Scholars

Jones, Eli

Professor

Positions:

Professor of Marketing, Mays Business School, Texas A&M University
Former Dean, Mays Business School, Mays Business School, Texas A&M University
Professor, Marketing, Mays Business School

Research Areas:

Corporations

UN Sustainable Development Goals:

Single Page Bio

Profile Summary

elijones@tamu.edu

1 979 845 4711

Co-author Network

Map of Science

Websites

Mays Business School

UN Sustainable Development Goals:

Research Areas:

Corporations

Twitter

Tweets by @Dr_Eli_Jones

overview

My research interests focus on business-to-business relationship selling and sales leadership/management. In particular, I pursue research projects that address the changing nature of the professional selling environment and motivating professional salespeople to adapt and thrive in such dynamic environments. My research informs academics and practitioners.

education and training

Ph.D. in Marketing, Texas A&M University - (College Station, Texas, United States) 1997
M.B.A. in Business Administration, Texas A&M University - (College Station, Texas, United States) 1986
B.S. in Journalism, Texas A&M University - (College Station, Texas, United States) 1982

selected publications

Academic Articles44

Mangus, S., Jones, E., Folse, J., & Sridhar, S. (2021). We are Not on the Same Page: The Effects of Salesperson Trust Overestimation on Customer Satisfaction and Relationship Performance.
Mangus, S. M., Jones, E., Folse, J., & Sridhar, S. (2020). The interplay between business and personal trust on relationship performance in conditions of market turbulence. Journal of the Academy of Marketing Science. 48(6), 1138-1155.
Mangus, S., Jones, E., Folse, J., & Sridhar, S. (2020). The Effects of Salesperson Trust Overestimation on Relationship Performance.
Mangus, S. M., Bock, D. E., Jones, E., & Folse, J. (2020). Examining the effects of mutual information sharing and relationship empathy: A social penetration theory perspective. Journal of Business Research. 109, 375-384.
Mangus, S., Jones, E., Folse, J., & Sridhar, S. (2018). Leveraging Trust in Buyer-Seller Relationships to Battle Market Turbulence.

Books3

Jones, E., Chonko, L., Stevens, C., & Jones, F. (2012). Selling ASAP Art, Science, Agility, Performance. LSU Press.
Bauer, J., Dixon, A., Ingram, T., Jones, E., LaForge, B., Leigh, T., Marshall, G., & Morris, M. (2006). Strategic Sales Leadership Breakthrough Thinking for Breakthrough Results. Cengage Learning.
Jones, E., Stevens, C. G., Chonko, L. B., & Chonko, L. (2004). Selling ASAP Art, Science, Agility, Performance. South-Western Pub.

Chapters2

Chonko, L. B., & Jones, E. (2015). The Need for Speed: Agility Selling. Spotts, H. E. (Eds.), Developments in Marketing Science: Proceedings of the Academy of Marketing Science. 165-165. Springer International Publishing.
Chonko, L. B., & Jones, E. (2011). Sales Force Agility, Strategic Thinking, and Value Propositions. The Oxford Handbook of Strategic Sales and Sales Management. Oxford University Press.