News
Congratulations to Dr. Valerie Good on her Distinguished Early-Career Scholar Award!
February 13, 2023
Dr. Good, Assistant Professor, Department of Marketing, is the 2023 recipient of the GVSU Distinguished Early-Career Scholar Award. Her research focus centers on managerially relevant marketing issues, most often with an emphasis on personal selling and sales management. View the full list of Valerie’s publications here.
In terms of contributing to the body of work in her field, Valerie is most proud of a manuscript that was published in 2022 in an elite FT-50 journal, the Journal of the Academy of Marketing Science (JAMS). In this manuscript, she explored the notion of a sense of purpose for salespeople and its overall importance for effort and sales performance. Her research shows that when salespeople feel like they are helping others and serving society in their careers, they expend more effort and outperform those who are more financially motivated. This work has been highlighted in Forbes, Harvard Business Review, sales podcasts, and other media outlets. To read more about Valerie’s research, click here.
Dr. Good teaches professional selling and negotiations in the Seidman College of Business and is thrilled to share her passion for research with her students. For example, another research project published in the Harvard Business Review discusses the impact salesperson loneliness has on customers. Based on the findings of this study, students have the opportunity during class to discuss the societal trend of loneliness, personality differences, appropriate rapport building strategies, and how to maintain professionalism with customers. To read more about this research, click here.