Adam A. Rapp, Ph.D. Ralph and Luci Schey Professor of Sales

Dr. Adam Rapp is currently the Executive Director and the Ralph and Luci Schey Professor of Sales at Ohio University. Prior to joining the faculty at Ohio, he was the D. Paul Jones and Charlene Jones Endowed Chair in Services Marketing at the University of Alabama. Previously, Adam was an assistant professor at Clemson University and Kent State University. He has been invited to present at Harvard University and Columbia University, among others, to discuss his cutting-edge techniques and approach to sales management. His work on the Hybrid Manager and Managing Millennials is being taught at institutions around the world. Adam is a visiting lecturer at the Vlerick Leuven Gent Management School in Belgium, University of Eastern Finland, and the Athens University of Economics and Business and the ALBA School in Greece. He has a Ph.D. from the University of Connecticut, an M.B.A. from Villanova University, and an undergraduate degree from Penn State. Adam also spent two years as a doctoral fellow at the University of Houston, where he researched and taught in the Sales Excellence Institute. Adam has won teaching awards at the University of Houston, University of Connecticut, the overall business school teaching award at Kent State and Clemson Universities, and most recently the Board of Trustees Award for Teaching and Research at Clemson University. Adam’s has published three books and over fifty peer-reviewed articles which examine factors influencing the performance of front-line service and sales personnel. He has presented at hundreds of conferences and events around the globe. After earning his M.B.A., Adam spent several years in the market research industry, primarily responsible for selling market research products and services to premiere companies around the world, including Mondelez, Georgia Pacific, and the FOX News Network. He is founder of the GATS Group Consulting focusing on leadership training, assessment, and various market research activities and a principal at the Sales and Leadership Development Group. Adam has engaged in training and consulting work across several industries which include companies such as Adidas, BASF, Ecolab, Verizon, Bayer, Berlex, Fraser Paper Mills, TEKlinks, Morgan Stanley, Vistakon, Eisai Pharmaceuticals, AchieveGlobal, and Kimberly Clark, among others. Adam most recently won the 2019 Journal of Personal Selling and Sales Management Top Reviewer Award, 2018 College of Business Top Researcher Award, 2017 Ohio University Research Impact Award, the 2016 Citations of Excellence award for his publication, “Understanding social media effects across seller, retailer, and consumer interactions" - Journal of the Academy of Marketing Science and the Neil Rackham award for sales knowledge dissemination (2014) and the most impactful theory article in the JPSSM (2014).

Adam A. Rapp, Ph.D. Ralph and Lucy Schey Professor of Sales

Ohio University Phone: (740) 593-9328 Department of Marketing Cell: (330) 357-7682 Athens, OH 45701 rappa@ohio.edu

Education

2006 Ph.D. | University of Connecticut 2001 M.B.A. | Villanova University 1997 B.A. | Pennsylvania State University (Behrend)

Academic Positions

2015-present Ohio University | Schey Professor | Executive Director 2011-2015 University of Alabama | Associate Professor | Acad. Dir. Sales

2009-2011 Clemson University | Assistant Professor | Founder iSell 2006-2009 Kent State University | Assistant Professor

2005-2006 University of Houston | Doctoral Fellow

International Positions

2013-2015 American College in Greece | Lecturer 2010-2014 Athens University | Lecturer

2007-present Vlerick Business School | Lecturer 2013 University of Eastern Finland | Lecturer

2014 Seminarium – Chile; Colombia | Lecturer

Relevant Accomplishments

Top Reviewer Award | Journal of Personal Selling and Sales Management Ohio University College of Business Research Impact Award America Marketing Association - Sales SIG Most Impactful Sales Paper Shugan’s Top 20 Marketing Meta-Journal (Most Cited Marketing Articles) Marketing Science Institute Research Grant | Creating Selling Synergies through Data Analytics Sales Education Foundation Research Grant | Customer Analysis to Build Better Sales Pipelines Special Issue Editor | Journal of Personal Selling and Sales Management; Journal of Services Research Sales Technology Book | SFA and CRM: A Focus on Selection and Implementation Sales Practice Book | Transformative Sales: Becoming a Resource Manager and Knowledge Broker Principal | Sales and Leadership Development Group; GATS Group Consulting Teaching Excellence Award | Clemson University 2011; Kent State University 2007 National Collegiate Sales Competition | 5th Place Team; 4th and 9th Individual Harvard Business Review Blog Network | Use Your Sales Force’s Competitive Intelligence Wisely

Best Theory Paper Award | Journal of Personal Selling and Sales Management Citations of Excellence Award | Journal of the Academy of Marketing Science

Publications

1. Panagopoulos, Nick, Adam Rapp, and Michael Pimentel (2020). “Firm Actions to Develop an Ambidextrous Salesforce,” Journal of Service Research, 23(1), 87-104.

