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Lauren Beitelspacher

  • Professor
  • Ken and Nancy Major Romanzi Senior Term Chair in Marketing
Academic Division: Marketing
Lauren Skinner Beitelspacher (Ph.D., University of Alabama) is a Professor in the Marketing Division at Babson College. Her research interests include: buyer-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. 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 Interest / Expertise

Retail; Supply Chain Management

Awards & Honors

  • 2022 — Davidson Award, Journal of Retailing
  • 2019 — Dean's Award for Research Excellence - Multidisciplinary Scholarship, Babson College
  • 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


  • Degree Courses 2024

  • Degree Courses 2023



Journal Articles

  • Beitelspacher, L.S., Getchell, K.M. (2023). The Adoption of Conscientiousness in Business to Business Relationships. Industrial Marketing Management. Vol: 109, Page: 221-231.
  • Shankaranarayanan, G., Stoddard, D.B., Gilleran, R., Beitelspacher, L.S., Bravo, S.J. (2021). Experiential Learning of Information Systems in Functional Contexts: The Digital Brand Strategy Project. Communications of the Association of Information Systems (CAIS). Vol: 49. Association of Information Systems.
  • Vadakkepatt, G., Winterich, K., Mittal, V., Zinn, W., Beitelspacher, L.S., Aloysius, J., Ginger, J., Reilman, J. (2021). Sustainable Retailing. Journal of Retailing. Vol: 3, Issue: 1, Page: 62-80.
  • Carey, J.C., Beitelspacher, L.S., Tosti-Kharas, J., Swanson, E. (2021). A resource-efficient modular course design for co-teaching integrated sustainability in higher education: Developing the next generation of entrepreneurial leaders. Entrepreneurship Education and Pedagogy. Vol: 4, Issue: 2, Page: 169-193.
  • Roggeveen, A.L., Beitelspacher, L.S. (2020). Understanding and Implementing CRM Initiatives in International Markets. International Marketing Review.
  • Getchell, K.M., Beitelspacher, L.S. (2020). Better Marketing for our Female Marketers: Gendered Language in the Forbes CMO List. Business Horizons. Elsevier.
  • Grewal, D., Ahlbom, C., Beitelspacher, L.S., Noble, S.M., Nordfalt, J. (2018). In-Store Mobile Phone Use and Customer Shopping Behavior: Evidence from the Field. Journal of Marketing. Vol: 82, Issue: 4, Page: 102-126.
  • Beitelspacher, L.S., Baker, T.L., Rapp, A., Grewal, D. (2018). Understanding the long-term implications of retailer returns in business-to-business relationships. Journal of the Academy of Marketing Science. Vol: 46, Issue: 2, Page: 252-272.
  • Beitelspacher, L.S., Rodgers, V.L. (2018). Integrating Corporate Social Responsibility Awareness into a Retail Management Course. Journal of Marketing Education. Vol: 40, Issue: 1, Page: 66-76.
  • Roggeveen, A.L., Beitelspacher, L.S. (2018). Educating the Retailers of Tomorrow: An Overview of Journal of Marketing Education Special Issue on Retailing. Journal of Marketing Education.
  • 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. Vol: 78, Page: 81-92. Elsevier.
  • Freybote, J., Simon, L., Beitelspacher, L.S. (2016). Understanding the Contribution of Curb Appeal to Retail Real Estate Values. Journal of Property Research. Vol: 33, Issue: 2, Page: 147-161. Routledge.
  • 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. Vol: 58, Issue: 4, Page: 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. Vol: 100, Issue: 4, Page: 1073-1088. American Psychological Association.
  • 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. Vol: 91, Issue: 2, Page: 358-369.
  • Hansen, J.D., Beitelspacher, L.S., Deitz, G.D. (2013). Antecedents and consequences of consumers’ comparative value assessments. Journal of Business Research. Vol: 66, Issue: 4, Page: 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. Vol: 41, Issue: 5, Page: 547–566. Springer US.
  • 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. Vol: 20, Issue: 2, Page: 147-160. Routledge.
  • 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. Vol: 23, Issue: 3, Page: 408-434. Emerald Publishing Limited.
  • 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. Vol: 65, Issue: 7, Page: 929-936. Elsevier.

