About

Thomas G. Brashear Alejandro is an Associate Professor of Marketing at the University of Massachusetts Amherst's Isenberg School of Management. He has been with the university since 2003, having previously served as an Assistant Professor from 1997 to 2003. His academic background includes a PhD in Marketing from Georgia State University, obtained in 1998, a Master of Science in Marketing from Georgia State University in 1996, an MBA from Eastern Kentucky University in 1992, and undergraduate degrees in Spanish from Centre College and Economics from the University of Kentucky, both earned in 1992 and 1989 respectively. His research interests focus on Business-to-Business (B2B) technology commercialization, go-to-market strategies, sales channels, and global marketing. He has contributed to the field through various publications and is involved in teaching marketing strategy, global marketing channels, and sales management. Brashear Alejandro's work emphasizes understanding the dynamics of B2B markets and the strategic processes involved in technology adoption and commercialization.

Research topics

• Political Science
• Psychology
• Economics
• Finance
• Microeconomics
• Social psychology
• Business
• Public relations

Selected publications

• Drivers of Salespeople Engagement--Measurement Model

  PsycTESTS Dataset · 2024-01-01

  dataset
  PublisherDOI

• Guest editorial: A blockchain-based approach to marketing in the sharing economy

  Journal of Business Research · 2024-04-01 · 17 citations

  editorialOpen access

  In exploring where blockchain technology meets marketing within the rapidly evolving sharing economy, this comprehensive editorial unveils a critical research frontier. Featuring fourteen pioneering articles, the editorial delves into the transformative potential of blockchain to revolutionize marketing strategies, addressing pressing challenges such as technology integration, privacy concerns, regulatory frameworks, governance structures, and the intricacies of business collaboration in decentralized marketplaces. Organized into four thematic segments, the editorial navigates through the nuances of employing blockchain in advertising and marketing strategies, harnessing blockchain to foster customer–brand relationships, addressing issues related to designing decentralized blockchain ecosystems, and understanding both resistance to and the adoption of blockchain technology in the sharing economy. Additionally, this editorial suggests twenty research directions that hold the promise of delivering groundbreaking insights, potentially heralding a new era at the intersection of blockchain technology and marketing within the decentralized ecosystem of the sharing economy.

  PublisherDOI

• Drivers of salespeople engagement: A justice perspective

  Industrial Marketing Management · 2023

  • Political Science
  • Business
  • Psychology
  PublisherDOI

• Revisiting and replicating the dominant logic on salesperson job satisfaction, organizational commitment, and turnover

  Journal of Business Research · 2019-11-26 · 29 citations

  article
  PublisherDOI

• The State of Research Methods in Personal Selling and Sales Management Literature

  Journal of Personal Selling and Sales Management · 2012-09-01 · 16 citations

  articleSenior author

  This study examines the state of research methods in the personal selling and sales management (SALES) literature and assesses the trends and changes in these methods that have taken place in recent decades. The authors examine the research methods described by 1,346 sales articles published in 15 prominent journals over a 29-year period (1980–2008). They compare articles published in Journal of Personal Selling & Sales Management with the aggregate of sales articles published in other journals as well as with articles published in Industrial Marketing Management to reveal any common trends or differences. The results indicate some important shifts in the use of research methods in SALES literature as well as significant differences in the research methods published across different research outlets. This paper outlines the implications of the findings and offers suggestions for how the discipline might improve its use of various research tools.

  PublisherDOI

• The role of social capital and knowledge transfer in selling center performance

  Journal of Business and Industrial Marketing · 2011-02-19 · 60 citations

  article

  Purpose This paper aims to understand how organizational and interpersonal relationships influence selling centers, and how to form an effective selling center to establish cooperation among the functional departments to satisfy customer needs. Design/methodology/approach The selling center and social capital literatures are reviewed. A social network perspective is employed to explore the internal and external relationships of corporate selling centers. Findings Building upon social capital literature and team literature, the authors propose that selling center performance is influenced by its internal and external social capital. Social capital influences selling center performance through facilitating knowledge transfer and absorption within and across the selling center. Practical implications The findings help sales managers diagnose the problems of the social networks among their selling center members, to improve their selling center performance in the future. Originality/value The paper investigates the relationships among social capital, knowledge transfer and absorption and team performance in the selling center context. By considering both intra‐firm relationships and inter‐firm relationships, this study provides a relatively complete picture of selling center performance and adds knowledge to the field.

  PublisherDOI

• The role of channel orientation in B2B technology adoption

  Journal of Business and Industrial Marketing · 2011-02-19 · 26 citations

  article

  Purpose The purpose of this paper is to develop an in‐depth understanding of the issues that organizations consider and experience when making the decision to adopt B2B technologies. Design/methodology/approach The paper uses a qualitative approach to collect and analyze data. In‐depth interviews were conducted to help generate new themes, and ideas about B2B technology adoption. After the data were collected, the authors used an elaborate multi‐stage process to code, analyze, and interpret the data generated from the interviews. Findings The main theme that emerged out of this study is that an organization's response to requests from its trading partner to adopt B2B technologies is highly influenced by its marketing channel orientation. The study identifies three types of marketing channel orientations that can influence a firm's technology adoption decision and demonstrates how each of these orientations influence a firm's responses and attitudes towards B2B technology adoption. Originality/value The study is important to practitioners since it helps them recognize the value of understanding their trading partner's channel strategies and orientations as they develop strategies to get their suppliers to adopt B2B technologies. It also contributes to the academic literature by demonstrating the value of a firm's channel strategy orientation, a very important concept that has been ignored in the channels and B2B technology adoption literature.

  PublisherDOI

• Qualitative Methods in International Sales Research: Cross-Cultural Considerations

  Journal of Personal Selling and Sales Management · 2011-03-01 · 33 citations

  articleSenior author

  As the global marketplace continues to change owing to the proliferation of global brands, changing international trade policies, and the rise of consolidated buyer power, the need for cross-cultural sales research continues to increase. International sales research differs from its domestic counterparts because its application to a multitude of cultural environments where comparable, relevant data are oftentimes nonexistent. In a similar vein, the roles, activities, and approaches to sales may vary across markets, which injects bias and confounds the results. Because of this complexity, conducting international sales research requires flexibility and creativity on the part of the researcher. The complexity of the international marketplace, the extreme differences that exist in different countries, and the unfamiliarity of foreign markets demand better information prior to launching costly international marketing and sales strategies. The focus of this paper is to develop a framework and discuss the role of qualitative methods in international sales research. More specifically, the paper focuses on the following key topics: the value of qualitative research, measurement equivalence in cross-cultural sales research, theory testing and building, and cross-cultural issues in conducting international sales research.

  PublisherDOI

Frequent coauthors

• Reza Rajabi

  University of Tehran

  3 shared

• Elad Granot

  2 shared

• Hossein Hashemi

  2 shared

• Anthony K. Asare

  Quinnipiac University

  2 shared

• Vishal Kashyap

  Queen Mary University of London

  2 shared

• James S. Boles

  University of North Carolina at Greensboro

  2 shared

• Jīng Yáng

  1 shared

• Jing Yang

  China Soong Ching Ling Foundation

  1 shared