2. Rapp, Adam, Thomas L. Baker, Nathaniel N. Hartmann, and Michael Ahearne (2020).

“The Intersection of Service and Sales: The Increased Importance of Ambidexterity,” Journal of Service Research, 23(1), 8-12.

3. Ogilvie, J., Agnihotri, R., Rapp, A., & Trainor, K. (2018). Social media technology use

and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training. Industrial Marketing Management, 75, 55-65.

4. Gabler, Colin B., Adam Rapp, Robert Glenn Richey, and Frank G. Adams. (2018) "Can

Service Climate Detract from Employee Performance? The Role of Experience in Optimizing Satisfaction and Performance Outcomes." Decision Sciences (49)1, 7-24.

5. Beitelspacher, Lauren Skinner, Thomas L. Baker, Adam Rapp, and Dhruv Grewal.

(2018) "Understanding the long-term implications of retailer returns in business-to-business relationships." Journal of the Academy of Marketing Science (2): 252-272.

6. Panagopoulos, Nikolaos G., Adam A. Rapp, and Jessica L. Ogilvie. "Salesperson

Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer–Supplier Relationship Characteristics." Journal of Marketing 81.4 (2017): 144-164.

7. Gabler, Colin B., Jessica L. Ogilvie, Adam Rapp, and Daniel G. Bachrach. "Is there a

dark side of ambidexterity? Implications of dueling sales and service orientations." Journal of Service Research 20, no. 4 (2017): 379-392.

8. Ogilvie, Jessica, Adam Rapp, Raj Agnihotri, and Daniel G. Bachrach. "Translating sales

effort into service performance: it's an emotional ride." Journal of Personal Selling & Sales Management 37, no. 2 (2017): 100-112.

9. Jessica Ogilvie, Adam Rapp, Ryan Mullins, Dan Bachrach and Jaron Harvey, “Do

Climates Compete? The Impact of Multiple Psychological Climates on Employee Performance,” (2017), Journal of Personal Selling & Sales Management 37, no. 1: 11-26.

10. Gabler, Colin B., Nikolaos Panagopoulos, Pavlos A. Vlachos, and Adam Rapp.

"Developing an environmentally sustainable business plan: An international B2B case study." Corporate Social Responsibility and Environmental Management 24, no. 4 (2017): 261-272.

11. Adam Rapp and Thomas Baker “The Intersection of Sales and Service,” (2017), special

issue editorial, Journal of Personal Selling and Sales Management. 4-10.

12. Bachrach, Daniel G., Ryan R. Mullins, and Adam A. Rapp (2017). "Intangible sales

team resources: Investing in team social capital and transactive memory for market-driven behaviors, norms and performance." Industrial Marketing Management 62: 88-99.

13. Rapp, Adam A., Daniel G. Bachrach, Karen E. Flaherty, Douglas E. Hughes, Arun

Sharma, and Clay M. Voorhees (2017). "The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization: A Multilevel Research Agenda." Journal of Service Research 20, no. 1: 59-75.

14. Pavlos A. Vlachos, Nikolas G. Panagopoulos, and Adam A. Rapp, (2016) "I Think

They Think We Are Good Citizens: Meta-Perceptions as Antecedents of Employees' Reactions to Corporate Social Responsibility,” Journal of Business Research, 69(8), 2781-2790.

15. Kris Lindsey, Thomas Baker, Martha Andrews, Tammy Hunt, and Adam Rapp (2016),

“The Importance of Product/Service Quality for Frontline Marketing Employee Outcomes: The Moderating Effect of Leader-Member Exchange (LMX),” Journal of Marketing Theory and Practice, 24(1), 23-41.

16. Adam Rapp, Tom Baker, Daniel Bachrach, Jessica Ogilvie, and Lauren Beitelspacher

(2015), “Perceived Customer Showrooming Behavior and the Effect on Retail Salesperson Self-Efficacy and Performance,” Journal of Retailing, 91(2), 358-369.

17. Adam Rapp, Jessica Ogilvie and Daniel Bachrach, (2015), “Sales Leadership Icons and

Models: How Comic Book Superheroes Would Make Great Sales Leaders,” Business Horizons, 58 (3), 261-274.

