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Leslie M. Fine

BiographyPublications

Professor Fine’s research has been published in the Journal of Personal Selling and Sales Management, Journal of Consumer Psychology, Journal of the Academy of Marketing Science and in the proceedings of the American Marketing Association and the Society for Consumer Psychology. She serves on the editorial board of Journal of Personal Selling and Sales Management. She serves on the OSU President’s Diversity Advisory Board. She is a recipient of the University’s Distinguished Diversity Enhancement Award. She also received the Westerbeck Undergraduate Teaching Award.

Areas of expertise

  • Buyer/seller relationships and sales force management
  • Social and psychological variables that impact the buyer/seller relationship
  • Salesperson adaptivity
  • Mentoring in the sales force

Education

  • PhD, University of Tennessee
  • MS, Louisiana State University
  • BA, Louisiana State University

Book Reviews

  • Fine, Leslie M. (1991) A Model-Based Approach to Understanding Consumers, a review of The Psychology of Consumer Behavior (Brian Mullen and Craig Johnson, authors), published in Contemporary Psychology, 36 (10).

Journal Articles

  • Fine, L. M. (2010). Altruism and Hedonism: A Review and Discussion of Recent Findings in the Marketing and Consumer Behavior Literature. Business Horizons, Vol. 53, Issue 3, 241-246.
  • Fine, L. M. (2009). Executive Digest:  Spotlight on Marketing; The Bottom Line: Marketing and Firm Performance. Business Horizons, Vol. 52 Issue 3, 209-214.
  •  Fine, L. M. (2009). The Bottom Line: Marketing and Firm Performance. Business Horizons, Vol. 52, Issue 3, 209-214.
  • Fine, L. M. (2008). Executive Digest: Spotlight on Marketing. Business Horizons, 51 (3), 163-168.
  • Fine, L. M. (2008). Services Marketing. Business Horizons, 51, 3, 185-191.
  • Fine, Leslie M. (2008) “Executive Digest: Spotlight on Marketing,” Business Horizons (2008): 51 (3), 163-168.
  • Fine, Leslie M. (2007) “Executive Digest: Spotlight on Marketing,” Business Horizons (2007): 50 (3), 185-191.
  • Fine, Leslie M. (2006) “Executive Digest: Spotlight on Marketing,” Business Horizons (2006): 49 (3), 179-184.
  • Fine, Leslie M. (2005) “Executive Digest: Spotlight on Marketing,” Business Horizons (2005): 48, 187-191.
  • Pullins, Ellen B. and Leslie M. Fine (2002). How the Performance of Mentoring Activities Impacts the Mentor's Job Outcomes. Journal of Personal Selling and Sales Management, Fall 2002.
  • Pullins, Ellen Bolman, Curtis P. Haugtvedt, Peter R. Dickson, Leslie M. Fine and Roy J. Lewicki (2000). Individual Differences in Intrinsic Motivation and the Use of Cooperative Negotiation Tactics. Journal of Business and Industrial Marketing, Vol. 15, No. 7, page 466.
  • Long-Tolbert, Sylvia and Leslie M. Fine (1999). The Resilience of Service Relationships: When Trust Makes a Difference. Advances in Consumer Research Conference Proceedings.
  • Allenby, Greg, Neeli Bendapudi, Bob Burnkrant, Leslie Fine, Jim Ginter, Bob Leone, Mark Stiving and Rao Unnava (1998). Market Segmentation in the 21st Century: Discrete Solutions to Continuous Problems. Seoul Journal of Business.
  • Fine, Leslie M., C. David Shepherd and Susan L. Josephs (Winter 1999). Insights in Sexual Harassment of Salespeople by Customers: The Role of Gender, Experience and Power. Journal of Personal Selling and Sales Management.
