JUSTIN LAWRENCE

School of Marketing & International Business
Associate Professor

SPEARS SCHOOL OF BUSINESS
STILLWATER, OK 74078
Phone: 405-744-5064

lawrence@okstate.edu

Education

• Ph D, University of Missouri, Business Administration, 2017
• MBA, University of Iowa, Finance and Corporate Strategy, 2012
• BS, Iowa State University, Finance, 2006

Publications

• Colleen McClure, Justin Lawrence, Todd Arnold, and Lisa Scheer. "The Opportunities and Costs of Highly Involved Organizational Buyers". Journal of the Academy of Marketing Science (Forthcoming).
• Justin M. Lawrence, Lisa K. Scheer, Andrew T. Crecelius, and Son Lam. (2021). "Salesperson Dual Agency in Price Negotiations". Journal of Marketing. (85), 2, 89-109.
• Srinath Gopalakrishna, Edward Malthouse, and Justin Lawrence. (2019). "Managing Customer Engagement at Trade Shows". Industrial Marketing Management. (81), 99-114.
• Justin Lawrence, Andrew T Crecelius, Lisa K Scheer, and Son K Lam. (2019). "When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers". Journal of the Academy of Marketing Science. (47), 837-857.
• Justin Lawrence, Andrew T Crecelius, Lisa K Scheer, and Ashutosh Patil. (2019). "Multichannel Strategies for Managing the Profitability of Business-to-Business Customers". Journal of Marketing Research. (56), 3, 479-497.
• Andrew Crecelius, Justin Lawrence, Ju-Yeon Lee, Son K Lam, and Lisa K Scheer. (2018). "Effects of Channel Members' Customer-Centric Structures on Supplier Performance: A Dual Process Model". Journal of the Academy of Marketing Science. 47, 56-75.

Presentations

• 2020 Organizational Frontlines Symposium
  Organizational Frontlines Researchers
  San Diego, California - February 2020
• 2020 Winter AMA
  American Marketing Association
  San Diego, California - February 2020
• 2019 Marketing Strategy Consortium
  University of Indiana - 2019
• 5th Organizational Frontlines Researcher Symposium
  Organizational Frontlines Researchers
  Austin, TX - February 2019
• Michigan State University
  East Lansing, MI - 2018
• ISBM PhD Camp & Academic Conference
  Boston, MA - 2018
• Research Symposium
  Organizational Frontlines
  New Orleans, LA - 2018
• Winter Conference
  American Marketing Association
  New Orleans, LA - 2018
• Florida State University
  Tallahassee, FL - 2017
• Annual Meeting
  Center for Sales and Marketing Strategy
  Seattle, WA - 2017
• Research Symposium
  Organizational Frontlines
  Orlando, FL - 2017
• Winter Conference
  American Marketing Association
  Orlando, FL - 2017
• Institute for the Study of Business Markets
  Atlanta, GA - 2016
• Annual Symposium
  Robert Mittelstaedt Doctoral Symposium
  Lincoln, NE - 2016
• Annual Symposium
  Robert Mittelstaedt Doctoral Symposium
  Lincoln, NE - 2015
• Conference
  MSI/ JAMS
  Paris, France - 2015