of Texas at Arlington. Born in Jersey City, New Jersey, he received his Bachelor of Science in Business and Economics from Lehigh University (1973). He received an M.B.A. (1975) and Ph.D. (1978) from the University of Houston, where he was the recipient of the university’s Teaching Excellence Award. Professor Chonko has also taught at Baylor University (1985-2007) and Texas Tech University (1978-1985) where he was the recipient of the President’s Award for Teaching Excellence and the Outstanding Teacher Award presented by Mortar Board and Omicron Delta Kappa. Professor Chonko is a recipient of the Southwestern Business Dean’s Association Innovative Achievement Award. He has also received recognition for outstanding teaching by various student organizations at Baylor. He is also the recipient of the American Marketing Association Sales Interest Group Lifetime Achievement Award, the Direct Selling Education Foundation’s Circle of Honor Award and the Baylor Bear Foundation’s “Moon” Mullins Award for service to the athletic program.
Professor Chonko’s research interests include business ethics, professional selling and sales management, change management, and leadership. He has published almost 100 refereed journal articles. His scholarly work has appeared in Journal of Marketing, Journal of Marketing Research, Academy of Management Journal, Journal of Applied Psychology, Journal of Personal Selling and Sales Management, Journal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Advertising Research, Journal of Advertising, Journal of Business Research, Journal of Retail Banking, the Marketing Education Review, Journal of Marketing Education, Marketing Management, Journal of Marketing Theory and Practice as well as other journals and edited volumes. He also has over 100 other publications to his credit. Nine of his papers have received “best paper” recognition, one being nominated for “Best Sales Papers” of the 20th Century and one being selected as having the most impact in his discipline over a 15 year period by the Journal of Business Research. He is also the recipient of several research grants.

Professor Chonko has authored or co-authored 15 books, Entrepreneurship and Leadership in Business; Selling ASAP; Direct Marketing, Direct Selling, and the Mature Consumer; Managing Salespeople; Professional Selling; Creative Entrepreneurship; Business the Economy and World Affairs, 8 editions; and Ethics and Marketing Decision Making.

During his career, Professor Chonko has taught approximately 20 different classes in Marketing, Management and Statistics at the Bachelor’s, Masters’, and Ph.D. level. He has also taught in Baylor’s and UT Arlington’s Executive MBA program. His teaching interests include professional selling and sales management, strategic planning, marketing research, business ethics, and managing change.

Professor Chonko served as Editor of the Journal of Personal Selling and Sales Management, the only academic journal devoted exclusively to the field of professional selling and sales management. He has been co-editor of a monthly column that appeared in Direct Selling News. He also served as editor of Winning Traditions, a monthly sales newsletter.

Throughout his career, Professor Chonko has been a consultant to dozens of small, medium, and large organizations in the industrial products, consumer products, services, and non-profit industries. His work has contributed to the growth and development of a variety of organizations. He has served on the Board of the Direct Selling Education Foundation, Health Dynamics Foundation, Inc., and the Center for Education and Development.

Research Awards and Recognition

2006: Chonko, Lawrence B. and Eli Jones, “The Need for Speed: Agility Selling,” Journal of Personal Selling and Sales Management, Sales SIG “Excellence in Research” Award.

2004: Journal of Personal Selling and Sales Management, “The Impact of Perceived Ethical Climate on the Search for Salesforce Excellence” Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice.

2002: Journal of Personal Selling and Sales Management – “The Role of Environmental Turbulence, Readiness For Change, And Salesperson Learning In The Success of Sales Force Change” James M. Comer Award for best contribution to Selling/Sales Management Theory/Methodology

2000: Journal of Business Research – first ever Impact in Marketing Scholarship Award for “Ethics and Marketing Management: An Empirical Examination,” published in 1985.

2000: American Marketing Association Sales SIG – “Organization Commitment in the Sales Force (1986), Journal of Personal Selling and Sales Management, (November), 19-27; one of 36 papers nominated for top sales articles of the twentieth century.

1997: Journal of Personal Selling and Sales Management – Best Paper: “Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance.”

Also received the following recognition:

1996-1997: American Marketing Association Sales SIG – “Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance,” nominated for best sales paper in all marketing journals for this two-year time frame.

Chonko, Lawrence B. and Eli Jones (2011), “Sales Force Agility, Strategic Thinking, and Value,” The Oxford Handbook of Sales Management and Sales Strategy, (Oxford University Press; Oxford University).

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