Yashar Atefi, PhD

Daniels 486
303.871.5242
Evelyn and Jay G. Piccinati Associate Professor; Co-Director, Sales Leadership Center
Department of Marketing
Yashar Atefi

Biography at a Glance

Yashar Atefi is an associate professor of marketing and holds the Evelyn and Jay G. Piccinati Endowed Chair. He is also the co-director of the Sales Leadership Center. Prior to Daniels, he was the research director of the Professional Sales Institute at Louisiana State University. Prior to LSU, he was deeply involved with the Sales Excellence Institute at the University of Houston, where he also received his PhD.

Atefi is an expert in sales management and has helped sales organizations on a range of issues such as sales performance management, sales force incentives and ranking, pay structure, sales force training, negotiations, sales leadership, and implementing sales strategies. His research on various sales management topics has appeared at top academic journals such as the Journal of Marketing Research, Journal of the Academy of Marketing Science and International Journal of Research in Marketing.

He has won several research and teaching awards including Excellence in Research Award by the American Marketing Association’s (AMA) Selling and Sales Management Special Interest Group and Young Scholar Award by the AMA Organizational Frontlines Research group.

Education

PhD in Business Administration/Marketing, University of Houston

Awards and Honors

  • 2024 Best Paper Award, AMA Winter Academic Conference, Sales Management & OFR Track
  • 2024 Winner, AMA Organizational Frontlines Young Scholar Research Competition
  • 2023 Emerging Scholar Award, Daniels College of Business, University of Denver
  • 2022 Best Paper Award, AMA Summer Academic Conference, Sales Track
  • 2022 Sales Education Foundation Grant
  • 2021 Excellence in Research Award, AMA Selling and Sales Management SIG
  • 2020 Invited Faculty Fellow, Marketing Strategy Consortium, University of Texas
  • 2020 Keynote Speaker, World at Work Conference on Sales Compensation
  • 2019 Excellence in Research Award, AMA Selling and Sales Management SIG
  • 2019 Young Scholar Award, AMA Organizational Frontlines Research
  • 2018 Invited Faculty Fellow, Marketing Strategy Consortium, University of Missouri
  • 2017 Finalist, Mary Kay Dissertation Award Competition
  • 2017 Outstanding Reviewer, International Journal of Research in Marketing
  • 2017 Recognized Reviewer, International Journal of Research in Marketing
  • 2016 Winner, AMA Sales SIG/USCA Dissertation Proposal Competition
  • 2015 Best Paper Award, AMA Winter Academic Conference, Sales & CRM Track
  • 2015 Sheth Foundation Grant
  • 2015 Teaching Excellence Award, University of Houston
  • 2014 Department of Marketing Commendation Letter for Excellence in Teaching
  • 2011–2013 Presidential Graduate Fellowship, University of Houston

Selected Publications:

Homburg, C., Schyma, T. R., Hohenberg, S., Atefi, Y., & Ruhnau, R. M. (2023). “Coopetition” in the Presence of Team and Individual Incentives: Evidence from the Advice Network of a Sales Organization. Journal of the Academy of Marketing Science (forthcoming).

Ahearne, M., Atefi, Y., Lam, S., & Pourmasoudi, M. (2022). The future of buyer-seller interactions: A conceptual framework and research agenda. Journal of the Academy of Marketing Science, 50(1) 22-45.

Atefi, Y., Ahearne, M., Hohenberg, S., Hall, Z., & Zettelmeyer, F. (2020). Open negotiation: The back-end benefits of salespeople’s transparency in the front end. Journal of Marketing Research, 57(6), 1076-1094.

Atefi, Y. and Pourmasoudi, M. (2019). Measuring Peer Effects in Sales Research: A Review of Challenges and Remedies. Journal of Personal Selling and Sales Management, 39(3), 264-274.

Atefi, Y., Ahearne, M., Maxham III, J. G., Donavan, D. Todd, and Carlson, B. D. (2018). Does Selective Sales Force Training Work? Journal of Marketing Research, 55(5), 722-737.

Hayati, B., Atefi, Y., and Ahearne, M. (2018). Sales Force Leadership During Strategy Implementation: A Social Network Perspective. Journal of the Academy of Marketing Science, 46(4), 612-631.

Patrick, V., Atefi, Y., and Hagdvedt, H. (2017). The Allure of the Hidden: How Product Unveiling Confers Value. International Journal of Research in Marketing, 34(2), 430-441.


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