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Hiram C. Barksdale Jr.

Associate Professor    

Ph.D, University of North Carolina
M.B.A., University of Georgia
A.B., Davidson College


Business-to-business marketing management
Organization buying behavior
Buyer-seller relationships


Barksdale specializes in industrial marketing management issues, including sales force management, purchasing and trade-show management. His research, which has been funded by the Trade Show Bureau and the U.S. Department of Commerce, examines issues on industrial-buyer complaining behavior and salesperson performance. His recent research focuses on the marketing of professional services.

Barksdale is a reviewer for Marketing Management and is editor of Marketing Information: A Professional Reference Guide. He has published articles in such journals as the Journal of Business Research, Journal of the Academy of Marketing Science, Journal of Marketing Research, and Journal of Professional Services Marketing.

  • Boles, James S., Hiram C. Barksdale Jr., and Julie J. Johnson, “What National Account Decision Makers Would Tell Salespeople About Building Relationships,” Journal of Business and Industrial Marketing, 11:2(1996):6-17.
  • Barksdale, Hiram C. Jr. and Stepen W. Clopton, “Patterns of Marketing Activity Among Architectural Design Firms”, Journal of Professional Services Marketing (February 1995):32-41.
  • Barksdale, Hiram C. and Jac L. Goldstucker, editors, Marketing Information: A Professional Reference Guide, 3rd edition, Atlanta: Georgia State University Business Press (1995).
  • Barksdale, Hiram C., Jr. and Ellen Day (1994), “Organizational Purchasing of Professional Services: The Process of Selecting Providers,” Journal of Business & Industrial Marketing, Vol. 9, pp. 44-51.