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Cinthia Beccacece Satornino

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Research Director at the UNH Sales Center and Assistant Professor of Marketing, University of New Hampshire

Dr. Cinthia B. Satornino is the Research Director for UNH Sales Center and an Assistant Professor of Marketing at the Peter T. Paul College of Business and Economics at the University of New Hampshire. After earning an MBA at the University of Florida and spending more than a decade in corporate and institutional settings as a business professional and consultant, she attended Florida State University and earned her Ph.D. She has coauthored several publications, including award-winning articles in the Journal of Marketing, the Journal of Personal Selling and Sales Management, and the Journal of Marketing Education. Most recently, she and her coauthors earned the Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice from JPSSM. Her work has been cited by media outlets including Fast Company and Fortune. She was invited to serve as a panelist for the Fulfilling America's Future: Latinas in the U.S. summit held at the White House in Washington, D.C., and was recognized as one of the Top 40 Undergraduate Business Professors by Poets & Quants in 2017. Cinthia is a frequent speaker and panelist at practitioner and academic conferences, continues to be an active consultant, and conducts marketing management and strategy workshops for both private and public organizations.

Experience

  • –present
    Research Director, UNH Sales Center and Assistant Professor, Marketing, University of New Hampshire

Education

  • 2014 
    Florida State University, Ph.D. Marketing
  • 2007 
    University of Florida, MBA
  • 2004 
    University of Central Florida, B.S Liberal Studies: Engineering and Behavior Sciences

Publications

  • 2023
    Understanding the Performance Effects of Dark Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy, Journal of Marketing
  • 2021
    Selling Your Network: How Political Skill Builds Social Capital and Enhances Salesperson Performance, Journal of Personal Selling and Sales Management
  • 2021
    Artificial Intelligence (AI) and Customer Relationship Management: Positive and Dark Side Effects, Journal of Business Research
  • 2021
    Chapter: Creative Team Networks and Innovation Outcomes: The Effects of Context and Team Socio-Structural Factors in Creative Industries, Emerging Trends in Global Organizational Science Phenomena: Critical Roles of Politics, Leadership, Stress, and Context
  • 2020
    Whom to Hire and How to Coach Them: A Longitudinal Analysis of the Effects of Prior Experience, Education, and Manager Coaching on Sales Performance, Journal of Personal Selling and Sales Management
  • 2019
    Beyond Personality: An Emergence View of Influential Consumers, Journal of Consumer Marketing
  • 2017
    Chapter: The Case for Adopting Blockmodeling in Human Resource Management Research: Examples in Analyzing Social Networks, Research in Personnel and Human Resource Management
  • 2015
    Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance, Journal of Marketing
  • 2014
    Sales Education Efficacy: Examining the Relationship Between Sales Education and Sales Success, Journal of Marketing Education
  • 2013
    Multiobjective Blockmodeling for Social Network Analysis, Psychometrika

Professional Memberships

  • American Marketing Association
  • Academy of Marketing Science
  • International Network for Social Network Analysis
  • International Social Capital Association
  • University Sales Center Alliance (in progress)
  • PhD Project