Bauer Researcher Receives First Prize in Research Competition

Published on March 8, 2021

Johannes Habel Research on Business-to-Business Sales During Pandemic Recognized by Journal of Service Research and the Journal of the Academy of Marketing Sciences

Associate Professor Johannes Habel

Research from the C. T. Bauer College of Business that documents some of the challenges facing business-to-business sales employees during the pandemic has won first prize in a prestigious competition.

“Customer–Salesperson Relationships in Times of Crisis: A Power–Dependency Perspective,” by Marketing Associate Professor Johannes Habel and Claire Cardy, an MBA student at Warwick Business School, U.K., was named the winner of the “Frontlines-in-Crisis” research competition held in partnership with the Journal of Service Research (JSR) and the Journal of the Academy of Marketing Science (JAMS).

As winners of the competition, Habel and Cardy received a cash prize and an invitation to submit a full-length paper to JSR or JAMS for publication consideration.

“It is a great honor to win this competition,” Habel said. “The pandemic has been very hard on sales employees, and we hope that our research helps them navigate through these tough times.”

Habel said the two will expand the research, “Customer–Salesperson Relationships in Times of Crisis: A Power–Dependency Perspective,” before submitting for publication. 

Habel previously served on the faculty of the Warwick Business School and ESMT Berlin.

His research interests include personal selling, sales management, and digital transformation of sales. He is a member of the Editorial Review Board of the Journal of Personal Selling & Sales Management and JAMS and an ad-hoc reviewer for the Journal of Marketing.

He has received several awards, including the 2020 Marvin Jolson Award for the best contribution to selling and sales management practice, as well as five teaching awards between 2016 and 2020.

By Julie Bonnin