Skip Navigation
Oklahoma State University

JUSTIN LAWRENCE

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, 2017
  • MBA, University of Iowa, Finance and Corporate Strategy, 2012
  • BS, Iowa State University, Finance, 2006

Publications

  • Andrew T. Crecelius, Justin M. Lawrence, Robert W. Palmatier, and Jonathan Z. Zhang. "Multichannel Discount Spillover in B2B Markets". Journal of the Academy of Marketing Science (Forthcoming).
  • 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.
  • Howland Redding, IV, Todd Arnold, Justin M Lawrence, and John Stocker. "The Financial Performance of College-Town Residential Real Estate During a Bear Market". Real Estate Finance Journal (Forthcoming).
  • 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

Editorial and Review Activities

  • Journal of the Academy of Marketing Science
    Ad Hoc Reviewer
    May 2023
  • Journal of Service Research
    Editorial Board Member
    January 2020
  • Journal of Marketing
    Ad Hoc Reviewer
    January 2019

Awards and Honors

  • Richard W. Poole Research Excellence Award (2023)
  • William S. Spears Professorship in Business (2022)
  • 2022 AMA Sales SIG Excellence in Research Award (2022)
  • Richard W. Pool Research Excellence Award (2021)
  • Spears School of Business Best Paper Award (2021)
  • William S. Spears Faculty Fellow (2021)
  • Instructor Excellence Award for the Undergraduate Program (2019)
  • 2018 Organizational Frontline Young Scholar Research Competition Winner (2018)
  • University of Missouri Outstanding Graduate Research Assistant Award (2017)
  • University of Missouri Outstanding Graduate Teaching Award (2017)
  • Winemiller Excellence Award for Quantitative and Analytics Research (2017)
  • University of Missouri Outstanding Graduate Research Assistant Award (2016)

Contracts, Grants, and Sponsored Research

  • Effects of Sales Channel Reassignment
    Marketing Science Institute
    2018
  • Marketing Strategies and Customer Loyalty in Wholesaler-Customer Relationships
    Fortune 500 Wholesale Corporation
    2015
  • Security Solutions and Customer Value
    Forbes Global 2000 Security Provider
    2017 - 2018

Academic, Military, and Professional Positions

  • Oklahoma State University, Associate Professor and William S. Spears Chair in Business Administration, July 2022
  • Oklahoma State University, Assistant Professor of Marketing, July 2019 - June 2022
  • Michigan State University, Assistant Professor of Marketing, June 2018 - May 2019
  • Utah State University, Assistant Professor of Marketing, August 2017 - May 2018
  • Essendant Inc., Sr. Financial Analyst & Pricing Director, April 2012 - September 2014
  • Wells Fargo & Co., Credit Manager & Branch Manager, December 2005 - September 2010

Courses Taught

  • MKTG 4333 (14 Semesters)
  • MKTG 4513 (7 Semesters)
  • MKTG 6100 (4 Semesters)
  • MKTG 3513 (1 Semester)