Karen E. Flaherty (Ph.D., University of Massachusetts at Amherst) is a 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.
