Nathan Hartmann

Nathaniel Hartmann
  • Associate Professor of Marketing
  • Shidler Faculty Fellow

Room

BusAd C-501k

Phone

(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

HARTMANN IS LOOKING TO PARTNER WITH COMPANIES TO PERFORM MANAGERIALLY ORIENTED  RESEARCH ON ISSUES RELATED TO SALES FORCE EFFECTIVENESS, BUYER BEHAVIOR, AND INNOVATION. Please contact him for more information.

Sales Force Effectiveness; Innovation; Marketing Strategy

Selected Publications

  • “Salesperson Influence Tactics and the Buyer Purchase Decision: The Mediating Role of Buying Agent Trust and Moderating Role of Buyer Agent Regulatory Orientation Focus,” (Forthcoming) with Plouffe, C., Kohsuwan, P., and Cote, J. Industrial Marketing Management.

  • “Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson-Manager Dyadic Approach,” (Forthcoming) with Lussier, B., and Bolander, W. Journal of Business Ethics.

  • “The Intersection of Service and Sales: The Increased Importance of Ambidexterity,” (2020) with Rapp, A., Baker, T., and Ahearne, M. Journal of Service Research, 23(1), 8-12.

  • “Impact of Subsidiaries’ Cross-border Knowledge Tacitness Shared and Social Capital on MNCs’ Exploratory and Exploitative Innovation,” (2019) with Sheng, M. Journal of International Management, 25 (4), 1-16.

  • “Converging on a New Theoretical Foundation for Selling,” (2018) with Wieland, H., and Vargo, S. Journal of Marketing, 82 (2), 1-18.

    • 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. 

  • “Business Models as Service Strategy,” (2017) with Wieland, H., and Vargo, S. Journal of the Academy of Marketing Science, 45 (6), 925-943.

  • “How Optimism and Resilience Increase Salesperson’s Sales Performance and the Satisfaction of Their Customers: The Mediating Role of Customer-Oriented Behaviors,” (2017) with Lussier, B.  Industrial Marketing Management, 62, 160-170.

  • “Sequencing of Multi-faceted Job Satisfaction across Business-to-Business and Retail Environments: A Multi-group Analysis.” (2017) with Rutherford, B., and Park, J.K. Journal of Business Research, 70, 153-159.

  • “Enhancing Stock Market Return with New Product Preannouncements: The Role of Information Quality and Innovativeness,” (2016) with Lee, R.P., and Chen, Q.  Journal of Product Innovation Management, 33 (4), 455-471.

  • “Psychological Contract Breach’s Antecedents and Outcomes in Salespeople: The Roles of Psychological Climate, Job Attitudes, and Turnover Intention,” (2015) with Rutherford, B.N. Industrial Marketing Management, 51, 158-170.

  • “The Synergetic Effect of MNC Management’s Social Cognitive Capability on Tacit Knowledge Management - Product Innovation Ability Insights from Asia” (2015) with Sheng, M.L., Chen, Q., and Chen, H. Journal of International Marketing, 23 (2), 94-110.

  • “Antecedents of Mentoring [in Salespeople]: Do Multi-Faceted Job Satisfaction and Affective Organizational Commitment Matter?,” (2014) with Rutherford, B.N., Feinberg, R., and Anderson, J.  Journal of Business Research, 67 (9), 2039-2044.

  • “The Effects of Mentoring on Salesperson Commitment,” (2013) with Rutherford, B.N., Hamwi, G.A., and Friend, S.B. Journal of Business Research, 66 (11), 2294-2300.

  • “Measuring Salesperson Burnout: A Reduced Maslach Burnout Inventory for Sales Researchers,” (2011) with Rutherford, B.N., Hamwi, G.A., Friend, S.B. Journal of Personal Selling & Sales Management, 31 (4), 429-440.

 

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 Journal of Business Research as well as the highest ranked journals dedicated to selling & sales management (i.e., 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. 

 

Teaching Information

Hartmann is an advocate for greater transparency in higher education. His full unedited teaching evaluations are accessible at https://www.hawaii.edu/ces/search-published.html?campus=8&course=&instructor=Hartmann&website=

Course

Level

Instructor; Course Rating

Students (N)

Semester, Year

Sales and Sales Management

Undergrad

4.9/5.0; 4.9/5.0

26

Fall, 2019

Retailing Management

Undergrad

4.7/5.0; 4.5/5.0

40

Fall, 2018

International Marketing Strategy Doctoral Seminar

Graduate

5.0/5.0; 5.0/5.0

3

Spring 2018

Sales and Sales Management

Undergrad

4.6/5.0; 4.4/5.0

37

Fall, 2018

Retailing Management

Undergrad

5.0/5.0; 4.8/5.0

40

Fall, 2018

Sales and Sales Management

Undergrad

4.9/5.0; 4.9/5.0

20

Spring, 2017

Retailing Management

Undergrad

4.6/5.0; 4.5/5.0

26

Spring, 2017

Sales and Sales Management

Undergrad

4.9/5.0; 4.9/5.0

10

Fall, 2016

Retailing Management

Undergrad

4.8/5.0; 4.9/5.0

33

Fall, 2016

Sales and Sales Management

Undergrad

4.8/5.0; 4.8/5.0

35

Spring, 2016

Retailing Management

Undergrad

4.8/5.0; 4.7/5.0

36

Spring, 2016

Sales and Sales Management

Undergrad

4.8/5.0; 4.9/5.0

30

Fall, 2015

Retailing Management

Undergrad

4.7/5.0; 4.5/5.0

38

Fall, 2015

Sales Management

Undergrad

4.5/5.0; 4.5/5.0

44

Spring, 2015

Retailing Management

Undergrad

4.8/5.0; 4.7/5.0

40

Spring, 2015

Sales Management

Undergrad

4.5/5.0; 4.3/5.0

12

Fall, 2014

Retailing Management

Undergrad

4.9/5.0; 4.6/5.0

31

Fall, 2014

Sales Management

Undergrad

4.5/5.0; 4.4/5.0

31

Spring, 2014

Retailing Management

Undergrad

4.7/5.0; 4.5/5.0

35

Spring, 2014

Professional Selling

Undergrad

4.9/5.0; 4.6/5.0

15

Fall, 2013

Sales Management

Undergrad

4.6/5.0; 4.6/5.0

31

Spring, 2013

Retailing Management

Undergrad

4.8/5.0; 4.7/5.0

37

Spring, 2013

Other, Independent Study

PhD

1

Spring, 2014