Wesley J. Johnston

CBIM Roundtable Professor of Marketing

Georgia State University

Biography

Wesley J. Johnston is the CBIM Roundtable Professor of Marketing in the J. Mack Robinson College of Business at Georgia State University. His research interests include the application of behavioral sciences to marketing in the areas of customer relationship management and strategic account programs, with particular expertise in network dynamics and relationship strategies, especially sales force management. Dr. Johnston’s research has been published in journals such as Journal of Marketing, Journal of Consumer Research, and Decision Science, and he has served on the editorial boards of several journals. Currently, he edits the Journal of Business and Industrial Marketing and is the director of the Center for Business and Industrial Marketing. He has conducted executive seminars in the People’s Republic of China, Australia, Korea, Singapore, Finland, Argentina, and Slovenia. Dr. Johnston’s most recent book is titled Managing Salespeople: A Relationship Approach.