Book Chapters

  • Schweiger, E., Grewal, D., Roggeveen, A.L., Beitelspacher, L.S. (2020). Managing the Luxury Shopping Experience in a Multi-channel World: Luxury Research Handbook.
  • Greenberg, D., Beitelspacher, L.S., Rodgers, V.L. (2020). A Systems Approach to Transformational Responsible Management Learning & Education: The SAGE Handbook of Responsible Management Learning and Education. Page: 363-377. Sage Publications.
  • Beitelspacher, L.S. (2019). Women Entrepreneurs Rewriting the Value Proposition and Changing the Face of Sustainable Retailing: Go-To-Market Strategies for Women Entrepreneurs. Page: 207-216. Emerald Publishing.
  • Grewal, D., Roggeveen, A.L., Beitelspacher, L.S., , . (2017). How Retailing Cues Influence Shopping Perceptions and Behavior: The Routledge Companion to Consumer Behavior. Issue: 1, Page: 291-303. Routledge.

Conference Proceedings

  • Bravo, S.J., Beitelspacher, L.S. (2016). Whole Student, Whole Faculty, Whole Classroom: Managing Anxiety to Maximize the Learning Experience. Page: 108-109. Marketing Management Association. link

Articles - Circular or newsletter (e.g., Babson Insight)

  • Beitelspacher, L.S., Crittenden, V.L., Sosnowski, D.L. (2018). How the Marketing Division and Undergraduate Career Center at Babson College Align to Facilitate Core Career Readiness: BizEd. AACSB International.


  • What is Sustainable Consumption and How Do We Teach It? Beitelspacher, L. Responsible Management Education Conference, Lisbon, Portugal (2023)
  • Customer Kindness and the Impact on Retail Employee retention and Job Satisfaction Beitelspacher, L. AMS World Marketing Congress, Canterbury, UK (2023)
  • Developing Practitioner Partnerships for Research and Teaching Beitelspacher, L. Fay-Mathras, D. American Marketing Association Summer Educators' Conference, Chicago, IL (2022)
  • Panelist, Advice on Tenure and Promotion at Babson College Nersessian, D. Jones, K. Beitelspacher, L. Swanson, E. Babson College Research Day, Wellesley, MA (2020)
  • Panelist, Interdisciplinary Research at Babson College Nersessian, D. Beitelspacher, L. Wynstra, C. Pachamanova, D. Babson College Research Day, Wellesley, MA (2020)
  • Go-to-Market Strategies for Entrepreneurs: Creating and Exploring Success Beitelspacher, L. Marketing Management Association, Santa Fe, New Mexico (2019)
  • Incorporating Ethics and Social Responsibility into the Classroom Beitelspacher, L. Marketing Management Association, Santa Fe, New Mexico (2019)
  • Food for Thought: A Look Back and Ahead at Grocery Retail Disruption Beitelspacher, L. Annual Bankruptcy and Restructuring Conference, Boston, MA (2019)
  • The Current State of Retailing Beitelspacher, L. New Balance Annual Sales Meeting, San Diego, CA (2019)
  • Experiential Learning in Retail Management Beitelspacher, L. Marketing Management Association, Kansas City, MO (2018)
  • Managing Stereotypes in the Classroom: What Stereotypes Exist and How Do We Respond? Ottley, G. Beitelspacher, L. 2018 Academy of Marketing Science Annual Conference, New Orleans, LA (2018)
  • Evolving Mobile Shopping Behavior and its Implications for Shopper Marketing Ahlbom, C. Nordfalt, J. Beitelspacher, L. Grewal, D. Noble, S. Winter American Marketing Association, New Orleans (2018)
  • Innovations in Undergraduate Business Education Crittenden, V. Beitelspacher, L. Greenberg, D. Karst, N. 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. American Marketing Association, Orlando, FL (2017)
  • Effective Strategies for Teaching Introductory Marketing Beitelspacher, L. Marketing Management Association Fall Educators' Conference, Providence, Rhode Island (2016)
  • Whole Student, Whole Faculty, Whole Classroom: Managing Anxiety for Students and Faculty to Maximize the Learning Experience Bravo, S. Beitelspacher, L. Marketing Management Association Fall Educators' Conference, Providence, RI (2016)
  • Retailer Returns: The B2B Relationship Implications and Salesperson Responses to Retailer Returns Beitelspacher, L. Grewal, D. Rapp, A. Baker, T. 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. 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. 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. 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. 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. 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. 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. AMA Winter Conference, St. Petersburg, FL (2012)
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Professional Services

  • Editorial Review Board Member Journal of the Academy of Marketing Science (2023 - Present)
  • Editorial Review Board Member Journal of Retailing (2019 - Present)
  • Editor, Associate Editor Journal of Business Research (2018 - Present)
  • Editorial Review Board Member Journal of Marketing Education (2018 - Present)
  • Editorial Review Board Member International Journal of Physical Distribution and Logistics Management (2015 - 2020)
  • Editorial Review Board Member Journal of Business Research (2015 - 2018)

Professional Memberships

  • Academy of Marketing Science (2012 - Present)
  • American Marketing Association (2010 - Present)
  • Marketing Management Association (2016 - 2020)