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 Force Management and Marketing Management.
- Courses:
- Areas: Sales force management; new product management; sales - marketing interface for new product success.
- Selected
significant publications:
* Fu, Frank Q., Keith A. Richards, Douglas E. Hughes, and Eli Jones (2010), "Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms and Self-Efficacy," Journal of Marketing, forthcoming.
* Jones, Eli, Keith A. Richards, Diane Halstead, and Frank Q. Fu (2009), "Developing a Strategic Framework of Key Account Performance," Journal of Strategic Marketing, 17 (3-4), 221-235.
* 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), 277-292.
* Fu, Frank Q., Willy Bolander, and Eli Jones (2009), "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, 17 (4) (Fall), 335-350.
* Fu, Frank Q. (2009), "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. (2).
* Fu, Frank Q. (2009), "Effects of Salesperson Experience, Age, and Goal Setting on New Product Performance Trajectory: A Growth Curve Modeling Approach," Journal of Marketing Theory and Practice, 17, 1 (winter), 7-20.
* Elliott, Michael T. and Frank Q. Fu (2008), "Consumer Acceptance of Technology Products: The Impact of Tactical Selling Approaches," Marketing Management Journal, 18 (2), 47-64.
* 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.
* 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. - Other Information:
* Received the following awards: The Anheuser-Bush Award for Excellence in Teaching; UMSL Faculty Summer Research Grant; UMSL Small Grant Research Award; American Marketing Association Sales SIG Award for Best Doctoral Dissertation in Personal Selling and Sales Management.
* Editorial review board member, Journal of Marketing Theory and Practice.
* American Marketing Association Sheth Foundation Doctoral Consortium Fellow.
* INFORMS Society for Marketing Science Doctoral Consortium Fellow.
* Member of the American Marketing Association; Beta Gamma Sigma Honor Society for Collegiate Schools of Business.
* Worked in industry for seven years in the areas of personal selling, marketing and sales force management.