Research Overview

In many organizations, individual employees (salespeople and service providers) play a critical role in creating and delivering customer value. Dr. Macintosh's research primarily focuses on the nature of these interpersonal level interactions and factors related to successful relationships in selling and service delivery.

Research Interests
  • Services Marketing
  • Sales Management
  • Personal Selling
Current Research

Macintosh's current published research focuses on networking in sales and its effects on sales performance and salesperson satisfaction. In process research, he examines the role of political skill and personal reputation in business relationship and their impacts on customer trust and satisfaction.


Dr. Macintosh has published more than 45 journal articles and conference papers, and this research has receive more than 2200 citations. He has received several best paper awards from the American marketing Association and national sales organizations and currently serves on the Editorial Review Boards of the Journal of Business Research and the Journal of Marketing Theory and Practice. He has also served the Editorial Board of the Journal of Personal Selling and Sales Management.

Gerry Macintosh

Professor of Marketing
Richard H. Barry Hall, 312
(701) 231-7962


  • Ph.D. University of Nebraska at Lincoln
  • MBA University of North Dakota
  • BS/BA University of North Dakota


  • Personal Selling
  • Sales Management
  • Services Marketing
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