Nathan Hartmann

Nathaniel Hartmann
  • Associate Professor of Marketing
  • Shidler Faculty Fellow


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(808) 956-6607

Academic Background

  • Ph.D. Purdue University, 2009-2012
  • M.B.A. Purdue University, 2008-2009
  • B.A. Daemen College, 2002-2006

Research Interests


Sales Force Effectiveness; Innovation; Marketing Strategy

Selected Publications

  1. Hartmann, N.N., Wieland, H., and Vargo, S. (2018). Converging on a New Theoretical Foundation for Selling. Journal of Marketing, 82 (2), 1-18. [The first two authors contributed equally]. *Lead Article. [FT50; ABS = 4*]

  • Recipient of the Shelby D. Hunt /Harold H. Maynard Award for making the most significant contribution to marketing theory in Journal of Marketing in a given calendar year.

  • First conceptual article published on the sales topic in a UT-Dallas ranking premier journal in past 25+ years. 
  1. Wieland, H., Hartmann, N.N., and Vargo, S. (2017). Business Models as Service Strategy. Journal of the Academy of Marketing Science, 45 (6), 925-943. [FT50; ABS = 4*]

  2. 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]. [ABS = 3].

  3. 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]. [ABS = 3].

  4. 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. Acceptance rate of JPIM is 5-7% as per the JPIM website. [All authors contributed equally]. [ABS = 4].

  5. 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. [ABS = 3].

  6. 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. [ABS = 3].

  7. 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. [ABS = 3].

  8. 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. [ABS = 3].

  9. 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. [ABS = 2].

Awards & Honors

Hartmann is the receipient of prestigious awards and grants for his accomplishments in research and teaching. A recent work received the Shelby D. Hunt /Harold H. Maynard Award for making the most significant contribution to marketing theory in Journal of Marketing in a given calendar year. He is a regular reviewer for several leading marketing journals and serves on the editorial review board of the highest ranked journals dedicated to selling & sales management (Journal of Personal Selling & Sales Management) and industrial marketing management (i.e., Industrial Marketing Management). He is currently co-editing a special issue at the Journal of Service Research focused on "The Interface of Sales and Service" and a special issue at the Journal of Personal Selling & Sales Management focused on "Systemic and Holistic Perspectives on Sales Theory". Hartmann also serves as the National Conference in Sales Management Doctoral Track Co-Chair and is involved with the disbursement of research grants. During the 2018-2019 academic year, Hartmann served as a Visiting Associate Professor of the Design & Innovation Department at the Weatherhead School of Management, Case Western Reserve University.

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.