Lauren Beitelspacher

Associate Professor

Academic Division: Marketing
781-239-6441

Bio

Lauren Skinner Beitelspacher (Ph.D., University of Alabama) is an Associate Professor in the Marketing Division at Babson College. Her research interests include: b​uyer-supplier relationships, retail management, and the retail supply chain. Her work has been published in numerous scholarly journals including: Journal of Marketing, Journal of Applied Psychology, Journal of Retailing, Journal of the Academy of Marketing Science, Journal of Business Research, and Industrial Marketing Management. She has also presented her work at numerous conferences and won several best paper in track awards at the American Marketing Association, Society for Marketing Advances and Academy of Marketing Science conferences. Her research concentrates specifically on the relationships with retailers and manufacturers. Whenever possible, her research focuses in the athletic, outdoor, and sporting goods industry. Lauren is very involved in pedagogical contributions for principles of marketing and retail management. Lauren is also actively involved in the marketing community. She is the co-chair of Retail and Pricing Special Interest Group for the American Marketing Association. In her free time, Lauren enjoys spending time with her husband and daughters.

Academic Degrees

  • Ph D, Manderson Graduate School of Business, The University of Alabama
  • MBA, Samford University
  • BSM, Tulane University

Academic Interests

Retail; Supply Chain Management

Awards & Honors

  • 2018 - 2018 Babson Undergraduate Faculty of the Year, Babson College
  • 2017 - Dean's Award for Excellence in Undergraduate Teaching, Babson College
  • 2017 - Outstanding Reviewer, Journal of the Academy of Marketing Education
  • 2017 - Pearson's Solomon Marshal Stuart Excellence in Teaching Innovation Award, AMA Teaching and Learning SIG
  • 2016 - TIF Grant Recipient, CELT Babson College
  • 2016 - Direct Selling Education Foundation Fellow, Direct Selling Education Foundation
  • 2016 - 40 under 40 Best Business Professors, Poets & Quants
  • 2011 - Top 40 Under 40, Birmingham Business Journal
  • 2010 - Marketer of the Year, Birmingham American Marketing Association
  • 2008 - Watson Little Memorial Award, University of Alabama
  • 2007 - Outstanding Doctoral Student in Research, College of Business Administration
  • 2006 - Doctoral Consortium Fellow, Society for Marketing Advances
  • 2006 - Sheth Foundation Doctoral Consortium Fellow, AMA

Courses

Degree Courses 2017-2018

  • SME 2011: PRINCIPLES OF MARKETING
  • MKT 3540: BOS RETAILING MANAGEMENT

Degree Courses 2016-2017

  • MKT 7200: BL2 MARKETING

Publications

Journal Articles

  • Beitelspacher, L.S., Rodgers, V.L. (2018). Integrating Corporate Social Responsibility Awareness into a Retail Management Course. Journal of Marketing Education, 40(1), 66-76.
  • Grewal, D., Ahlbom, C., Beitelspacher, L.S., Noble, S., Nordfalt, J. (2018). A Field Approach to Understanding In-Store Mobile Usage. Journal of Marketing, 82(4), 102-126.
  • Beitelspacher, L.S., Rapp, A., Baker, T., Grewal, D. (2017). Understanding the Long-Term Implications of Retailer Returns in Business-to-Business Relationships. Journal of the Academy of Marketing Science
  • Holmes, Y., Beitelspacher, L.S., Bolander, W., Hochstein, B. (2017). "Let's Make A Deal:" Value Outcomes and the Interaction of Customer Persuasion Knowledge and Salesperson Negotiation Strategies. Journal of Business Research, 78, 81-92.
  • Freybote, J., Simon, L., Beitelspacher, L.S. (2016). Understanding the Contribution of Curb Appeal to Retail Real Estate Values. Journal of Property Research, 33(2), 147-161.
  • Crittenden, V.L., Beitelspacher, L.S. (2015). Creating a Culture of Confidence: An Interview with Sheryl Adkins-Green, CMO of Mary Kay Inc.. Business Horizons, 58(4), 371-376.
  • Mullins, R.R., Bachrach, D.G., Rapp, A.A., Grewal, D., Beitelspacher, L.S. (2015). You don't always get what you want, and you don't always want what you get: An examination of control-desire for control congruence in transactional relationships.. Journal of Applied Psychology, 100(4), 1073-1088.
  • Rapp, A.A., Bachrach, D.G., Baker, T.L., Ogilvie, J., Beitelspacher, L.S. (2015). Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance. Journal of Retailing, 91(2), 358-369.
  • Hansen, J.D., Beitelspacher, L.S., Deitz, G.D. (2013). Antecedents and consequences of consumers’ comparative value assessments. Journal of Business Research, 66(4), 473-479.
  • Rapp, A., Beitelspacher, L.S., Grewal, D., Hughes, D.E. (2013). Understanding social media effects across seller, retailer, and consumer interactions. Journal of the Academy of Marketing Science, 41(5), 547–566.
  • Beitelspacher, L.S., Hansen, J.D., Johnston, A.C., Deitz, G.D. (2012). Exploring Consumer Privacy Concerns and RFID Technology: The Impact of Fear Appeals on Consumer Behaviors. Journal of Marketing Theory and Practice, 20(2), 147-160.
  • Beitelspacher, L.S., Tokman, M., Adams, F.G., Richey, R.G. (2012). Retail service-based operant resources and market performance. International Journal of Logistics Management, The, 23(3), 408-434.
  • Rapp, A., Beitelspacher, L.S., Schillewaert, N., Baker, T.L. (2012). The differing effects of technology on inside versus outside sales forces to facilitate enhanced customer orientation and interfunctional coordination. Journal of Business Research, 65(7), 929-936.