18. Mullins, Ryan R., Daniel G. Bachrach, Adam Rapp, Dhruv Grewal, and Lauren

Bietelspacher (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), 1073-88

19. Gabler, Colin B., R. Glenn Richey and Adam Rapp (2015), “Developing an Eco-

Capability through Environmental Orientation and Organizational Innovativeness,” Industrial Marketing Management, 45, 151-161.

20. Adam Rapp, Raj Agnihotri, Tom Baker and James Andzulis (2015), “Competitive

Intelligence Collection and Use by Sales and Service Representatives: How Managers’ Recognition and Autonomy Moderate Individual,” Journal of the Academy of Marketing Science, 43(3), 357-374.

21. Adam Rapp, Daniel Bachrach, Nikolaos G. Panagopoulos and Jessica Ogilvie (2014),

“Salespeople as Knowledge Brokers: A Review and Critique of the Challenger Sales Model,” Journal of Personal Selling & Sales Management, 34 (4), 1 – 15, Winner of

the 2015 Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice.

22. Morgan, Tyler R., Adam Rapp, R. Glenn Richey, and Alex E. Ellinger (2014),

“Marketing Culture to Service Climate: The Influence of Employee Control and Flexibility.” Journal of Services Marketing, 28(6), 498-508.

23. Pavlos A. Vlachos, Nikolas G. Panagopoulos, and Adam A. Rapp (2014), "Employee

Judgments of and Behaviors towards Corporate Social Responsibility: A Multi-study Investigation of Direct, Cascading, and Moderating Effects" Journal of Organizational Behavior, 35(7), 990-1017.

24. Tammy Rapp, Bachrach, Daniel, Rapp, Adam, and Mullins, Ryan, (2014). “The Role

Of Team Goal Monitoring In The Curvilinear Relationship Between Team Efficacy And Team Performance.” Journal of Applied Psychology, 99(5), 976-984.

25. Baker, Tom, Adam Rapp, Tracy Meyer, and Ryan Mullins (2014), “The Role of Brand

Communications on Front Line Service Employee Beliefs, Behaviors, and Performance,” Journal of the Academy of Marketing Science, 42(6), 642-57.

26. Gabler, Colin B., Adam Rapp and R. Glenn Richey (2014), “The Effect of

Environmental Orientation on Salesperson Effort and Participation: The Moderating Role of Organizational Identification,” Journal of Personal Selling & Sales Management, 34 (3), 173-187.

27. Raj Agnihotri, Adam Rapp, James Andzulis, and Colin Gabler (2014), “Examining the

Drivers and Performance Implication of Boundary Spanner Creativity,” Journal of Services Research, 17(2), 164-181.

28. Kevin Trainor, James Andzulis, Raj Agnihotri, and Adam Rapp (2014), “Social Media

Technology Usage and Customer Relationship Performance: A Capabilities Based Examination of Social CRM,” Journal of Business Research. 67(6), 1201- 1208.

29. Epitropaki Olga, Pavlos Vlachos, Nikolas Panagopoulos, Adam Rapp (2014), “Causal

Attributions and Employee Reactions to Corporate Social Responsibility” Industrial and Organizational Psychology: Perspectives on Science and Practice, 6(4), 334-337.

30. Adam Rapp, Daniel Bachrach and Tammy Rapp (2013), “The Influence Of Time

Management Skill On The Curvilinear Relationship Between Organizational Citizenship Behavior And Task Performance,” Journal of Applied Psychology, 98(4), 668-679.

31. George Franke, Adam Rapp, and James Andzulis (2013), “Using Shortened Scales in

Sales Research: Risk, Benefits, and Strategies,” Journal of Personal Selling and Sales Management, 33(3), 319-328.

32. Adam Rapp, Lauren Skinner, Dhruv Grewal and Doug Hughes (2013), “Understanding Social Media Effects Across Seller, Retailer, and Consumer Interactions,” Journal of the Academy of Marketing Science, 41(5), 547-566.

33. Doug Hughes, Joel Le Bon, and Adam Rapp (2013), “Gaining and Leveraging

Customer-Based Competitive Intelligence: The Pivotal Role of Social Capital and Salesperson Adaptive Selling Skills,” Journal of the Academy of Marketing Science, 41(1), 91-110.

34. Pavlos A. Vlachos, Nikolas G. Panagopoulos, and Adam A. Rapp (2013), “Feeling Good by Doing Good: Employee CSR-induced Attributions, Job Satisfaction, and the Role of Charismatic Leadership,” Journal of Business Ethics, 118(3), 577-588.

