Dr. Larry Chonko
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).