Education
Ph.D., Texas A&M University, 1997
M.B.A., Texas A&M University, 1986
B.S., Texas A&M University, 1982

Teaching and Other Awards:
2009 Best Paper Award from the Academy of Marketing Science for "Modeling the Impact of Salesperson Attitudes, Perceived Norms, and Behavioral Intentions on the Growth Trajectory of New Products" (with Frank Fu, Keith Richards, and Douglas Hughes).

2006 Best Paper Award from the American Marketing Association’s Sales Special Interest Group for “The Need for Speed: Agility Selling” (with Larry Chonko).

AMA Sheth Foundation Doctoral Consortium Faculty Fellow (2004-07; 2009).

2004 Best Paper Award from the National Conference in Sales Management.

2004 Best Paper Award from the Marketing Management Association Conference.

2004 Best Professor Award from Vlerick-Leuven Gent Management School, Belgium.

2003 Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice for “Factors Leading to Sales Force Automation Use: A Longitudinal Analysis.”

2003 James M. Comer Award for Best Contribution to Selling and Sales Management Theory/Methodology.

Madison Who’s Who (2006).

International Who’s Who (2005-present).

Marquis Who’s Who (2003-present).


Interests
Research Interest: Sales and Sales Management

Selected Research Publications
''The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales.'' Journal of Personal Selling and Sales Management, 29, 3, 2009. Eli Jones, with Frank Fu and Keith Richards.

''High Touch through High Tech: The Impact of Salesperson Technology Usage on Customer Satisfaction and Salesperson Performance..'' Management Science, 54, 2008: 671-685. Eli Jones, with Michael Ahearne, Adam Rapp, and John Mathieu.

''Product Innovativeness, Customer Newness, and New Product Performance: A Time-Lagged Examination of the Impact of Salesperson Selling Intentions on New Product Performance.'' Journal of Personal Selling and Sales Management, 28, 4, 2008: 351-364. Eli Jones, with Frank Q. Fu, and Willy Bolander.

''Examining the Effect of Salesperson Service Behavior in a Competitive Context..'' Journal of the Academy of Marketing Science, 35, 2007: 603-616. Eli Jones, with Michael Ahearne, and Ronald Jelinek.

''Technology Use on the Front Line: A Longitudinal Analysis of How Technology Enhances Individual Performance..'' Journal of the Academy of Marketing Science, 35, 2007: 101-112. Eli Jones, with Suresh Sundaram, Andrew Schwarz and Wynne Chin.

''The Role of Overload on Job Attitudes, Turnover Intentions, and Salesperson Performance..'' Journal of Business Research, 60, 7, 2007: 1-17. Eli Jones, with Lawrence Chonko, Deva Rangarajan, and James Roberts.

''Managing the Drivers of Organizational Commitment and Salesperson Effort: An Application of Meyer and Allen's Three-Component Model.'' Journal of Marketing Theory and Practice, forthcoming. Eli Jones, with Frank Q. Fu, and Willy Bolander.

''Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework.'' Journal of Personal Selling and Sales Management, forthcoming. Eli Jones, with Keith Richards.

''Developing a Strategic Framework of Key Account Performance.'' Journal of Strategic Marketing, forthcoming. Eli Jones, with Keith Richards, Diane Halstead, and Frank Fu.

''Modeling New Product Performance Growth Curves:The Moderation and Mediation Effects of Salesperson Selling Intentions.'' Journal of Marketing, Revision Invited. Eli Jones, with Frank Fu, Keith Richards, and Douglas Hughes.

Books
Sales Handbook (Chapter: Sales Force Agility, Strategic Thinking, and Value Propositions). with Larry Chonko. Oxford University Press, forthcoming.

Strategic Sales Leadership: Breakthrough Thinking for Breakthrough Results. The Sales Educators . Thompson Learning: OH, 2006.

Selling ASAP: Art, Science, Agility, Performance. Jones, Eli, Carl Stevens, and Larry Chonko . Thompson Learning: OH, 2005.


Professional Activities:
Board of Directors/Advisory Boards
Administaff, Class I Director (2004-present)
Dovarri (2004-2006)
Btek (2003-2004)
City Year Louisiana (2009-present)
Baton Rouge Area Chamber (2009-present)
Baton Rouge Arts Council (2009-present)
Rotary Club of Baton Rouge (2009-present)

Employed by LSU since
7/1/2008