Karen Flaherty Associate Dean for Undergraduate Programs, William S. Spears Chair in Business and Associate Professor of Marketing Department of Marketing 201 Business Building Stillwater Campus 405-744-5064 (Phone) 405-744-8956 (Fax)

Karen E. Flaherty (Ph.D., University of Massachusetts at Amherst) is Associate Professor of Marketing in the Spears School of Business at Oklahoma State University. Her research interests include the study of sales force leadership, control systems, motivation, and performance. Her work has been published in journals such as the Journal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research, the Journal of Personal Selling & Sales Management, and Industrial Marketing Management, among others. She is the author of a book chapter on Strategic Leadership in Sales for the forthcoming Oxford Handbook of Sales Management and Sales Strategy. Karen is an active member of AMA and has served as Vice-Chair of Communications and Membership for the AMA Sales SIG. She currently teaches Principles of Marketing and Sales Management.


BS, Providence CollegeMarketing
MBA, Suffolk UniversityMarketing
Ph D, University of Massachusetts, AmherstMarketing2000


Rapp, Bachrach, Karen Flaherty, Hughes, Sharma & Voorhees. "The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization: A Multi-level Research Agenda". Journal of Service Research. (Forthcoming).

Lee Allison, Karen Flaherty, Jin Ho Jung & Isaac Washburn. (2016). "Salesperson brand attachment: A job demands-resources theory perspective". Journal of Personal Sales & Sales Management. 36 (1), 3-18.

David Gilliam & Karen Flaherty. (2015). "Storytelling by the sales force and its effect on buyer-seller exchange". Industrial Marketing Management. 46, 132.

David A. Gilliam, Karen Flaherty & Steven W. Rayburn. (2014). "The dimensions of storytelling by retail salespeople". International Review of Retail, Distribution, and Consumer Research. 24 (2)

Karen Flaherty, Jaewon Yoo & Gary Frankwick. (2014). "The effect of communication practice on deviance among Korean salespeople: The mediating role of intrinsic motivation". Journal of Business Research. 67 (9), 1991-1999.

Karen Flaherty, James Pappas & Lee Allison. (2014). "The Influence of an Optimal Control System on Salesperson Performance". Industrial Marketing Management. 43 (2), 304-311.

Karen Flaherty, Son K. Lam, Nick Lee, Jay Prakash Mulki & Andrea L. Dixon. (2012). "Social Network Theory and the Sales Manager Role". Journal of Personal Selling and Sales Management. 32 (1), 29-40.

Karen Flaherty & James Pappas. (2012). "Control Mechanisms, Idea Transfer, and Performance in Sales Organizations". Industrial Marketing Management. 41(5)

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 Specialty Retail Store Setting". Journal of Personal Selling and Sales Management. 29 (Winter), 43-59.

Todd Arnold, Karen Flaherty, Kevin Voss & John Mowen. (2009). "Role Stressors and Retail Performance: TOn the Moderating Role of Organizational Competitive Climate". Journal of Retailing, 85 (2), 194-205. 0022-4359.

B.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.

James Pappas, Karen Flaherty & S. 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 & S. 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). "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. (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.

Book Chapters

Karen Flaherty. (2011). "Strategic Leadership in Sales". The Oxford Handbook of Sales Management and Sales Strategy .

Karen Flaherty & John Mowen. (2010). ""The Role of Schemas in Consumer Behavior Research" in R. Bagozzi (ed.), Encyclopedia of Consumer Behavior". Wiley International Encyclopedia of Marketing. (Forthcoming).

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


Binh Hoa Nguyen, Gary Frankwick & Karen Flaherty. (2013). "Improving Inter-firm Knowledge Sharing Effectiveness through Adaptation Ambidexterity". Academy of Marketing Science 16th Biennial World Marketing Congress . (Forthcoming).

Karen Flaherty & Gary Frankwick. (2010). "Winners of the Mary Kay Doctoral Dissertation Competition Receive Awards in Portland". Academy of Marketing Science Quarterly. 11 (1)

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

Tim Degroot, James Pappas, Karen Flaherty & D, Kern. (2005). "A Meta-Analysis to Review the Effects of Organizational Control". Proceedings of the Academy of Management.

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

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

Karen Flaherty & A. Sallee. (2003). "Matching Sales Managment Practices to Business Strategy: A Social Exchange Perspective". Proceedings of the American Marketing Association Summer Educators Conference.

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 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 Southern Management Association.

Awards and Honors

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

Editorial and Review Activities

Journal of Business Research
Editorial Board Member

Journal of Marketing Theory and Practice
Editor or Co-Editor

Journal of Marketing Theory and Practice
Editorial Board Member

Journal of Personal Selling and Sales Management
Editorial Board Member

Journal of Personal Selling and Sales Management

Journal of Marketing Theory and Practice
Special Issue Editor

Journal of Marketing Theory and Practice
Special Issue Editor

Johnston and Marshall (2003), Relationship Selling and Sales Management
Invited Manuscript Reviewer

AMA Summer Educators Conference
Invited Manuscript Reviewer

Academic, Military, and Professional Positions

Oklahoma State University, William S. Spears Chair in Business, July 2014
Spears School of Busines, Oklahoma State University, Associate Dean, July 2014
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