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Selected Presentations and Publications
Su, H., Comer, L.B., and S. Lee (2008), "The Effect of Expertise on Consumers' Satisfaction with Recommendation Agents," Psychology and Marketing, 25(9): 859–880.
Liu, S. and Comer, L. B. (2007), "Salespeople as Information Gatherers: Associated Success Factors," Industrial Marketing Management, 36 (July), 565-574.
Drollinger, T., Comer, L.B., & Warrington, P.T. (2006). "Development and validation of the active empathetic
listening scale," Psychology and Marketing. 23 (2) 151-188.
Comer, L.B. & Maxwell, S. (2005). "Toward
a theory of cross-cultural empathy in the personal selling
context," Presented at the 2005 World Marketing Conference,
Academy of Marketing Science . Muenster, Germany, July
6-9, 2005
Comer, L.B., Nicholls, J.A.F., Rubio Sanchez, A., & Pico,
A. (2005). "The impact of observable imilarity on
salespeople's expectations about the cross-cultural sales interaction," Presented
at the National Conference in Sales Management . March
2005
Su, H.J., Lee, S., Ding, J., & Comer, L.B. (2005). "Relations
among measures of trait empathy, empathetic response, and willingness
to get involved in customer-contact situations," Psychological
Reports, 97, . 378-380.
Dubinsky, A.J., Anderson, R.E., & Comer, L.B. (2001). "Leaders
in Selling and Sales Management in Memoria: Marvin A. Jolson--Nonpareil
Ambassador of Selling and Sales Management," Journal of
Personal Selling and Sales Management, XXI . (Fall), 263-264
Liu, S.S., Comer, L.B., & Dubinsky, A.J. (2001). "Gender
differences in attitudes toward women as sales management in
the People's Republic of China," Journal of Personal Selling
and Sales Management, XXI . (Fall), 303-311.
Leigh, T., Pullins, E., & Comer, L.B. (2001). "The
top ten sales articles of the twentieth century," Journal
of Personal Selling Sales Management, XXI . (Summer),
217-227.
Comer, L.B. & Nicholis, J.A.F. (2000). "Communication
between Hispanic salespeople and their customers: A first look," Journal
of Personal Selling and Sales Management, XX . (Summer),
121-128
Comer, L.B. & Drollinger, T. (1999). "Active
empathetic listening and selling success: A conceptual framework," Journal
of Personal Selling and Sales Management, XIX . (Winter),
15-30
Current Research Interests
- Personal qualities affecting selling performance — specific
interests involve empathy and listening to salespeople
- Diversity on the sales force — specific interests involve
women and Hispanics
Teaching Philosophy
- Fellow, Purdue University Teaching Academy
Teaching Interests
- Personal preparation for professional selling
- Advanced professional selling
- Research methodology
Professional Organizations
- Pi Sigma Epsilon
- Academy of Marketing Science
- American Marketing Association
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