Dr. Michael Humphreys

Professor

Contact Information:

Campus Box 5590
College of Business
Illinois State University
Normal, IL 61790-5590

Phone:

(309) 438-3830

Email:

Office Hours:

Office:

COB 224

Mon:

2:00 - 3:30 pm

Wed:

2:00 - 3:30 pm

Degree Information:

• Ph.D., Oklahoma State University
• M.B.A., Oklahoma State University
• M.M., Baylor University
• B.A., Oklahoma State University

Specialization:

Personal Selling,  Sales Force Management, Business-to-Business Marketing, Purchasing, Marketing Strategy and Marketing for Non-Profit Organizations.

Profile:

Mike Humphreys joined the faculty of the Department of Marketing at Illinois State University in August 1992. Previously, he taught courses in Promotion Management, Sales Management, and Strategic Marketing as a graduate teaching associate at Oklahoma State University.

Current Teaching Interests: Personal Selling and Relationship Marketing, Key Account Selling and Relationship Management, Sales Management, Marketing Strategy.

Current Research Interests: Professor Humphreys' primary research interests pertain to the social dynamics of buyer-seller interactions, antecedents and outcomes of inter-firm relationships, and trust in inter-firm relationships.  Other research areas include the application of information technologies and the efficacy of synchronous vs. asynchronous teaching methods in marketing education. His research has appeared in numerous publications, including the Journal of Business and Industrial Marketing, the Journal of Personal Selling and Sales Management, the International Journal of Purchasing and Materials Management, the Journal of Business-to-Business Marketing, and Quality Management Journal, as well as Proceedings of the National Conference on Sales Management, the American Marketing Association National Conference, and the Academy of Marketing Science National Conference.

Consulting and Work Experience: Dr. Humphreys has extensive experience in consulting and management education on the subjects of Customer-Oriented Marketing Strategies, Relationship Marketing in Business Markets, and Strategic Account Management. Previously, he was Co-Director of the Market-Driven Quality Group at Illinois State and a principal investigator on a National Science Foundation Grant awarded to that group. He has volunteered in advisory board roles for community non-profit organizations, including the Illinois Symphony Orchestra, the Centrillio Girl Scout Council and the Children's Discovery Museum. While at Oklahoma State University, Mike served two years as a research associate for the Center for Product and Service Quality. Prior to his time at OSU, Mike was employed for six years as a professional salesperson and sales manager in the computer industry.

Professional Affiliations, Honors, and Awards: Dr. Humphreys is a member of Beta Gamma Sigma and Alpha Mu Alpha honorary societies.  He received an Illinois State University Teaching Initiative Award in 1997 and the College of Business Teaching award in 1998. Mike serves on the Editorial Review Board for the Journal of Personal Selling and Sales Management and was recognized in 1997 with that publication's Excellence in Reviewing Award. His research on the importance of personal selling in commodity markets received the award for outstanding paper at the National Conference on Sales Management. While at Oklahoma State University, Mike was the recipient of an OSU Foundation Graduate Scholarship. He also represented OSU as a Fellow of the 1991 AMA Doctoral Consortium at the University of Southern California.