- Office: BUS 232
- Spring 2018 Office Hours: Mondays and Wednesdays 9:30 - 10:30 a.m. (online) and 10:30 a.m. - 12:30 p.m. Or by appointment
My broad area of interest is in marketing strategy and salesforce management. Most of my research is geared towards finding out methods of enhancing the performance of the primary revenue generators of the company – i.e. your salespeople.
Samaraweera, Manoshi and Betsy D. Gelb (2015), “Formal Salesforce Controls and Revenue Production: a Meta-Analysis”, Journal of Personal Selling and Sales Management, 35(1), pp. 23-32.
Received JPSSM’s Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice
Samaraweera, Manoshi and Betsy D. Gelb (2011), “Wringing More Value from Advertising Dollars”, Journal of Business Strategy, 32(6), pp. 24-29.
Brown, Steven P., Manoshi Samaraweera and William Zahn (2011), “On the Use of Organizational Climate in Sales Force Research”, Oxford Handbook of Strategic Sales and Sales Management, Oxford: Oxford University Press.