JUSTIN LAWRENCE

School of Marketing & International Business
Associate Professor and William S. Spears Chair in Business Administration

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

lawrence@okstate.edu

Education

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

Publications

• Divya Anand, Andrew T Crecelius, Justin M Lawrence, and Lisa K Scheer. "A Potential Win-Win-Win Strategy When Pruning the Direct Channel: Motivating Retailers to Migrate to a Designated Intermediary". Journal of Retailing (Forthcoming).
• Andrew T. Crecelius, Justin M. Lawrence, Robert W. Palmatier, and Jonathan Z. Zhang. (2024). "Multichannel Discount Spillover in B2B Markets". Journal of the Academy of Marketing Science. 52, 1086-1106.
• Howland Redding, IV, Todd Arnold, Justin M Lawrence, and John Stocker. (2023). "The Financial Performance of College-Town Residential Real Estate During a Bear Market". Real Estate Finance Journal. 40, 35-48.
• Colleen McClure, Justin Lawrence, Todd Arnold, and Lisa Scheer. (2023). "The Opportunities and Costs of Highly Involved Organizational Buyers". Journal of the Academy of Marketing Science (Forthcoming). (51), 2, 480-501.
• Andrew T. Crecelius, Justin M. Lawrence, Jessica L. Ogilvie, and Adam A. Rapp. (2022). "Riding the waves or rocking the boat? Benefits and unintended consequences of customer growth strategies". Industrial Marketing Management. (107), 407-422.
• 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
• ISBM PhD Camp & Academic Conference
  Boston, MA - 2018
• Michigan State University
  East Lansing, MI - 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