Position
Academic Background
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Teaching Philosophy
Research & Interests   
Notable Academic Appointments & Awards
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• Assistant Professor of Marketing

Academic Background        

• University of Connecticut:
  • Ph.D. in Marketing, 2005
  • M.B.A. in Marketing, 2001
• Fairfield University: B.S. in Accounting, magna cum laude, 1997

• Personal Selling
• Sales Management
• Promotional Strategy

Teaching Philosophy

In the three meetings a week I have with my students, I endeavor to inform them of the sales and marketing issues facing business leaders and try to develop in them the skills and character needed to responsibly manage tomorrow's organizations.  Beyond explaining the "ins and outs" of automated selling and integrated promotional programs, this entails taking every opportunity in class--whether through case study, personal story or informal discussion--to remind students that character counts, conscience matters, discipline fosters integrity, hard work and "stick-to-it-iveness" know no bounds, and that greatness is born out of a timeless sense of Christian goodness.  It is a tall order, but if I do my job well, my students will realize that the business world they inherit will benefit from their business acumen and will prosper from their Dominican-calibrated moral compass. 

Research & Interests

All of my research falls under the broad classification of "buyer-seller relationships".  Under this label, there are three related but distinct research streams.  The first is in the area of sales technology.  I have worked on multiple papers that have attempted to identify the factors impacting the use of sales force automation in business-to-business selling and the effect of this use on sales performance.  The second is best described as positive boundary-spanning behavior. This stream includes papers I have worked on that look at specific behaviors business providers can employ to build a greater share-of-wallet with the customer.  The third stream is the flip side of the second--it focuses on deviant, counter-productive boundary-spanning behaviors and how such behaviors negatively impact the ability of the firm to build long-lasting relationships with customers.  In all three streams, I work very hard to keep a strong link between my research and the practical world of the industry professional. So I try to focus on researching the real problems practitioners are facing and providing them with an actionable, informed recommendation based on solid theory and/or empirical work.  As a result, my co-authors and I have worked on projects with companies in the pharmaceutical, financial services, consumer goods, and industrial products industries. 

• Beta Gamma Sigma inductee, 2006.
• Ph.D. Student Award for Teaching Excellence (Marketing), University of Connecticut School of Business, 2005.
• Doctoral Consortium Fellow, AMA Sheth Foundation, 2004.
• "Best Overall Conference Paper" (co-authored paper), National Conference in Sales Management, 2004.
• "Best Paper--Organizational Innovation and Technology Track" (co-authored paper), Summer AMA Educators Conference, 2003.

Publication Highlights

• Jelinek, R., Jelinek, K. (2009). From Clear to Complicated: Buying and Selling Accounting Services Post- Sarbanes-Oxley.  Business Horizons (forthcoming).
• Jelinek, K., Jelinek, R. (2008). Friend or Foe: Is Your Audit Staff Helping or Hurting Your Firm?. CPA Journal, LXXVIII(8), 60-63.
• Jelinek, R., Jelinek, K. (2008). Auditors Gone Wild: The Other Problem in Public Accounting, Business Horizons, 51, 223-233.
• Ahearne, Michael, Ronald Jelinek and Eli Jones (2007), "Examining the Effect of Salesperson Service Behavior in a Competitive Context", Journal of Academy of Marketing Science, 35(4), 603-616.
• Jelinek, Ronald and Michael Ahearne (2006), "The Enemy Within: Examining Salesperson Deviance and its Determinants", Journal of Personal Selling and Sales Management, vol. 26 (4), 327-344.
• Jelinek, Ronald, Michael Ahearne, John Mathieu and Niels Schillewaert (2006). "A Longitudinal Examination of Individual, Organizational and Contextual Factors on Technology Adoption and Job Performance", Journal of Marketing Theory & Practice, 14 (1).
• Jelinek, Ronald and Michael Ahearne (2006).  "The ABC's of ACB: Unveiling a Clear and Present Danger in the Sales Force", Industrial Marketing Management, 35 (4), 457-467.
• Ahearne, Michael, Ronald Jelinek and Adam Rapp (2005). "Moving Beyond the Direct Effect of SFA Adoption on Salesperson Performance: Training and Support as Key Moderating Factors". Industrial Marketing Management, vol. 34 (4 ), 378-388.

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