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.
