Scott Friend

2026-04-27 09:06:15

(MENAFN- The Conversation)

Professor and Schaefer Endowed Chair in Marketing, University of Dayton

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Dr. Scott B. Friend is a recognized thought leader in sales strategy and scholarship, and holds the Schaefer Endowed Chair in Marketing at the University of Dayton. Over a distinguished academic career he has dedicated his work to uncovering the drivers of high-performance sales teams.

A prolific scholar, Dr. Friend has published more than 50 academic journal articles, offering a comprehensive view of the sales profession-from the performance of individual salespeople to the strategic management of entire sales organizations. His expertise spans the psychological and relational factors that drive salesperson and team success, the dynamics of buyer–seller relationships, and the ways modern managers can leverage technology, data, and innovation to lead effectively. Dr. Friend's contributions have earned him recognition as a“Highly Ranked Scholar” by ScholarGPS, placing him among the top 0.05% of scholars in the field of sales.

Grounded in a mission to prepare the next generation of sales professionals and leaders, Dr. Friend blends scholarship with practical insight to equip his students with the tools to thrive in today's rapidly evolving marketplace.

Experience

2023–2026 Professor of Marketing, University of Dayton

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