Dr. Karen Flaherty
Associate Professor

karen.flaherty@okstate.edu
222 Business Building

405-744-8653 (office)
405-744-5192 (department)
405-744-5180 (fax)

Academic, Military, and Professional Positions

Department of Marketing, Oklahoma State University, Associate Professor, August 2007
Department of Marketing, Oklahoma State University, Assistant Professor, August 2001 - August 2007
Providence College, Visiting Assistant Professor of Marketing, August 2000 - May 2001
Chadwick Martin Bailey, Inc., Boston, MA, Project Manager, July 1995 - August 1996
Chadwick Martin Bailey, Inc., Boston, MA, Research Associate, June 1994 - July 1995

Awards and Honors

Richard W. Poole Research Excellence Award (2009)
Griener Teaching Award Nominee (2005)
Best Overall Conference Paper (2003)

Education

BS, Providence College, Marketing,
MBA, Suffolk University, Marketing,
Ph D, University of Massachusetts, Amherst, Marketing, 2000

Courses Taught

MKTG 3213
- Marketing (Fall 2009)
MKTG 3513
- Sales Management (Fall 2009)
MKTG 3213
- Marketing (Spring 2009)
MKTG 3213
- Marketing (Fall 2008)
MKTG 3513
- Sales Management (Spring 2008)
MKTG 3513
- Sales Management (Fall 2007)
MKTG 3513
- Sales Management (Spring 2007)

Publications

Todd Arnold, Karen Flaherty, Kevin Voss, John Mowen, "Role Stressors and Retail Professional Performance: On the Moderating Role of Perceived Organizational Competitiveness," Journal of Retailing

James Pappas, Karen Flaherty, 2009, "Expanding the Sales Professional’s Role: A Strategic Re-orientation?," Industrial Marketing Management

Karen Flaherty, John Mowen, Tom J. Brown, G.w. Marshall, 2009, "Leadership Propensity and Sales Performance among Sales Personnel and Managers in a Speciality Retail Store Setting," Journal of Personal Selling and Sales Management, 29 (Winter), 43-59.

Brian V Larson, Karen Flaherty, Alex Zablah, Tom J. Brown, Josh Wiener, 2008, "Linking Cause-Related Marketing to Sales Force Responses and Behavioral Performance," Journal of the Academy of Marketing Science, 36 (2), 271-277.

James Pappas, Karen Flaherty, 2008, "The Effect of Trust on Customer Contact Person Strategic Behavior and Supervisor-Rated Sales Performance in a Service Environment," Journal of Business Research, 61 (9), 894-902.

C. Shane Hunt, Gary Frankwick, Karen Flaherty, Alex Zablah, 2008, "The Influence of Organizational Identification on the Relationship Between Formal Sales Management Control and Salesperson Performance," NCSM

Todd Arnold, Karen Flaherty, Kevin Voss, John Mowen, "Role Stressors and Retail Professional Performance: On the Moderating Role of a Competitive Climate," Journal of Retailing

James Pappas, Karen Flaherty, Shane Hunt, 2007, "The Joint Influence of Control Strategies and Market Turbulence on Strategic Performance in Sales-Driven Organizations," Journal of Behavioral and Applied Management

Karen Flaherty, Todd Arnold, Shane Hunt, 2007, "The Influence of an Ideal Control System on Boundary-Spanner Performance and Championing," Journal of Personal Selling and Sales Management, 27 (3), 221-234.

James Pappas, Karen Flaherty, 2005, ""Informal Controls at Work: Affecting Behavior Amidst Uncertainty,” in S. Floyd, J. Roos, J. Kellerman, & F Kellerman (eds.), "Innovating Strategy Process, " part of the Strategic Management Society Handbook Series," Blackwell Publishers

David Kern, James Pappas, Tim Degroot, Karen Flaherty, 2005, "A Meta-Analytic Review of Formal Operational Control Systems," Proceedings of the Academy of Management 2005 Annual Conference

James Pappas, Janaki Gooty, Karen Flaherty, 2005, "A Multilevel Test of Managerial Trustworthiness: Antecedents and Consequences," Proceedings of the Academy of Management 2005 Annual Conference

James Pappas, Karen Flaherty, 2005, "The Moderating Role of Individual-Difference Variables in Compensation Research," Journal of Managerial Psychology, 21 (1), 19-35.

Karen Flaherty, James Pappas, 2004, "Job Selection among Salespeople: A Bounded Reality Perspective," Industrial Marketing Management, 33 (4), 325-332.

James Pappas, B. Wooldridge, Karen Flaherty, 2004, "Knowledge, Social Structure, and Strategic Activities," Healthcare Management Review, 29 (1), 8-16.

James Pappas, Karen Flaherty, B. Wooldridge, 2004, "Tapping into Hospital Champions – Strategic Middle Managers," Health Care Management Review

Karen Flaherty, M. Weinberger, C. Gulas, 2004, "The Impact of Incongruity Resolution versus Incongruity Humor," Journal of Current Issues and Research in Advertising, 26 (1), 25-36.

James Pappas, Karen Flaherty, 2003, "Achieving Strategic Consensus in the Hospital Setting: A Middle Management Perspective," Hospital Topics, 81 (Winter), 15-22.

A. Sallee, Karen Flaherty, 2003, "Enhancing Salesperson Trust: An Examination of Managerial Values, Empowerment, and the Moderating Influence of SBU Strategy," Journal of Personal Selling and Sales Management, 23 (4), 299-310.

Karen Flaherty, James Pappas, A. Sallee, 2003, "Social Networks and Strategic Knowledge: A Study of the Strategic Activities of Frontline Employees," American Marketing Association Winter Educators Conference Proceedings

James Pappas, Karen Flaherty, 2003, "The Impact of Control Systems on Role Conflict and Management Behavior: Moving Toward a Theory of Strategic Renewal," Proceedings of the Strategic Management Society 2003 Mini Conference

James Pappas, B. Wooldridge, Karen Flaherty, 2002, "How Middle Managers Help Build New Capabilities: Lessons Learned Using Social Network Analysis," Proceedings of the 2002 Annual Meeting of the Southern Management Association

Karen Flaherty, James Pappas, 2002, "The Influence of Career Stage on Job Attitudes," Journal of Personal Selling and Sales Management, 22 (Summer), 135-143.

Karen Flaherty, James Pappas, 2002, "Using Career Stage Theory to Predict Turnover Intentions Among Salespeople," Journal of Marketing Theory and Practice, 10 (Summer), 48-57.