35. Raj Agnihotri, Adam Rapp, Prabakar Kothandaraman, Rakesh K. Singh (2012), “An

Emotion-Based Model of Salesperson Ethical Behaviors,” Journal of Business Ethics, 109 (2), 243-257.

36. Raj Agnihotri and Adam Rapp (2012), "Perspectives on Competitive Intelligence within Business: A Tactical Tool for Salespeople to Gain a Competitive Advantage," The Marketing Review, 11(4) 363-380.

37. Adam Rapp, and Nikolas Panagopoulos (2012), “Perspectives on Personal Selling and

Social Media: Introduction to the Special Issue”, Journal of Personal Selling and Sales Management, 32(3), 301-304.

38. James Andzulis, Nikolas Panagopoulos, and Adam Rapp (2012), “A Review of Social

Media and Implications for the Sales Process,” Journal of Personal Selling and Sales Management, 32(3), 305-315.

39. Adam Rapp, Lauren Skinner Beitelspacher, Niels Schillewaert, and Tom Baker (2012), “The Differing Effects Of Technology On Inside Vs. Outside Sales Forces To Facilitate Enhanced Customer Orientation And Interfunctional Coordination,” Journal of Business Research, 65(7) 929-936.

40. Michael Ahearne, Adam Rapp, Babu Maridross, and Shankar Ganesan,

(2012),“Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective,” Special Issue, Journal of Personal Selling and Sales Management, 32(1), 117-130.

41. Kevin Trainor, Adam Rapp, Lauren Skinner Beitelspacher, and Niels Schillewaert

(2011), “Integrating Information Technology and Marketing: An Examination of the Drivers and Outcomes of E-Marketing Capability,” Industrial Marketing Management, 40(1) 162-174.

42. Adam Rapp, Raj Agnihotri, and Tom Baker (2011), "Conceptualizing Salesperson

Competitive Intelligence: An Individual Level Perspective," Journal of Personal Selling

and Sales Management, 31(2), 141-156. – James Comer Award for Best Theory Paper (2011).

43. Adam Rapp, Michael Ahearne, John Mathieu and Tammy Rapp (2010), “Managing

Sales Teams in a Virtual Environment,” International Journal of Research in Marketing, 27(3), 213-224.

44. Adam Rapp, Kevin Trainor, and Raj Agnihotri (2010), “Performance Implications of

Customer-Linking Capabilities: Examining the Complementary Role of Customer Orientation and CRM Technology,” Journal of Business Research, 63(11), 1229-1236.

45. Michael Ahearne and Adam Rapp (2010), “The Role of Technology at the Interface

between Salespeople and Consumers,” Journal of Personal Selling and Sales Management, 30(2), 109-118.

46. Jennifer Wiggins-Johnson and Adam Rapp (2010), “A More Comprehensive

Understanding and Measure of Customer Helping Behaviors,” Journal of Business Research, 63(8), 787-792.

47. Michael Ahearne, Adam Rapp, Doug Hughes, and Rupinder Jindal (2010), “Managing

Sales Force Product Perceptions and Control Systems in the Success of New Product Introductions,” Journal of Marketing Research, 47(4), 764-776.

48. Raj Agnihotri, Adam Rapp, and Kevin Trainor (2009), “Understanding the Role of

Information Communication in the Buyer-Seller Exchange Process,” Journal of Business and Industrial Marketing, 24(7), 474-486.

49. Adam Rapp (2009), “Outsourcing the Sales Process: Hiring a Mercenary Sales Force,”

Industrial Marketing Management, 38(4), 411-418.

50. Adam Rapp, Raj Agnihotri and Lukas Forbes (2008), “The Sales Force Technology-Performance Chain: The Role of Adaptive Selling and Effort,” Journal of Personal Selling and Sales Management, 28(4), 335-350.

51. Michael Ahearne, Eli Jones, Adam Rapp and John Mathieu (2008), “High Touch

Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms,” Management Science, 54(3), 671-685.

52. Adam Rapp, Tammy Rapp and Niels Schillewaert (2008) “An Empirical Analysis of E-

service Implementation: Antecedents and the Resulting Value Creation,” Journal of Services Marketing, 22(1), 24-36.

53. Raj Agnihotri, Kevin Trainor and Adam Rapp (2008), "Managing Global New Product

Teams: A Theoretical Perspective," Journal of International Management Studies, 3(1) 73-78.

54. Adam Rapp, Niels Schillewaert and Wei Hao (2008), “The Influence of Market Orientation on e-Business Innovation o Performance: The Role of the Top Management Team,” Journal of Marketing Theory and Practice, 16(1), 7-25.

