Mark Johlke, Ph.D.

Professor of Practice, Marketing

Mark Johlke

Contact

Bio

Mark attended Sam Houston State University where he earned a B.S. in Psychology and Business, then worked with some friends in the printing and restaurant business.  He enrolled at Texas Tech and earned his MBA and then returned to Houston and sold computer hardware and software before moving back to Texas Tech to earn his Ph.D.

Mark spent six years at the University of North Carolina at Wilmington and then went to Bradley University where he built and managed its Professional Sales Program.  He joined the UTSA faculty in Fall, 2024.

His hobbies include golf and racquet sports, playing cards and other games, following college and professional sports, music, and reading.

Teaching

  • Professional Selling
  • Advanced Professional Selling
  • Sales Management

Degrees

  • Ph.D. Texas Tech University
  • MBA Texas Tech University
  • B.S. Sam Houston State University

Publications

  • Johlke, Mark C. and Rajesh Iyer (2020), “Antecedents and Outcomes of Salesperson Internal Customer Mind-Set.”  Journal of Managerial Issues, 32 (3), 318-333.
  • Johlke, Mark C. and Rajesh Iyer (2017), “Customer Orientation as a Psychological Construct: Evidence from Indian B-B Salespeople,” Asia-Pacific Journal of Marketing and Logistics, 29 (4), 704-720.
  • Iyer, Rajesh, and Mark C. Johlke (2015), “The Role of External Customer Mindset Among Service Employees,” Journal of Services Marketing, 28 (1), 38-48.
  • Johlke, Mark C. and Rajesh Iyer (2013), “A Model of Retail Job Characteristics, Employee Ambiguity, Job Attitudes, and Sales Performance,” Journal of Retailing and Consumer Services, 20 (1), 58-67.
  • Nagy, Brian G., and Mark C. Johlke (2013), “Selling in the New Venture Context: Influencing Buyer Intentions Through the Liabilities and Assets of Newness,” Journal of Selling and Major Account Management, 13 (1), 58-68.
  • Johlke, Mark C. (2007), “Antecedents and Outcomes of Salesperson Perceptions of Organizational Support,” Journal of Selling and Major Account Management, 7 (2), 8-19.
  • Johlke, Mark C. (2006), “Sales Presentation Skills and Salesperson Job Performance, Journal of Business and Industrial Marketing, 21 (5), 311-319.
  • Stamper, Christina L. and Mark C. Johlke (2003), “The Impact of Perceived Organizational Support on the Relationship Between Boundary Spanner Role Stress and Work Outcomes,” Journal of Management 29 (4), 569-588.
  • Johlke, Mark C., Christina L. Stamper, and Mary E. Shoemaker (2002), “Antecedents to Boundary-Spanner Perceived Organizational Support,” Journal of Managerial Psychology 17 (2), 116-128.
  • Shoemaker, Mary E. and Mark C. Johlke (2002), “An Examination of the Antecedents of a Crucial Selling Skill: Asking Questions,” Journal of Managerial Issues 14 (1), 118-131.
  • Johlke, Mark C. and Dale F. Duhan (2001), “Testing Competing Models of Sales Force Communication,” The Journal of Personal Selling & Sales Management 21 (Fall), 265-278.
  • Johlke, Mark C. and Dale F. Duhan (2001), “Supervisor Communication Practices and Boundary Spanner Role Ambiguity,” Journal of Managerial Issues 13 (Spring), 87-101.
  • Johlke, Mark C. and Dale F. Duhan (2000), “Supervisor Communication Practices and Service Employee Job Outcomes,” Journal of Service Research, 3 (2), 154-165.
  • Johlke, Mark C., Dale F. Duhan, Roy D. Howell, and Robert W. Wilkes (2000), “An Integrated Model of Sales Managers’ Communication Practices,” Journal of the Academy of Marketing Science, 28 (2), 263-277.
  • Sparks, John R. and Mark C. Johlke (1996), “Factors Influencing Student Perceptions Of Unethical Behavior By Personal Salespeople: An Experimental Investigation,” Journal of Business Ethics, 15 (August), 871-887.