Thomas J. Steenburgh

John L. Colley Professor of Business Administration

Steenburgh is an expert in business-to-business marketing and sales and frequently speaks about his work in public forums.

His academic research addresses questions that help managers measure the effectiveness of their sales and marketing strategies. He’s worked on issues such as whether lump-sum bonuses motivate salespeople to work harder or to play timing games with their orders and whether firms should use sales and marketing actions to manage their earnings. In 2012, he published an article in Harvard Business Review titled “Motivating Salespeople: What Really Works” that won Darden’s Wachovia Award for Research Excellence.

B.S., Boston University; M.A., University of Michigan; Ph.D., Yale University

Professor Steenburgh teaches in the Executive Education programs Management Essentials for Developing Leaders, Strategic Marketing Analytics: Leveraging Big Data and Strategic Sales Management

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