55. Adam Rapp, Michael Ahearne, John Mathieu and Niels Schillewaert (2006), “The

Impact of Knowledge and Empowerment on Working Smart and Working Hard: The Moderating Role of Experience,” International Journal of Research in Marketing, 23(3), 279-293.

56. Michael Ahearne, John Mathieu and Adam Rapp (2005), “To Empower or Not to

Empower Your Sales Force: An Empirical Examination of the Influence of Empowering Leader Behaviors on Customer Satisfaction and Performance,” Journal of Applied Psychology, 90(5), 945-955.

57. Michael Ahearne, Ronald Jelinek and Adam Rapp (2005), “Moving Beyond the Direct

Effects of SFA Adoption on Salesperson Performance: Training and Support as Key Moderating Factors,” Industrial Marketing Management, 34(4), 379-388 (Special Issue on Technology).

PAPERS CURRENTLY UNDER REVIEW

1. J. Andrew Peterson, Adam Rapp, Douglas E. Hughes, and Jessica Ogilvie, “When Time

is Sales: The Impact of Sales Manager Time Allocation on Sales Team Performance,” 2nd round review at Journal of Personal Selling and Sales Management.

2. Daniel Bachrach, Adam Rapp, Jeffrey Martin, and Jessica Ogilvie, “Dynamic Managerial Capabilities, Resource Decisions, and Performance: A Comprehensive Test of the Theoretical Framework,” 1st round review at Organization Science.

3. Adam Rapp, Jessica Ogilvie, and Jackie Andrascik, “Stretch Goals: A Review and Scale Development,” 1st round review at Journal of Business Research.

4. Colin Gabler, Myles Lander, and Adam Rapp, “How Salespeople Interpret and Respond to Firm-Level Values: A Signaling Theory Perspective,” 1st round review at Journal of Business Research.

5. Dan Bachrach, Tammy Rapp, Adam Rapp, and Jessica Ogilvie, “Too Much’ Self-Efficacy?: Consequences for Employee Effort and Performance,” 2nd round review at Human Performance.

6. Dan Bachrach, Tammy Rapp, Adam Rapp, and Jessica Ogilvie, “It’s About Time: Resource Allocation Competence as a Critical Factor in the Relationships Between Organizational Citizenship Behavior and Performance,” 1st round review at Journal of Applied Psychology.

7. Raj Agnihotri, Adam Rapp, Jessica Ogilvie, and Amin Rostami, “Implications of Salesperson-Manager Role-Relationships: Inferences from an Emerging Market,” 1st round review at Industrial Marketing Management.

Conference Publications and Presentations

1. “Cross-Functional Sales Teams,” invited presentation at the Frontline Research Symposium, New Orleans, LA, February 2018 with Jessica Ogilvie and Tammy Rapp.

2. “A Cross-Classified Multilevel Analysis of Identity and Performance in Multiple Cross-

Functional Sales Team Arrangements,” invited presentation at The Thought Leadership in the Sales Profession Conference, HEC Paris, France, May 2017 with Jessica Ogilvie and Tammy Rapp.

3. “The role of Emotional Intelligence in Sales Management,” Invited presentation in

Sales Management Teaching Excellence at the Sales Educator’s Academy, Florida State University, Rollins College, and the Sales Education Foundation, Orlando, Florida, May 2017 with Jessica Ogilvie..

4. “The Implications of Dual Goal Pursuit On Employee Creative Problem Solving,”

AMA Winter Marketing Educators’ Conference, Las Vegas, Nevada, February 2016, with Jessica Ogilvie.

5. “Retailer Returns: The B2B Relationship Implications and Salesperson Responses to

Retailer Returns," AMA Summer Educators’ Conference, Atlanta, GA, August 2016, with Lauren Skinner, Dhruv Grewal and Tom Baker.

6. “Sales Team Resources for Market-Driven Behaviors, Norms and Performance,”

Summer AMS Conference, Paris, France, May 2016, with Ryan Mullins and Dan Bachrach.

7. “A Multi-level Perspective of Sales and Service Integration,” Organizational Frontlines

Research Symposium, Florida State University, March 2016, with Adam Rapp, Daniel Bachrach, Karen Flaherty, Doug Hughes, Arun Sharma, and Clay Vorhees.

8. “A Multi-level Perspective of Sales and Service Integration,” AMA Winter Educators’

Conference, Las Vegas, NV, February 2016, with Adam Rapp, Daniel Bachrach, Karen Flaherty, Doug Hughes, Arun Sharma, and Clay Vorhees.

