Frank Q. Fu
Frank Q. Fu
Assistant Professor
Office: 1301 Tower ~ Voice: 314-516-6424
E-Mail: fuf@umsl.edu
Degrees
Held:
Ph.D. (Marketing), University of Houston
M.B.A. (Marketing), University of Rochester
Interests:
- Areas: Sales Management and Basic Marketing
- Courses:
- Areas: Sales Force Management; New Product Management
- Selected
significant publications:
- Jones, Eli, Keith A. Richards, Diane Halstead, and Frank Q. Fu, "Developing a Strategic Framework of Key Account Performance", Journal of Strategic Marketing, Special Issue: Strategic Sales and Strategic Marketing, forthcoming
- Fu, Frank Q., Keith Richards, and Eli Jones (2009), "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), forthcoming.
- Fu, Frank Q., Willy Bolander, and Eli Jones, "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.
- Fu, Frank Q., "The Dynamic Effect of Multiple Reference Points on Salesperson Call Selection and Risk Behavior in Multiple Accounting Periods," Journal of American Academy of Business, Cambridge, Vol. 14., forthcoming.
- Fu, Frank Q., Eli Jones, and Willy Bolander (2008), "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), 351-364.
- Fu, Frank Q., "Effects of Salesperson Experience, Age, and Goal Setting on New Product Performance Trajectory: A Growth Curve Modeling Approach," Journal of Marketing Theory and Practice, forthcoming.
- Elliott, Michael T. and Frank Q. Fu (2008), "Consumer Acceptance of Technology Products: The Impact of Tactical Selling Approaches," Marketing Management Journal, 18 (2), 48-65.
- Cron, William L., John W. Slocum, Jr., Don VandeWalle and Frank Q. Fu (2005), "The Role of Goal Orientation on Negative Emotions and Goal Setting When Initial Performance Falls Short of One's Performance Goal," Human Performance, 18 (1), 55-80.