Lauren Beitelspacher

Assistant Professor

Academic Division: Marketing
781-239-6441

Bio

Lauren Skinner Beitelspacher (Ph.D., University of Alabama) is an Assistant 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 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 Society for Marketing Advances and Academy of Marketing Science. 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 has contributed to several marketing and retailing textbooks. ​Lauren's teaching interests include: principles of marketing, retail management, business-to-business marketing, and personal selling. Lauren is also actively involved in the marketing community. She is the Secretary/Treasurer for the Academy of Marketing Science. In addition, she is the co-chair of Retail and Pricing Special Interest Group for the American Marketing Association. Lauren is also currently co-chairing the Mary Kay Dissertation Competition for the Academy of Marketing Science. Lauren was awarded "Outstanding Marketing Graduate Student" and the "Award for Excellence in Research by a Doctoral Student" at the University of Alabama. She was a 2006 AMA Sheth Doctoral Consortium Fellow. Lauren was named "Top 40 under 40" in 2011 by the Birmingham Business Journal. She was also awarded "Marketer of the Year" in 2011 by Birmingham Chapter of the American Marketing Association. In her free time, Lauren enjoys spending time with her husband, two daughters, and dog.

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

  • 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
  • 2013 - Bartlett Award for Industry Research, Portland State University
  • 2011 - Top 40 Under 40, Birmingham Business Journal
  • 2010 - Marketer of the Year, Birmingham American Marketing Association
  • 2010 - Stanley C. Hollander Award, Academy of Marketing Science
  • 2008 - Watson Little Memorial Award, University of Alabama
  • 2007 - Outstanding Doctoral Student in Research, College of Business Administration
  • 2007 - Outstanding Marketing Graduate Student, American Marketing Association Birmingham Chapter
  • 2006 - Doctoral Consortium Fellow, Society for Marketing Advances
  • 2006 - Sheth Foundation Doctoral Consortium Fellow, AMA

Courses

Degree Courses 2016-2017

  • MKT 7200: BL2 MARKETING

Degree Courses 2015-2016

Publications

Journal Articles

  • 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.

Book Chapters

  • Grewal, D., Roggeveen, A.L., Beitelspacher, L.S. (in press). How Retailing Cues Influence Shopping Perceptions and Behavior.The Routledge Companion to Consumer Behavior.

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

  • 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)
  • Whole Student, Whole Faculty, Whole Classroom: Managing Anxiety to Maximize the Learning Experience
    Bravo, S., Beitelspacher, L. Whole Student, Whole Faculty, Whole Classroom: Managing Anxiety to Maximize the Learning Experience Marketing Management Association Fall Educators Conference, Providence RI (2016)
  • 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 B@B Relationship Implications and Salesperson Response to Retailer Returns
    Beitelspacher, L., Grewal, D., Rapp, A., Baker, T. Retailer Returns: The B@B Relationship Implications and Salesperson Response 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)
  • 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)
  • 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)
  • 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)