9. “The Challenge of Competitive Intelligence: The Importance of Cognitive Mapping to

Maximize Intelligence Usefulness,” AMA Winter Educators’ Conference, San Antonio, Texas, February 2015, with Adam Rapp, Thomas Baker, and Kris Lindsey.

10. “Generational Faultlines in Sales Teams,” 5th Biennial Enhancing Sales Force

Productivity Conference hosted by Georgia Tech, Atlanta, Georgia, June 2015.

11. “Applying Network Theory to Salesperson Social Media Technology Use Strategy,” James “Mick” Andzulis and Adam Rapp at 5th Biennial Enhancing Sales Force Productivity Conference, Atlanta, GA. June 16-17, 2015.

12. “Breaking Through Complex Markets: Unleashing the Power of Adaptive Sales

Capabilities,” Nikolaos G. Panagopoulos and Adam A. Rapp at 5th Biennial Enhancing Sales Force Productivity Conference, Atlanta, GA. June 16-17, 2015.

13. “Generational Faultlines in Sales Teams,” Adam Rapp and Jessica Ogilvie at 5th

Biennial Enhancing Sales Force Productivity Conference, Atlanta, GA. June 16-17, 2015.

14. "Reaping Benefits from Investing in Solution Selling Capability: Do Product and

Customer Characteristics Matter?," NCSM 2015 with Nick Panagopoulos.

15. "Reaping Benefits from Investing in Solution Selling Capability: Do Product and Customer Characteristics Matter?," Winter AMA 2015 with Nick Panagopoulos.

16. “Engagement: Examining its Role as a Motivational Concept” Society of Industrial and

Organizational Psychology, 2014, Honolulu, Hawaii with Jonathon Halbaslaben, James Andzulis, and Matthew Leon

17. “The role of team goal monitoring in the curvilinear relationship between team efficacy

and team performance,” Academy of Management, Philadelphia, PA with Tammy Rapp, Daniel Bachrach and Ryan Mullins.

18. “Sales and Service Climate Perceptions: Understanding the Impacts of Multiple

Psychological Climates on Salesperson Performance,” Columbia Sales Conference, Columbia, NY with Daniel Bachrach, Jessica Ogilvie, Ryan Mullins, Jaron Harvey, and James ‘Mick’ Andzulis.

19. "The Role of Internal Branding in Influencing Front-Line Service Employee Behaviors

and Customer Satisfaction," AMA 2014 Summer Marketing Educators’ Conference, San Francisco with Tom Baker, Ryan Mullins, and Traci Meyer – Best Paper in Sales Track Award.

20. “Short-form versus Long-from Multi-item Scales in Sales Research,” Winter AMA

2013 with James Andzulis and George Franke.

21. “Managing Control Expectations in Business-to-Business Relationships,” AMS Summer 2013 with Lauren Beitelspacher.

22. “The Effects of Showrooming on Salesperson Behavior and Performance,” Winter

AMA 2013 with James Andzulis and Nick Panagopoulos.

23. “Internal Marketing: The Moderating Role of Service Climate and Mediating Role of OCBs in the Relationship between Organizational Identification and Performance,” SMA Fall Conference, November 2012 with James Andzulis and Raj Agnihotri.

24. “An Empirical Examination of How Educating Service Employees about the Brand

Influences Customer Satisfaction,” SMA Fall Conference, November 2012 with Thomas Baker and Traci Meyer – Best Paper in Services Track Award.

25. “Predicting the Value associated with Solution Selling Processes,” Thought Leadership on the Sales Profession Conference, Harvard University, June 5-6, 2012 with Nick Panagopolous.

26. “A Question of Productivity and Performance: The Selling Sales Manager or the Managing Sales Manger?” Thought Leadership on the Sales Profession Conference, Harvard University, June 5-6, 2012 with Doug Hughes, Andrew Peterson, and Jessica Ogilvie.

27. “Predictors of Retail Salesperson Creativity and Associated Performance Implications,”

AMS Conference, May 2012 with Raj Agnihotri, James Andzulis, and Colin Gabler – Stanley Hollander Paper Award.

28. “Gaining and Leveraging Customer-Based Competitive Intelligence: The Pivotal Role

of Social Capital and Adaptive Selling,” SMA Fall Conference, November 2011 with James Andzulis, Joel LeBon and Doug Hughes – Best Conference Paper Award.

