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Jeff Boichuk

Assistant Professor, Marketing

Jeff Boichuk

Contact Information

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Research Publications

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Professor Boichuk's research interests include the areas of business-to-business marketing, marketing analytics, and sales force effectiveness. Published in the Journal of Marketing, Journal of Marketing Research, Journal of Accounting Research, and Journal of Retailing, his research portfolio addresses such questions as "Why do salespeople use hard sell tactics?" "What factors cause salespeople to misread customers' interest levels?" and "What do companies ask of the sales function when earnings are short?" Before joining Ivey, he taught at the McIntire School of Commerce at the University of Virginia, where he placed after completing a PhD at the University of Houston.


  • Social Media Analytics
  • Online Retail

Programs Taught

  • HBA
  • MSc


  • PhD, University of Houston
  • MSc in Management, Brock University
  • Bachelor of Business Administration, Brock University

Recent Refereed Articles

  • Kim, S.; Tong, X.; Zhou, J.; Boichuk, J. P., 2022, "Conditional median-based Bayesian growth mixture modeling for nonnormal data", Behavior Research Methods, June 54(3): 1291 - 1305.
  • Boichuk, J. P.; Bommaraju, R.; Ahearne, M.; Kraus, F.; Steenburgh, T. J., 2019, "Managing Laggards: The Importance of a Deep Sales Bench", Journal of Marketing Research, May 56(4): 652 - 665.
  • Hall, Z. R.; Mullins, R. R.; Syam, N.; Boichuk, J. P., 2017, "Generating and sharing of market intelligence in sales teams: an economic social network perspective", Journal of Personal Selling & Sales Management, October 37(4): 298 - 312.
  • AHEARNE, M. J.; Boichuk, J. P.; CHAPMAN, C. J.; STEENBURGH, T. J., 2016, "Real Earnings Management in Sales", Journal of Accounting Research, December 54(5): 1233 - 1266.
  • Mullins, R. R.; Ahearne, M.; Lam, S. K.; Hall, Z. R.; Boichuk, J. P., 2014, "Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability", Journal of Marketing, November 78(6): 38 - 58.

For more publications please see our Research Database

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