Bio

Willy Bolander is a Doctoral Candidate in Marketing at the University of Houston. He holds a B.B.A. in Professional Sales from Kennesaw State University (Atlanta, Georgia) and is an active member of the research division of the Sales Excellence Institute, working on problems related to sales management, key accounts, marketing strategy implementation, and organizational change. His research has been published in various outlets, including the Journal of Marketing.

Prior to coming to UH to pursue his Ph.D., Willy held various sales and marketing positions with small professional service firms and start-ups. He has sold life insurance, financial products, and accounting services. Most recently, he served as Client Development Manager for a CPA firm in Atlanta where he worked to improve pricing negotiation practices, align marketing employees’ compensation with firm goals, and increase customer referrals. He also worked for a few years as a musician.

Willy teaches Advanced Professional Selling in the Program for Excellence in Selling and the introductory Professional Selling course which feeds into the PES program. Willy consistently ranks among the top instructors in the Bauer College of Business and has been recognized for his teaching through several departmental commendations, the PES Teaching Excellence Award in 2009, and the UH Graduate Teaching Excellence Award in 2010.

Ahearne, Michael, Son K. Lam, John Mathieu, and Willy Bolander (2010), "Why Are Some Salespeople Better at Adapting to Organizational Change," Journal of Marketing, 74 (3).

• This study was also featured as a Research Brief titled "Performance Orientation or Learning Orientation: Which Helps Salespeople Better Adapt to Organizational Change?" in Academy of Management Perspectives, August 2010, pp. 106-108.

Fu, Frank, Willy Bolander, and Eli Jones (2009), "Managing the Drivers of Organizational Commitment and Salesperson Effort: An Application of Meyer and Allen's Three-Component Model," Journal of Marketing Theory and Practice, 17 (4).

Fu, Frank, Eli Jones and Willy Bolander (2008), “Product Innovativeness, Customer Newness, and New Product Performance: A Time-Lagged Examination of the Impact of Salesperson Selling Intentions on New Product Performance,” Journal of Personal Selling and Sales Management, 28 (4).

• MARK4373: Advanced Professional Selling
• MARK3337: Professional Selling