29. “Exploring the Meaning and Significance of Role Relationship between a Salesperson

and Manager” IIM Lucknow International Conference in Marketing, January 12-14, with Raj Agnihotri.

30. “A Multi-level Perspective of Desired and Perceived Control in Sales Interactions,”

Special Session, AMA Winter Conference, February 13-15, 2011 with James Andzulis and Lauren Beitelspacher.

31. “Competing with Competitive Intelligence,” AMA Winter Conference, February 13-15,

2011 with Joel Le Bon and Doug Hughes.

32. “Examining the Role of Salesperson’s Emotional Traits in Ethical Decision Making” AMA Summer Conference, August 4-7, 2011 with Raj Agnihotri, Rakesh K. Singh, and Shashank Shekhar

33. “A Question of Productivity and Performance: The Selling Sales Manager or the

Managing Sales Manger?” AMA Summer Conference, August 4-7, 2011 with Doug Hughes and Andrew Peterson.

34. “Individual, Organizational and Relational Factors Influence on Salesperson

Competitive Intelligence,” Academy of Marketing Science, May 24-26, 2011 with Raj Agnihotri and Tom Baker.

35. “The Influence of Parental Style on Response to Advertising,” AMA Summer

Conference, August 13-15, 2010 with Jeff Tanner and Mary Anne Raymond.

36. “Investigating Non-linear Relationships of Salesperson Characteristics and Behaviors on Subsequent Effort and Performance,” SMA Fall Conference, November 2010 with Raj Agnihotri, Mary Ann Raymond and Christopher Hopkins – Best Conference Paper Award.

37. “Engineering the Salesperson-Customer Relationship: The Role of Personality Traits

and Selling Orientation" National Conference in Sales Management, Milwaukee, WI, 2010 with Agnihotri, Raj, Rakesh Singh, and Sanket Gupta.

38. “Assessing the Impact of Competitive Intelligence on Product-Based Competitiveness

and Brand Preference,” AMA Winter Conference, February 19-22, 2010 with Joel Le Bon.

39. “Motivating Factors for Competitive Intelligence Gathering within a Sales Force: A

Multi-Level Perspective,” in the special session on Fundamentals of Multi-Level Modeling, AMA Winter Conference, February 19-22, 2010 with Raj Agnihotri.

40. “The Use of Competitive Intelligence within the Supply Chain,” Society for Marketing

Advances, November 4-7, 2009 with Raj Agnihotri – winner of Robert Robicheaux Award.

41. “A Question of Productivity and Performance: The Selling Sales Manager or the

Managing Sales Manager?” Houston Conference in Selling & Sales Management, April 2-4, 2009 with Dave Roberts and J. Andrew Petersen.

42. “Examining Curvilinear Relationships of Salesperson Self-Efficacy and Organizational

Citizenship Behaviors with Call Activity and Percentage-of-Quota,” AMA Winter Conference, February, 13-15, 2009 with Kevin Trainor and Raj Agnihotri.

43. “When Self-Efficacy is Bad and Organizational Citizenship Behaviors are Worse,”

NCSM Summer Conference, March 13-15, 2008 with Kevin Trainor and Raj Agnihotri.

44. “Performance Implications of Identifying and Developing Customer-Linking Capabilities:An Exploratory Study,” AMA Winter Conference, February 15-18, 2008 with Kevin Trainor, Raj Agnihotri, and Niels Schillewaert.

45. “Opening the Black Box of Competitive Intelligence: Uncovering Antecedent Factors

and a Performance Enhancer,” AMA Summer Conference, AMA Winter Conference, February 15-18, 2008 with Raj Agnihotri and Kevin Trainor.

46. “Virtual Team Leadership in Organizations", Academic Symposium for the 2007

Academy of Management Meeting, August 3-8, in Philadelphia, Pennsylvania with Michael Ahearne and John Mathieu.

47. “Customer Extra-Role Behaviors: Scale Development,” AMA Summer Conference,

August 6-8, 2007 with Jennifer Wiggins-Johnson and Claudia Costiuc.

48. "Contemporary Marketing Practices and Technology Alignment: Influences on Firm Performance, " AMA Summer Conference, August 6-8, 2007 with Kevin Trainor and Niels Schillewaert.

49. “Generation 1: Invited Panel Speaker,” New Horizons in Professional Selling and Sales

Management, July 14-17, Orlando, Fl.

50. “Sales Force Adoption of Technology and Performance: A Career Stages Perspective,” AMS Summer Conference, May 24-26, 2007 with Michael Ahearne, Lukas Forbes.

