Justin Lawrence

Education

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

Academic, Military, and Professional Positions

• Oklahoma State University, Associate Professor, 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

Awards and Honors

• William S. Spears Professorship in Business (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)

Publications

• Andrew T. Crecelius, Justin M. Lawrence, Jessica L. Ogilvie, and Adam A. Rapp. "Riding the waves or rocking the boat? Benefits and unintended consequences of customer growth strategies". Industrial Marketing Management (Forthcoming).
• 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.