Jessica Ogilvie

Jessica Ogilvie
Jessica OgilvieMarquette University

O'Brien Hall, 328C

MilwaukeeWI53201United States of America(414) 288-3710

Director - Center for Professional Selling

Associate Professor of Marketing

Jessica Ogilvie, Ph.D. is an Associate Professor of Marketing in the College of Business Administration at Marquette University where she teaches Marketing and Professional Selling courses. Jessica completed her Ph.D. in Marketing with a minor in decision models from The University of Alabama in 2016. She has published research in multiple peer reviewed journals including Journal of Marketing, Journal of Retailing, Journal of Service Research, Industrial Marketing Management, and Journal of Personal Selling and Sales Management. She actively publishes book chapters and books related to customer relationship management, sales, and intergenerational management. Her primary areas of research and consulting work include strategic issues related to frontline management, sales, and service topics. Jessica is currently the Area Editor for Research Dissemination and Promotion for the Journal of Personal Selling and Sales Management. Most recently she was awarded the 2018 Excellence in Research Award by the American Marketing Association's Sales Special Interest Group. 

Education

  • 2016  Ph.D. |  University of Alabama   - Marketing with a minor in decision models
  • 2012  M.S.  |  University of Alabama    - Marketing
  • 2011  B.A.  |  University of Alabama     - Finance and Economics (Summa Cum Laude)

Courses Taught

  • Professional Selling
  • Sales Management
  • Market Research
  • Advanced Selling
  • Foundations of Marketing
  • Strategic Marketing (MBA)

Professional Affiliations

 Area Editor, Journal of Personal Selling and Sales Management

Professional Interests

Frontline Management, Professional Selling, The Sales-service Interface, Sales Force Effectiveness, Emotional Intelligence and Leadership, Solution Selling, Intergenerational Management

Publications

Nikolaos G. Panagopoulos, Adam A. Rapp, and Jessica Ogilvie (2017), “Salesperson Solution Selling and Sales Performance: The Contingent Role of Supplier Firm and Customer-Supplier Relationship Characteristics,” Journal of Marketing, Vol. 81 (4), p. 144-164. Winner of the 2018 AMA Sales SIG Excellence in Research Award.

Jessica Ogilvie, Raj Agnihotri, Adam Rapp, and Kevin Trainor (2018), “Social Media Enabled Sales-Service Encounters: The Role of Social Media-Specific Organizational Support,” forthcoming at Industrial Marketing Management.

Colin Gabler, Jessica Ogilvie, Adam Rapp, and Daniel Bachrach (2017), “Is there a dark side of ambidexterity? Implications of dueling sales and service orientations,” Journal of Service Research, Vol. 20 (4), p. 379-392.

Jessica Ogilvie, Adam Rapp, Raj Agnihotri, Daniel Bachrach (2017), “Translating Sales Effort into Service Performance: It’s an Emotional Ride,” Journal of Personal Selling and Sales Management, Vol. 37 (2), p. 100-112.

Jessica Ogilvie, Adam Rapp, Ryan Mullins, Dan Bachrach and Jaron Harvey (2017), “Examining the Impact of Multi-Climate Systems on Boundary Spanner Performance,” Journal of Personal Selling and Sales Management, Vol. 37 (1), p. 11-26. Winner of the 2018 James M Comer Award for Best Contribution to Selling and Sales Management Theory

Beatty, Sharon E., Jessica Ogilvie, William Magnus Northington, Mary P. Harrison, Betsy Bugg Holloway, and Sijun Wang (2016), "Frontline Service Employee Compliance With Customer Special Requests." Journal of Service Research, Vol. 19 (2) p. 158-173.

Adam Rapp, Thomas Baker, Daniel Bachrach, Jessica Ogilvie, and Lauren Beitelspacher (2015), “Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance,” Journal of Retailing, Vol. 91 (2) p. 358-369.

Honors and Awards

  • America Marketing Association Sales SIG, Excellence in Research Award (2018)

  • America Marketing Association Sales SIG, Excellence in Research Award

  • James M Comer Award for Best Contribution to Selling and Sales Management Theory (2017)
  • Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice (2014)
  • William O. Bearden Research Award
  • AMA Sheth Foundation Doctoral Consortium Representative, London, UK