Leff Bonney

Associate Professor
Leff Bonney
401 RBA
Academic Specialty
Sales and Customer Relationship Management

Ph.D, Business Administration, Marketing, University of Tennessee, 2008
MBA, University of Georgia, 2004
BBA, Marketing, University of Tennessee, 1995               

Areas of Expertise

Entrepreneurial Behaviors of Sales Representatives
Solutions Marketing
Role of the Sales Force in Supply Chain Management               

Selected Published Research

Bonney, Leff, Elizabeth Davis-Sramek, and Ernest Cadotte (Forthcoming) “ ‘Thinking’ about Business Markets: A Cognitive Assessment of Market Awareness and the Impact of Team Market Awareness Profiles on Performance,” Journal of Business Research, Accepted September 2015. 

Bonney, Leff,  Bryan Hochstein and Melissa Nieves (2015), “Positive and Negative Social Reactions to Salesperson Deviance,” Journal of Marketing Theory and Practice, 23 (3), p. 303. 

Bonney, Leff, Chris Plouffe and Michael Brady (2014), “Investigations of Sales Representatives’ Valuation of Options,” Journal of the Academy of Marketing Science, p.16. 

Bolander, William, Leff Bonney and Cinthia Satornino (2014), “Sales Education Efficacy: Examining the Relationship Between Sales Education and Sales Success,” Journal of Marketing Education, 32(2), p. 161. 

Agnihotri, Raj, Leff Bonney, Andrea Leigh Dixon, Robert Erffmeyer, Ellen Bolman Pullins, Jane Z. Sojka, and Vicki West (2014), “Developing a Stakeholder Approach for Recruiting Top-Level Sales Students,” Journal of Marketing Education, 36 (1), p. 75.   

Bonney, Leff, Chris Plouffe, Jeremy Wolters (2014), “I Think I Can…I Think I Can”: The Impact of Perceived Selling Efficacy and Disclosure on Sales Person Escalation of Commitment,” Industrial Marketing Management, 43 (5), p.826. 

Moreau, Page, Leff Bonney and K. Herd (2011), “For You or For Me; How the Intended Recipient Influences the Customization Experience and Valuations of Customized Products,” Journal of Marketing, 75 (5), p.120. 

Bonney, Leff and Brian Williams (2008), “From Products to Solutions: The Role of Salesperson Opportunity Recognition in Providing Customer Value,” The European Journal of Marketing, 43 (8), p.1032. 

Moon, Mark and Leff Bonney, (2007), “An Application of the Investment Model to Buyer / Seller Relationships: A Dyadic Perspective,” The Journal of Marketing Theory and Practice, 15 (4), p. 335. 

Honors and Awards
  • 2012 Top rated faculty member in the FSU Marketing department         
  • 2010-2012 Coached Top 5 Team (out of 70 teams), National Collegiate Sales Competition  
  • 2009 Coached Overall National Champion, RBI Sales Competition       
  • 2011, 2013 AMA Sales Educator of the Year Nominee            
  • 2008 John R. Moore Graduate Teaching Award Finalist (UTK)