Nathaniel Hartmann

Associate Professor of Marketing
Shidler College Faculty Fellow

Academic Background

Ph.D.       Purdue University, 2009-2012

M.B.A.     Purdue University, 2008-2009

B.A.         Daemen College, 2002-2006

Research Interests

Selling & Sales Management 


Marketing Strategy

Selected Publications

  • Hartmann, N.N., Weiland, H., and Vargo, S. (Forthcoming). Converging on a New Theoretical Foundation for Selling. Journal of Marketing. [The first two authors contributed equally].
    • This is the first conceptual/theoretical article published in sales within Journal of Marketing over the past 25+ years. 
  • Weiland, H., Hartmann, N.N., and Vargo, S. (Forthcoming). Business Models as Service Strategy. Journal of the Academy of Marketing Science.
  • Lussier, B., and Hartmann, N.N. (2017). How Optimism and Resilience Increase Salesperson’s Sales Performance and the Satisfaction of Their Customers: The Mediating Role of Customer-Oriented Behaviors. Industrial Marketing Management, 62, 160-170. [Both authors contributed equally]. 
  • Hartmann, N.N., Rutherford, B., and Park, J.K. (2017). Sequencing of Multi-faceted Job Satisfaction across Business-to-Business and Retail Environments: A Multi-group Analysis. Journal of Business Research, 70, 153-159. [The first two authors contributed equally]. 
  • Lee, R.P., and Chen, Q., and Hartmann, N.N. (2016). Enhancing Stock Market Return with New Product Preannouncements: The Role of Information Quality and Innovativeness. Journal of Product Innovation Management, 33 (4), 455-471. [All authors contributed equally].
  • Hartmann, N.N., and Rutherford, B.N. (2015). Psychological Contract Breach’s Antecedents and Outcomes in Salespeople: The Roles of Psychological Climate, Job Attitudes, and Turnover Intention. Industrial Marketing Management, 51, 158-170. 
  • Sheng, M.L., Hartmann, N.N., Chen, Q., and Chen, H. (2015). The Synergetic Effect of MNC Management’s Social Cognitive Capability on Tacit Knowledge Management - Product Innovation Ability Insights from Asia. Journal of International Marketing, 23 (2), 94-110.
  • Hartmann, N.N., Rutherford, B.N., Feinberg, R., and Anderson, J. (2014). Antecedents of Mentoring [in Salespeople]: Do Multi-Faceted Job Satisfaction and Affective Organizational Commitment Matter? Journal of Business Research, 67 (9), 2039-2044. 
  • Hartmann, N.N., Rutherford, B.N., Hamwi, G.A., and Friend, S.B. (2013). The Effects of Mentoring on Salesperson Commitment. Journal of Business Research, 66 (11), 2294-2300. 
  • Rutherford, B.N., Hamwi, G.A., Friend, S.B., and Hartmann, N.N. (2011). Measuring Salesperson Burnout: A Reduced Maslach Burnout Inventory for Sales Researchers. Journal of Personal Selling & Sales Management, 31 (4), 429-440. 


Hartmann is the receipient of prestigious awards and grants for his accomplishments in research and teaching. He is a regular reviewer for several leading marketing journals and serves on the editorial review board of the highest ranked industrial marketing journal (i.e., Industrial Marketing Management). Hartmann also serves as the National Conference in Sales Management Doctoral Track Co-Chair and is involved with the disbursement of research grants. 

Additional Information

Hartmann regularly interacts with media and other organizations to share his expertise in sales, retail, and innovation. His interviews have been featured over television, radio, print, and digital mediums resulting in millions of impressions. Hartmann also has an interest in helping local start-ups refine their business models, go-to-market strategy, and sales operations. At Shidler, Hartmann represents his department in recruiting and selecting marketing PhD students. 

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University of Hawai‘i at Mānoa
Shidler College of Business
2404 Maile Way



Contact Info

(808) 956-6607