Shawn Green, Ph.D.

Shawn GreenProfessor of Marketing
Vernon Haase Professor of Business
Dunham School of Business

Office Location:  Dunham Hall, Room 237
Telephone: 630-844-5527
Fax: 630-844-7830
Email Address: sgreen@aurora.edu

Over the last several years, I have had the opportunity to introduce Dunham School of Business students to many sales and marketing professionals. The interaction with business professionals helps provide our students with a deeper understanding of the opportunities and expectations that lie ahead for them. In addition to teaching a variety of marketing and sales related courses, I also enjoy teaching students across the campus in the area of Business Environments and Ethical Dimensions. Additionally, it is also my pleasure to be a co-faculty professor working within the Dunham Scholars program.

Education
PhD Marketing, Union Institute
MS Management and Policy, University of Arizona
MBA Marketing and Management, Mankato State University
BS Business Administration/Marketing concentration, Bemidji State University

Areas of Specialization:

Professional Sales Process
Integrated Marketing Communications

Courses Taught:

Principles of Marketing
Professional Sales Process
Integrated Marketing Communications
Marketing Research
Marketing Management

Highlights of Presentations, Publications, Honors and Professional Contributions:

Green, S.A., and Gardner, E.J.,  "An Examination of the Application of the Sales Process by High Performing Salespeople in the Office Products Industry;"  Presented at and published in the proceedings of the Marketing Management Association at the MBAA Meetings 2012.

Green, S.A., and Gardner, E.J.,  "The Role of Sales Management, Engagement of the Sales Process, Vendor Relations and Use of Technology Based Selling on Sales Performance;" Presented at and published in the proceedings of the Marketing Management Association at the MBAA Meetings 2011.

Green, S.A., and Gardner, E.J.,  "The Role of Compensation, Quotas, and Belief on Sales Performance in the Office Products Industry;"  Presented at and published in the proceedings of the Marketing Management Association at the MBAA Meetings 2007.

Green, S.A., and Gardner, E.J.,  "The Effect of Different Sales Compensation Strategies on Sales Performance in the Office Products Industry;" Presented at and published in the proceedings of the Marketing Management Association at the MBAA Meetings 2006.

Green, S.A., and Gardner, E.J., "In Sales, Is There a Difference Between Like and Love? The Work Attitude – Altitude Connection;" Presented at and published in the proceedings of the Marketing Management Association at the MBAA Meetings 2005.

Green, S.A., and Gardner, E.J., "The Effect of Behaviors and Attitudes on Sales Performance Within the Office Products Industry: Does a Goal Focused Drive Lead to More Sales?" Presented at and published in the proceedings of the Marketing Management Association at the MBAA Meetings 2004.

Faculty coordinator of AU Sales Club - The students of the AU Sales Club are regular participants at the National Collegiate Sales Competition and the Northwoods Sales Warm-up.

Recipient of the 2004 Marcus and Mark H. Trumbo Award for Excellence in Teaching

Coordinator of the AU Sales Institute