Robert Mayberry
Vita
Robinson College of Business
Georgia State University
35 Broad Street NW
Atlanta, GA 30303
(678) 984-5113
Robert.Mayberry@gmail.com
Education
Degree
School
Ph.D. Marketing
Robinson College of Business, Georgia State University
*
M.S. Marketing
Robinson College of Business, Georgia State University
B.B.A. Managerial Sciences Robinson College of Business, Georgia State University
B.B.A. Marketing
Robinson College of Business, Georgia State University
*
Graduate Certificate in Strategic Sales Leadership
Date
In Progress
2009
2007
2007
Professional Experience
Position
Operations Support
Employer
ICM Corporation
Years
2005-2007
Performed a number of duties as part of a turnaround team for a VAR in a hightech industrial selling context. Managed fulfillment and relationship management
for key accounts. Managed a strategic operational improvement initiative to offer
eCommerce capability to key accounts.
Solutions Engineer
HiddenMind, LLC
2001-2002
Supported business development and national accounts strategies as a technical
salesman in the IT industry. Conducted tech talks, developed demo applications,
liaised between customers and product managers, and supported customer technology
evaluations.
Sales Engineer
AnyDevice (acquired by HiddenMind)
Sales Engineer, supported 8 RVPs of sales in revenue generation effort. Conducted
technical presentations, developed and presented demo applications, and did presales technical support for key accounts. After acquisition by HiddenMind
Technology, AnyDevice's sales team was retained in lieu of their own.
2000-2001
Research Projects in Progress
“Doubling Down on Failure: Escalation of Commitment and Pipeline Management in B2B Selling”:
Empirical paper looking at escalation of commitment effects for industrial salesmen attempting to
qualify prospects in lengthy sales cycle environments. Preparing paper for submission.
“The Two Sides of Utilization: Compliance and Opportunism in IT System Use”: Methodological
paper identifying data quality issues in firm-managed online control systems. Opportunistic utilization
refers to use of a firm’s online systems to manipulate managerial supervision and resource allocation,
against organizational policy. Data collection complete.
“A Real Options Interpretation of Sales Pipelines”: Applies real options theory to questions in sales
pipeline management related to top-down versus bottom-up sales management strategies.
“A Win-When Model for Industrial Selling”: Applies a conditional hazard model to historical data
from a Sales Force Automation (SFA) system in an industrial selling context. Data collection complete.
Ad-hoc Reviewer
Society for Marketing Advances 2011 Conference
Teaching
MK 4330 Professional Sales: This undergraduate class introduces adaptive selling, negotiation,
presentation skills, account management and other key selling skills, with an emphasis on B2B and
complex sales situations.
Fall 2010, Spring 2011, Summer 2011, Fall 2011 (2 sections), Spring 2012 (2 sections),
Fall 2012 (2 sections), Summer 2013
MK 3010 Basic Marketing: This course provides an overview of marketing as a management process.
Topics covered include product management, pricing, channels of distribution, and promotion, as
well as the integration of these concepts into an overall marketing strategy.
Summer 2012, Spring 2013 (2 sections), Fall 2013
MBA 8820 Global Competitive Strategy (Teaching Assistant for Professor William Bogner): This graduate
capstone course covers topics including the identification of organizational competence in light of
external environmental and international conditions, the development of corporate strategy that
addresses the international marketplace, and the internal processes required for successful
implementation of that strategy.
Awards and Honors
Fellow, SMA Doctoral Consortium, Memphis, November 2011
2012 GTA Teaching Excellence Award