Cicala Spotlight

Dr. John Cicala Earns the Research Spotlight

Since earning his Ph.D. in Business Administration with a major in marketing and a minor in psychology from the Fogelman College of Business & Economics at the University of Memphis in 2011, Dr. John Cicala has established himself as a dedicated and respected researcher in sales and marketing. He is the solo or co-author of seven published research articles in well-respected academic journals, including the Journal of Business Research, Journal of Marketing Education, Journal of Business & Industrial Marketing, and the Review of Business and Finance Studies.

Cicala’s first article to be published in a ranked journal was, “What Makes a Sales Presentation Effective: A Buyer-Seller Perspective,” (co-authored with Alan J. Bush of the University of Memphis and Rachel K. Smith of the University of Mississippi) in the Journal of Business & Industrial Marketing (JBIM) in 2012; it became the journal's third most downloaded article that year. Since its publication, it has been downloaded 2,044 times (according to Emerald Publishers), was summarized and recommended in the Journal of Personal Selling and Sales Management, and is cited in the leading undergraduate sales textbook, Selling: Building Relationships by Castleberry and Tanner (9th edition, McGraw-Hill). Cicala also contributed an example of selling ethics that is featured in this text.

Additionally, he has presented his research, and/or had it published in the proceedings of several major academic conferences, including the American Marketing Association’s (AMA) Marketing Educators' Conferences, the Marketing Management Association's (MMA) Marketing Educators conferences, the Association of College Marketing Educators Conference, and the American Society of Business and Behavioral Sciences annual conferences. 

One of the more rewarding aspects of his research is the trust colleagues show in asking him to review peer research. He has been a regular reviewer of sales- and marketing-based research for academic journals, conferences and student competitions for several years. His efforts were rewarded when he became a member of the editorial review boards for the Journal of Business & Industrial Marketing and Marketing Education Review.

Cicala is a member of the Academy of Marketing Science, the American Marketing Association (and its Personal Selling and Sales Management chapter), the Marketing Management Association, the Global Sales Science Institute and the Sales Management Association. He also serves as the chair of the College of Business Administration's Curriculum and Standards Committee and as the co-faculty adviser of Javelina Marketing. 

This page was last updated on: May 17, 2017