Articles

  • Beitelspacher, L.S., Crittenden, V.L., Sosnowski, D.L. (2017, October) How the Marketing Division and Undergraduate Career Center at Babson College Align to Facilitate Core Career Readiness. BizEd: AACSB International

Book Chapters

  • Grewal, D., Roggeveen, A.L., Beitelspacher, L.S., , (2017). How Retailing Cues Influence Shopping Perceptions and Behavior. In Michael R. Solomon and Tina M. Lowrey (Ed.), The Routledge Companion to Consumer Behavior.: Routledge

Conference Proceedings

  • Bravo, S.J., Beitelspacher, L.S. (2016). Whole Student, Whole Faculty, Whole Classroom: Managing Anxiety to Maximize the Learning Experience. Providence, RI, USA

Presentations

  • Managing Stereotypes in the Classroom: What Stereotypes Exist and How Do We Respond?
    Ottley, G., Beitelspacher, L. Managing Stereotypes in the Classroom: What Stereotypes Exist and How Do We Respond? 2018 Academy of Marketing Science Annual Conference, New Orleans, LA (2018)
  • Innovations in Undergraduate Business Education
    Crittenden, V., Beitelspacher, L., Greenberg, D., Karst, N. Innovations in Undergraduate Business Education 2017 Innovations in Undergraduate Business Education Conference, New Jersey (2017)
  • Understanding In-Store Mobile Phone Usage and Retail Sales
    Ahlbom, C., Nordfalt, J., Beitelspacher, L., Grewal, D., Noble, S. Understanding In-Store Mobile Phone Usage and Retail Sales American Marketing Association, Orlando, FL (2017)
  • Effective Strategies for Teaching Introductory Marketing
    Beitelspacher, L. Effective Strategies for Teaching Introductory Marketing Marketing Management Association Fall Educators' Conference, Providence, Rhode Island (2016)
  • Retailer Returns: The B2B Relationship Implications and Salesperson Responses to Retailer Returns
    Beitelspacher, L., Grewal, D., Rapp, A., Baker, T. Retailer Returns: The B2B Relationship Implications and Salesperson Responses to Retailer Returns Summer AMA Conference, Atlanta, GA (2016)
  • Examining Negotiation Strategies in the B2C Context: Consumer Persuasion Knowledge vs. Seller Negotiation Techniques
    Beitelspacher, L., Holmes, Y., Hochstein, B., Bolander, W. Examining Negotiation Strategies in the B2C Context: Consumer Persuasion Knowledge vs. Seller Negotiation Techniques World Marketing Congress, Paris (2016)
  • Co-Creating the Deal: How Salesperson Negotiation Strategies and Customer Persuasion Knowledge Interact to Determine Price Discounts and Customer Satisfaction
    Holmes, Y., Beitelspacher, L., Hochstein, B., Bolander, W. Co-Creating the Deal: How Salesperson Negotiation Strategies and Customer Persuasion Knowledge Interact to Determine Price Discounts and Customer Satisfaction Academy of Marketing Science, Lake Buena Vista, FL (2016)
  • Understanding the Contribution of Curb Appeal to Retail Real Estate Values
    Freybote, J., Simon, L., Beitelspacher, L. Understanding the Contribution of Curb Appeal to Retail Real Estate Values American Real Estate Society, Fort Myers, FL (2015)
  • Customer Engagement: what are Retailers Doing to Keep Customers In-Store?
    Beitelspacher, L., Reynolds, K., Ogilvie, J. Customer Engagement: what are Retailers Doing to Keep Customers In-Store? American Marketing Association Summer Educators’ Conference, San Francisco, CA (2014)
  • Managing Control Expectations in Business-to-Business Relationships
    Mullins, R., Rapp, A., Beitelspacher, L., Grewal, D. Managing Control Expectations in Business-to-Business Relationships 16th Biennial World Marketing Congress, Academy of Marketing Science, Melbourne, Australia (2013)
  • Understanding the Retailer and Consumer Implications of Showrooming
    Andzulis, J., Rapp, A., Beitelspacher, L. Understanding the Retailer and Consumer Implications of Showrooming American Marketing Association Winter Educators’ Conference, Las Vegas, NV (2013)
  • A Multi-Level Perspective of Desired and Perceived Control in Sales Interactions
    Grewal, D., Beitelspacher, L., Rapp, A., Andzulis, J. A Multi-Level Perspective of Desired and Perceived Control in Sales Interactions AMA Winter Conference, St. Petersburg, FL (2012)

Professional Services

  • Editorial Review Board Member
    Journal of Business Research (2015)
  • Editorial Review Board Member
    International Journal of Physical Distribution and Logistics Management (2015)

Professional Memberships

  • Marketing Management Association
    (2016)

Media Contributions

  • USA Today and Associated Press
    Newspaper (2017)