Florida State University – Sales Institute

Willy Bolander, Assistant Professor of Marketing

CONTACT INFORMATION

Office Location: 409 RBA
Phone: (850) 644-7883
Email: wbolander@cob.fsu.edu

BIOGRAPHY

Willy Bolander is an Assistant Professor in the College of Business at Florida State University and is actively involved in the FSU Sales Institute. He holds a B.B.A. in Professional Sales from Kennesaw State University (Atlanta, Georgia) and a Ph.D. in Marketing from the University of Houston where he was an active member of the research division of the Sales Excellence Institute. His research focuses on sales management, marketing strategy implementation, and organizational change and has been published in various outlets, including the Journal of Marketing.

Prior to entering academia, Willy held various sales and marketing positions with small professional service firms and start-ups. He has sold life insurance, financial products, and accounting services. Most recently, he served as Client Development Manager for a CPA firm in Atlanta where he worked to improve pricing negotiation practices, align marketing employees’ compensation with firm goals, and increase customer referrals. He also worked for a few years as a musician.

Willy teaches undergraduate and graduate courses on selling and sales management. He has also helped develop and deliver customized curriculum for executive development programs for a number of organizations. Willy consistently receives positive feedback from his students and has been recognized for his teaching through several departmental commendations, a departmental Teaching Excellence Award in 2009, and the University of Houston Graduate Teaching Excellence Award in 2010.

PUBLICATIONS

(Click the title to download the full text article)

3) “Why Are Some Salespeople Better at Adapting to Organizational Change?” Journal of Marketing 2010 with Michael Ahearne, Son K. Lam, and John Mathieu.

• This study was also featured as a Research Brief titled “Performance Orientation or Learning Orientation: Which Helps Salespeople Better Adapt to Organizational Change?” in Academy of Management Perspectives 2010.

2) “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 2009 with Frank Fu and Eli Jones.

1) “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 2008 with Frank Fu and Eli Jones.

CURRENT COURSES

MAR 3400 – Professional Selling (syllabus coming soon)

LINKS