  • Fine, Leslie M. And Ellen B. Pullins (1998). Peer Mentoring in the Industrial Sales Force: An Exploratory Investigation of Men and Women in Developmental Relationships. Journal of Personal Selling and Sales Management, 28 (3), 89-104.
  • Ellen B. Pullins, Leslie M. Fine and Wendy L. Warren (1996). Identifying Peer Mentors in the Sales Force: An Exploratory Investigation of Willingness and Ability. Journal of the Academy of Marketing Science, 24 (2), 125-136.
  • Fine, Leslie M., Krista Matheny Harris, Ellen Pullins, Wendy Warren (1996). The Salesforce Mentor/Protege Relationships: An Exploratory Qualitative Investigation. Marketing Theory and Applications, Volume 5, Chicago, IL: American Marketing Association.
  • Fine, Leslie M. and Janice Franke (1995). The Legal Aspects of Salesperson Commission Payments. Journal of Personal Selling and Sales Management, 15 (Winter), 53-68.
  • Pullins, Ellen B. and Leslie M. Fine, (1994). Communication Competence: A Foundation for Integration in Buyer-Seller Interaction Research. Enhancing Knowledge Development in Marketing, Volume 5, Achrol and Mitchell (Eds.), Chicago, IL: American Marketing Association.
  • Pullins, Ellen B., Leslie M. Fine and Wendy L. Warren (1994), “Measuring the Propensity to Mentor in the Sales Force,” Marketing Theory and Applications, Volume 5, Park and Smith (Eds), Chicago, IL: American Marketing Association.
  • Fine, Leslie M., C. David Shepherd and Susan L. Josephs (1994). Sexual Harassment in the Sales Force: The Customer is NOT Always Right. Journal of Personal Selling and Sales Management, 14 (Fall) 15-29.
  • Shepherd, C. David and Leslie M. Fine, (1994). Role Conflict and Role Ambiguity Reconsidered. Journal of Personal Selling and Sales Management, 14 (Spring) 57-66.
  • Roehm, Harper, Peter Dickson and Leslie M. Fine (1993) . ‘I’m Great, You’re Great,’: Salesperson Self-Presentation Tactics. Marketing Theory and Applications, Volume 4, Varadarajan and Jaworski (Eds), Chicago: IL: American Marketing Association..
  • Fine, Leslie M. & David W. Schumann (1992). The Nature and Role of Salesperson Perceptions: The Interactive Effects of Salesperson/Customer Personalities. Journal of Consumer Psychology, 1 (3), 285-296.
  • Fine, Leslie M. (1992). Refining the Concept of Salesperson Adaptability, in Chris Allen & Thomas Madden (Eds.), Marketing Theory and Applications, Volume 3, Chicago, IL: American Marketing Association.
  • Fine, Leslie M. (1991). "The Role of Self-Monitoring in Inferential Processes in the Buyer/Seller Dyad,” paper presented at the 1991 American Marketing Association Educator’s Conference. Peer reviewed special session presentation - no published paper.
  • Fine, Leslie M. & David W. Schumann (1990). The Role of Self-Monitoring in Judgments of the Buyer/Seller Relationship. Proceedings of the Society for Consumer Psychology, Curtis Haugtvedt & Deborah Rosen (Eds.), Abstract published in the Proceedings.
  • Fine, Leslie M. & David W. Schumann (1990). Researching The Buyer/Seller Dyad: A Model of the Relationship Development Process, in David Lichtenthal et. al. (Eds.) Marketing Theory and Applications, Chicago, IL: American Marketing Association.
  • Williams, Kaylene C., Rosann L. Spiro & Leslie M. Fine (1990). The Customer-Salesperson Dyad: An Interaction/Communication Model and Review. Journal of Personal Selling and Sales Management, 10 (Summer), 29-43.
  • Fine, Leslie M & Sarah F. Gardial (1990). The Effect of Self-Monitoring and Similarity on Salesperson Inferential Processes. Journal of Personal Selling and Sales Management, 10 (Fall), 7-16.