Shawn Green, Ph.D.

Shawn GreenProfessor of Marketing
Vernon Haase Professor of Business

Office Location:  Dunham Hall 237
Telephone Number: 630-844-5527
Email Address: sgreen@aurora.edu

Teaching Philosophy
My teaching philosophy is focused on our students having a successful collegiate experience in their academic pursuits. In the classroom, I enjoy asking questions for the purpose of generating active class discussion. It is also important for me that students ask questions of myself and each other. The objective is to learn from everyone in the classroom. Within each course, there are project-based assignments and applied learning designed to assist in career preparation. The closer that learning activities reflect real issues that organizations are confronted with on regular basis, the more prepared students are for an early career start. Additionally, I believe in being accessible to my students by being available outside of class as well.  If I can listen to the goals of our students and offer relevant advice for their career path, I believe I have made an impact.

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

Areas of Specialization
Consumer Behavior
Professional Sales Process

Courses Taught
Principles of Marketing
Professional Sales Process
Consumer Behavior
Integrated Marketing Communications                                                     
Marketing Management

Highlights of Publications, Honors and Professional Contributions:Highlights of Publications, Honors and Professional Contributions
Green, S.A., The Influence of Student Major on Sales Profession Career Choice, Presented at the Fall 2014 Marketing Management Association Educators Conference as a position paper and published in the conference proceedings, San Antonio, TX.

Green, S.A.,  Implications for How Fear of Rejection Can Impact Sales call Reluctance, Presented at and published in the proceedings of the Marketing Management Association of the Midwest Business Administration Association, 2014 March Meetings, Chicago, IL.

Green, S.A., and Gardner, E.J.,  An Examination of Client Purchase Decision Factors and the Use of Sales Support Technology of High Performing Salespeople in the Office Products Industry: Presented at and published in the proceedings of the Marketing Management Association of the Midwest Business Administration Association, 2013 Meetings, Chicago, IL.

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.

Faculty coordinator of AU AMA Sales Team.  The students of the AU AMA Sales Team are regular participants at the National Collegiate Sales Competition and Regional Competitions.  

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

Coordinator of the AU Sales Institute.

Highlights of Campus Involvement
Faculty Coach of the Aurora University American Marketing Association Sales Team
Internship Faculty Sponsor
Dunham Scholar Professor
Participating member of the Institute of Collaboration