Dr. Bryan W. Hochstein, Assistant Professor and Sales Guy

  • Department of Marketing
  • Office Location: Alston 164
  • Phone: (205) 632-0789
  • Email: bryanh@cba.ua.edu
  • My Curriculum Vitae is Available HERE

Dr. Bryan Hochstein’s passion for research, teaching, and life is based on both academic and “real world” experience. Academic experience (largely earned as a non-traditional, adult student) include a BA and MBA both from the University of Wisconsin at Oshkosh and a PhD in Marketing from Florida State University. Research published in the Journal of Marketing, and the Journal of Marketing Theory and Practice. Industry experience includes a twenty-year career in the service/sales industry, various non-profit leadership positions.

Bryan’s research experience is within the broad topic of sales, with a specific focus on sales interactions, where the customer and salesperson meet. Recent research topics include inputs and outcomes of B2C & B2B sales interactions, empowered consumers, the salesperson knowledge broker role, influence tactics, ethics, and salesforce topics. Research approaches include logistic regression, structural equation modeling (CB and PLS), multi-level, experimental and qualitative methods. Research awards include the American Marketing Association (AMA) Sales SIG Best Dissertation (Runner-up), AMA Sales SIG Best Dissertation Proposal, National Conference in Sales Management (Best Paper), and Global Science Sales Institute (Best Paper).

Bryan’s teaching experience is built upon the foundation of research knowledge and industry knowledge in retail management and sales. In the classroom, published research findings and emerging topics are paired with interesting applications from careers as a general manager in the food service industry and a “sales guy” at Time Warner Cable. This combination of research and real world industry experience foster an engaging classroom environment for students. Courses taught include marketing principles, professional sales, sales practicum, and sales leadership.  Teaching awards include Florida State University’s Outstanding Online Mentorship Award and Best Teaching Award (Runner-up).

Bryan’s life experience is derived from a commitment to his family as a husband (since 1992) and a proud father of a daughter (22 years old) and son (18 years old). His approach to life has led to many interesting experiences. Flying airplanes has been a passion since earning a pilot’s license in 1998. Travel includes over forty of the United States and many foreign countries. Experiencing history is accomplished through learning from the achievements (and failures) of the past and includes exploration of museums, historical places, and living history exhibits. Finally, in gratitude to those that have made a positive difference in his life, Bryan strives daily to give back and make a positive difference in university, church, and civic settings.