Dr. John Cicala in office

Research Activity

(Also available at www.researchgate.com and www.ssrn.com)

Publications in peer-reviewed academic journals

  • Bush, Alan J., Victoria Bush, Jared J. Oakley, & John E. Cicala, (2014) "Formulating Undergraduate Student Expectations for Better Career Development in Sales: A Socialization Perspective," Journal of Marketing Education.
  • Cicala, John E., Alan J. Bush, Daniel L. Sherrell, and George Deitz, (2014), “Does Transparency Influence the Ethical Behavior of Salespeople,” Journal of Business Research, 67(9), 1787-1795.
  • Cicala, John E. (2014), “The Individual and Organizational Hazards of Loneliness on Salespeople,” Review of Business and Finance Studies, 5(1), 27-36.
  • Cicala, J. E. (2014). “Make Sure You Meet Where You Actually Claimed to Meet.” In S. Castleberry & J. Tanner (Eds.), Selling: Building Partnerships (9th Ed., p. 186).  McGraw-Hill: New York.
  • Cicala, John E., Rachel Smith and Alan Bush (2013), “What Makes Sales Presentations Effective: A Buyer-Seller Perspective,” (Summary).  In Personal Selling and Sales Management Abstracts (Deeter-Schmelz, D. R., Ed.), Journal of Personal Selling and Sales Management, 33(2), 226
  • Cicala, John E., Rachel Smith and Alan Bush (2012), “What Makes Sales Presentations Effective: A Buyer-Seller Perspective,” Journal of Business and Industrial Marketing, 27(2), 78-88.
  • Evans, Rob, John Cicala, Philip Hart, and Dan Sherrell, (2010), “The Influence of Attraction, Nostalgia, and Risk in Dead Celebrity Attitude Formation,” Journal of Management and Marketing Research, Vol. 3.
  • Levitt, Heidi, E. Ovrebo, M. Anderson-Cleveland, C. Leonoe, Y. Jong, J. Arm, B. Bonin, R. Coleman,  A. Laurie, A., J. Vardaman, and S. Horne (2009), “Balancing Dangers: GLBT Experience in a Time of Anti-GLBT Legislation,” Journal of Counseling Psychology, 56(1), 67-81.


Conference Proceedings and Publications

  • Cicala, John E. and Richard Moran (2014), “The Values of Incorporating Professional Selling in Marketing Education,” In Dawn Edmiston and Debbie DeLong (eds.), Volume 19, Marketing Management Association’s Fall Educators’ Conference Proceedings,  San Antonio, Texas. 
  • Moqbel, Murad, Valerie L. Bartelt, John E. Cicala, (2014), “Personal Cloud User Acceptance: The Role of Trust and Perceived Risk in the Technology Acceptance Model.” In Mohan Rao (ed.) Proceedings of the Southwest Decision Sciences Institute Forty-Fifth Annual Conference, Dallas, Texas.
  • Cicala, John E. and Zinaida Taran, “A Student by Any Other Name: Are Institutions Of Higher Learning Mislabeling Their Target?” 2013 Marketing Management Fall Educators’ Conference, New Orleans.
  • Oakley, Jared J., John E. Cicala, and Alan J. Bush (2013), “Do Organizational Safeguards such as Training, Education, and Compensation Method Influence Ethical Salesperson Behavior?” In R. Slotegraaf and D. Griffith (eds.), Volume 24, American Marketing Association’s Summer Marketing Educators’ Conference Proceedings, Boston, MA.
  • Oakley, Jared J., John E. Cicala, and Alan J. Bush (2013), “The Role of Affect in Buyer-Seller Interactions: The Influence of Salesperson Attitude toward the Client on Ethical Behaviors and Job Performance,” Poster session. American Marketing Association’s Summer Marketing Educators’ Conference, 2013.
  • Cicala, John E. (2012), “The Challenge of Academic Evaluations,” In Brian A. Vanderschee (ed.), Volume 17, Marketing Management Association’s Fall Educators’ Conference Proceedings, Minneapolis, MN.
  • Cicala, John E., Alan J. Bush, Daniel L. Sherrell, and George Deitz (2012), “Do Salesperson Perceptions of Management-Directed Technology-Enabled Transparency Influence Their Behavioral Ethicality?” In T. Arnold and L. Scheer (eds.), Volume 23, American Marketing Association’s Summer Marketing Educator’s Conference Proceedings, Chicago, IL.
  • Cicala, John E., Alan J. Bush, and Kirby L. Shannahan (2012) “The Possible Effects of Transparency on Salesperson Behavior,” Presented at the 19th American Society of Business and Behavioral Science Conference, Las Vegas, NV.
  • Evans, Robert D., Daniel L. Sherrell, and John E. Cicala (2012), “The Effect of Hispanicness on Purchase Intentions to English, Spanish, and Spanglish Advertisements.” Presented at the 19th Annual American Society of Business and Behavioral Science Conference, Las Vegas, NV.
  • Cicala, John E. and Valerie Bartlet (2012), “CD or not CD: The Media Format Preferences of Classical Music Consumers,” In L. Garner (ed.), Volume 39, Federation of Business Disciplines / Association of College Marketing Educators’ Conference Proceedings, New Orleans, LA.
  • Cicala, John E. and Alan J. Bush (2011), “Salesperson Perceptions of Technology-Based Transparency,” Presented at the 18th Annual American Society of Business and Behavioral Science Conference, Las Vegas, NV.
  • Cicala, John E. and Aaron J. Joyal (2010), “Differences in How Economical and Ecological Themes in ERB Communications are perceived.” Presented at the Society for Marketing Advances Annual Conference.
  • Evans, Robert D., Philip Hart, John E. Cicala, and Daniel L. Sherrell (2010), “Should They Stay or Should They Go: Exploring Death Premium Effects on Dead Celebrities,” Presented at the 17th Annual American Society of Business and Behavioral Science Conference, Las Vegas, NV.
  • Cicala, John E. and Alan J. Bush (2010), “More Guidelines than Rules: A Content Analysis of Top Sales Companies’ Codes of Ethics.” Presented at the 17th Annual American Society of Business and Behavioral Science Conference, Las Vegas, NV. 2010.
  • Evans, Robert D., Philip Hart, John E. Cicala, and Daniel L. Sherrell (2009), “The Influence of Attraction, Nostalgia, and Risk in Dead Celebrity Attitude Formation.” In Jake Zhu and Wali L. Mondal (eds.), Volume 16, American Society of Business and Behavioral Science Conference Proceedings. 2009
  • Cicala, John E. and Alan J. Bush (2009), “What Makes Sales Presentations Effective: A Buyer-Seller Perspective.” Presented at the 16th Annual American Society of Business and Behavioral Science Conference, Las Vegas, NV. 2009.
  • Evans, Robert D., John E. Cicala, and Daniel L. Sherrell (2008), “Social, Economic and Hedonic Motivators behind Gaming Tour Behavior.” In Jake Zhu and Wali L. Mondal (eds.), Volume 15, American Society of Business and Behavioral Science Conference Proceedings, Las Vegas, NV.


PEER REVIEWING:

Editorial Review Boards, Journal of Business and Industrial Marketing and Marketing Education Review

  • 2012-2014 American Marketing Association Winter Marketing Educators' Conferences 
  • 2012-2014 American Marketing Association Summer Marketing Educators' Conferences 
  • 2012-2014 Marketing Management Association Fall Educators Conferences
  • 2012 Academy of Marketing Science Annual Conference  
  • Journal of International Marketing
  • Journal of Applied Marketing Theory 

This page was last updated on: August 4, 2017