Dr. Michaels is Professor of Marketing. His Ph.D. degree in Marketing is from Indiana University.  In his 20-year tenure at UCF, he has held Department Chair, Associate Dean and Executive Director of Executive Education administrative appointments.   He served on the Branding and Marketing Advisory Board for AirTran Airways.

Dr. Michaels has held tenured faculty appointments at the University of Kansas, Indiana University-Bloomington, and the University of Central Florida.  His research interests include sales force motivation, performance, control, and compensation issues.  Dr. Michaels has co-chaired three international conferences on the topics of Professional Selling and Sales Management” in Orlando.  He is past Editor of the Journal of Personal Selling & Sales Management and currently serves on the senior advisory board of the Journal of Personal Selling & Sales Management.  His research has been published in the Journal of Marketing Research, Journal of Marketing, Journal of International Business Studies, Journal of the Academy of Marketing Science, Journal of Business Research, and The Journal of Personal Selling & Sales Management, among others.

Dr. Michaels’ teaching interests span the topics of marketing strategy, marketing management, and professional selling and sales management. While at Indiana University he designed and delivered an acclaimed competitive-entry course that integrated the topics of professional selling and sales management; this course became the precursor to the renowned UCF Professional Selling Program.  He won the Alpha Kappa Psi Alumni Award for Teaching Excellence at IU.   The American Marketing Association awarded Dr. Michaels the 2007 Don McBane Special Recognition Award for extraordinary commitment to service to the marketing discipline.

Prior to entering academe, Dr. Michaels worked spent several years working in sales and product management positions in the greeting card industry.  And before that, he served in the U.S. Army.  He consults on such issues as marketing strategy, customer satisfaction, sales force performance, goals/quotas, motivation and compensation plans.


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