Faculty & Staff Directory

iconiconiconiconNameZachary HallImageZachary HallFirstnameZacharyLastnameHallOffice Phone817-257-5068
Emailz.hall@tcu.edu
Websitehttps://www.linkedin.com/in/zachrh/
VitaeDownload Vita
Position:Assistant Professor of Marketing
Director of Operations - TCU Sales and Customer Insights Center
Department:Marketing DepartmentOffice:TOCB 102Role:FacultyEducation
  • Ph.D., Marketing, University of Houston
  • M.S.B.A., Finance, Texas Tech University
  • M.B.A., Texas Tech University
  • B.B.A., Marketing, Texas A&M University - Corpus Christi
Areas of Expertise / Research
  • Sales Force Management and Effectiveness
  • Buyer-Seller Relationships
Work Experience
  • Financial/Pricing Analyst
  • Sales & Marketing Manager
Courses Taught
  • Marketing Management
  • Consultative Selling
  • Persuasion and Influence
Key Publications
  • Bommaraju, Raghu, Michael Ahearne, Zachary R. Hall, Seshardri Tirunillai and Son Lam (2018), “The Impact of Mergers and Acquisitions on the Sales Force,” Journal of Marketing Research, Vol. 55(2) 254-264.
  • Bruno Lussier and Zachary R. Hall (2018), “Cooperation in B2B relationships: Factors that influence customers’ perceptions of salesperson cooperation,” Industrial Marketing Management, Vol 69 209-220. (equal contribution).
  • Hall, Zachary R., Ryan Mullins, Niladri Syam, and Jeffrey Boichuk (2017), “Generating and Sharing of Market Intelligence in Sales Teams: An Economic Social Network Perspective,” Journal of Personal Selling and Sales Management, Vol. 27(4) 298-312 (equal contribution).
  • Hall, Zachary R., Michael Ahearne, and Harish Sujan (2015), “The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson-Customer Interactions,” Journal of Marketing, May 2015, Vol 79, No. 3, 91-109.
  • Ryan R. Mullins, Michael Ahearne, Son K. Lam, Zachary R. Hall, and Jeffrey P. Boichuk (2014) Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability. Journal of Marketing: November 2014, Vol. 78, No. 6, pp. 38-58 (equal contribution).
  • Boichuk, Jeff, Willy Bolander, Zachary R. Hall, Michael Ahearne, William Zahn, and Melissa Nieves (2014), "Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership," Journal of Marketing, January, Vol. 78 (1) 95-111 (first five authors contributed equally).
  • Wagner, Tillmann, Pelin Bicen, and Zachary R. Hall (2008), "The dark side of retailing: towards a scale of corporate social irresponsibility," International Journal of Retail & Distribution Management, 36 (2), 124-142.
Awards / Recognition
  • 2019 MSI's Young Scholar
  • 2018 Innovation in Teach Award
  • 2016 Sales Excellence in Research Award
  • 2015 Sales Excellence in Research Award
  • 2014 Winner of the AMA Sales SIG Dissertation Competition
  • 2013 Finalist for Mary Kay Dissertation Competition
  • 2013 Teaching Excellence Award
  • 2012 Winner of the AMA Sales SIG Dissertation Proposal Competition
  • 2011 University Sales Education Foundation Research Grant
Consulting
  • ZRH Consulting