Jim Zboja PhD

Associate Professor of Marketing Collins College of Business
Management and Marketing


Jim's research focuses on perceptions of sales pressure and interpersonal influence in personal selling, services, and organizations. His work has been published or is accepted to be published in Journal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Services Marketing, Journal of Consumer Behaviour, Journal of Managerial Psychology, Career Development International, and Journal of Retailing and Consumer Services, among others.

Ph.D., Florida State University
M.B.A., Middle Tennessee State University
B.B.A., Middle Tennessee State University

Consumer Perceptions of Sales Pressure
Interpersonal Influence
Consumer Coupon Use
Nonprofit Marketing

Personal Selling and Sales Management
Marketing Research
Services Marketing

The following may be selected publications rather than a comprehensive list.

Journal Articles

Jackson, Ralph, Charles Wood, and James Zboja. “The Dissolution of Ethical Decision Making in Organizations: A Comprehensive Review and Model.” Journal of Business Ethics 116.2 (2013): 233–250. Print.

Clark, Ronald A., James J. Zboja, and Ronald E. Goldsmith (2013), “Antecedents of Coupon Proneness: A Key Mediator of Coupon Redemption,” Journal of Promotion Management, 19 (2), 188-210.

Laird, Mary et al. “Performance and Political Skill in Personal Reputation Assessments.” Journal of Managerial Psychology 28 (2013): 661–676. Print.

Zboja, James J. and Michael D. Hartline (2012), “An Empirical Examination of High-Frequency Cross-Selling in Services,” Journal of Relationship Marketing, 11 (1), 41-55.

Clark, Ronald A., James J. Zboja, and Clay M. Voorhees (2012), “The Role of Customer Loyalty to the Salesperson in Generating Premium Revenue for Retailers,” Journal of Applied Marketing Theory, 3 (1), 1-19.

Laird, Mary, James Zboja, and G.R. Ferris. “Partial Mediation of the Political Skill-Reputation Relationship.” Career Development International 17 (2012): 557–582. Print.

Zboja, James J. and Michael D. Hartline, (2010) “Using Internal Relationship Marketing Activities to Enhance Cross-Selling Performance in Services,” Journal of Relationship Marketing, 9 (3), 117-131.

Clark, Ronald A., James J. Zboja, and Ronald E. Goldsmith (2007) “Status Consumption and Role-Relaxed Consumption: A Tale of Two Retail Consumers,” Journal of Retailing and Consumer Services, 14 (1), 45-59.

Zboja, James J. and Clay M. Voorhees (2006) “The Impact of Brand Trust and Satisfaction on Retailer Repurchase Intentions,” Journal of Services Marketing, 20 (6), 381-390.

Raman, Pushkala and James J. Zboja (2006), “The Effects of Employee Attitudes on Workplace Charitable Donations,” Journal of Nonprofit & Public Sector Marketing, 16 (1/2), 41-60.

Zboja, James J., Mary Dana Laird, and F. Adrien Bouchet, “The Moderating Role of Consumer Entitlement on the Relationship of Value with Customer Satisfaction,” Journal of Consumer Behaviour, 15 (3), 216-224.

Zboja, James J., Ronald A. Clark, Diana L. Haytko (2016), “An Offer You Can’t Refuse: Consumer Perceptions of Sales Pressure,” Journal of the Academy of Marketing Science, 44 (6), 806-821.

Written Case with Instructional Material

Laird, Mary, James Zboja, and Jeffrey Paul. This Is Not What I Saw on HGTV... Ed. John Lawrence. Vol. 37. North American Case Research Association, 2018. Print.


Jackson, Ralph, and James Zboja. “Factors Impacting Charitable Contributions and Volunteerism.” (2018): n. pag. Print.


Samiee, Saeed et al. An Overview of the Service Marketing Literature: The Basis of a Framework for Future Research. 2018.

American Marketing Association
Academy of Marketing Science
Tulsa Young Professionals
Academy of Management

BUS 1013 Business and Society
Icon documentSyllabus
MKTG 3003 Principles of Marketing
Icon documentSyllabus
MKTG 3043 Sales and Sales Management
Icon documentSyllabus
MKTG 3073 Marketing Research
MKTG 4043 Services Marketing
Icon documentSyllabus