Campus News

John Hulland named Tanner Chair of Sales Management at UGA’s Terry College

John Hulland

Athens, Ga. – Marketing professor John Hulland has been named the new Emily H. and Charles M. Tanner Jr. Chair in Sales Management in the University of Georgia Terry College of Business.

The chaired professorship is supported by a $1 million endowment made by Emily Tanner in memory of her husband Charles, a 1916 graduate of UGA. Tom Leigh, who retired this summer, previously held the position.

Hulland, who has served as the Robert O. Arnold Professor of Business in the Terry College, came from the Katz Graduate School of Business at the University of Pittsburgh, where he had been on the marketing faculty since 2001 and directed the school’s doctoral program. In 2000, he was a visiting professor at the Wharton School. For 11 years prior to that, he served as a marketing professor at the University of Western Ontario’s Ivey School of Business.

“Professor Hulland has become a valuable member of our college since he started here last year,” said Terry College Dean Robert T. Sumichrast. “This chair is a recognition of the high-quality work he’s done to strengthen our marketing department.”

Hulland has published almost 30 papers in a wide range of academic journals, including the Journal of Marketing, the Journal of Marketing Research, Marketing Science, the Journal of Consumer Research, MIS Quarterly and the Strategic Management Journal.

“John is an accomplished empirical researcher and a versatile teacher,” said Charlotte Mason, head of the Terry College marketing department. “He is nationally and internationally recognized for his research on marketing resource management and firm-specific capabilities-of which the sales force and sales management issues are forefront.”

His research has focused on a variety of topics, including how firms’ financial decisions affect their marketing investments as well as how to improve individual and sales groups’ interactions within companies. He is currently studying how individuals’ commitments to online communities affect other aspects of their lives.

Hulland has taught marketing courses at all levels-from undergraduate to doctoral-and he has written 35 case studies. He also has extensive experience in teaching executive programs in the U.S. and overseas.

He currently serves on the editorial boards of several prominent academic journals and holds the title of associate editor for the Journal of Marketing. He has been named a best reviewer three times in his career, including by the Journal of the Academy of Marketing Science in 2010 and the Journal of Marketing in 2005.