51. “Organizational Identification: Bridging the Leader, Follower, and Customer,” 22nd

Annual Society for Industrial and Organizational Psychology Inc., April 27-29, 2007 with Michael Ahearne.

52. “An Empirical Analysis of E-service Implementation: Antecedents and the Resulting

Value Creation,” AMA Winter Conference, February 11-14, 2007 with Tammy Rapp, Niels Schillewaert and Wei Hao.

53. “The Role of Self-Efficacy on Salesperson Effort: The Influence on New Product

Introductions,” Winter 2007 Global Conference on Business and Finance, January 3-6, 2007 with Michael Ahearne, Kevin Trainor, and Joel LeBon.

54. “The Longitudinal Effects of the Adoption of Information Technology on Performance

Outcomes: A Multi-level Perspective,” Enhancing Sales Force Productivity, April 21-23, 2006 with Michael Ahearne and Doug Hughes.

55. “Brand Perceptions within the Sales Force: The Importance of Product Image and

Salesperson Effort on the Success of a New Product Introduction,” NCSM Summer Conference, March 9-11, 2006 with Michael Ahearne, Greg Rich and Keith Richards.

56. “New Insights on Marketing and Performance Outcomes: Applying a Sales Team

Lens,” AMA Winter Conference- DSEF Sales Dissertation Research Award, February 11-14, 2006.

57. “Antecedents of Sales Team Process: The Role of Experience, Virtualness, and

Empowerment,” AMA Winter Conference, February 11-14, 2006 with Michael Ahearne, John Mathieu and Doug Hughes.

58. “The Impact of Knowledge and Empowerment on Salesperson Behaviors,” NCSM

Summer Conference, March 9-11, 2005 with Michael Ahearne, John Mathieu, and Niels Schillewaert.

59. “When the Product Doesn't Sell Itself,” NCSM Summer Conference - Doctoral Student Fellow Award, March 9-11, 2005 with Keith Richards.

60. “An Exploratory Examination of Individual and Manager Level Effects on Salesperson

Performance Using Hierarchical Linear Modeling,” NCSM Summer Conference- Doctoral Student Fellow Award, March 9-11, 2005 with Tammy Woods.

61. “High Touch Through High Tech: The Impact of Salesperson Technology Usage on

Customer Satisfaction and Sales Performance,” AMA Winter Conference, February 11-14, 2005 with Michael Ahearne, Eli Jones, and John Mathieu.

62. “Issue Interpretation, Organizational Learning Responses, and Potential Influences: A

Learning Perspective,” IABM Summer Conference, November 7-11, 2004 with Tammy Woods.

63. “To Empower or Not to Empower Your Sales Force: An Empirical Examination of the

Influence of Empowering Leader Behaviors on Customer Satisfaction and Performance,” NCSM Summer Conference, April 9-11, 2004 with Michael Ahearne, John Mathieu, Ronald Jelinek.

64. “Salespeople, Sales Organizations and Sales Force Automation: A Working Example,”

AMA Summer Conference, August 6-8, 2003 with Michael Ahearne, Ronald Jelinek, John Mathieu, and Niels Schillewaert. Best Paper in Technology Track Award.

65. “A Longitudinal Examination of Individual, Organizational, and Contextual Factors on

Technology Adoption and Job Performance,” AMS Summer Conference, May 24-26, 2003 with Michael Ahearne, Niels Schillewaert, John Mathieu, Ronald Jelinek.

66. “Influence of Electronic Decision Aids on Consumer Shopping in Online Stores,” HOIT

2003 Conference Paper, April 6-8, 2003 with Girish Punj. Book Chapters

Adam Rapp, James Andzulis, and Niels Schillewaert (2014) “e-Services,” in Services written by Fisk, R., Russell-Bennett, R., and Harris, L., 1st edition, Tilde University Press. Adam Rapp and Jessica Ogilvie (2015) “CRM and Social Media,” in The Dark Side of CRM edited by Bang Nguyen, Lyndon Simkin, and Ana Canhoto, 1st edition, Routledge Taylor and Francis Group plc.

Co-Editor Selling and Sales Force Management Book Collection (with Michael Ahearne)

Nikolaos G. Panagopoulos (2011) Effective Management of Sales Technology Investments, 1st edition, Business Expert Press.

Book(s)

Jessica Ogilvie, Adam Rapp, Joe Calamusa, Dan Bachrach (2015) Showrooming; 1st edition, Palgrave Macmillan Press. Adam Rapp, Joe Calamusa, Dan Bachrach (2013) Transformative Selling:, 1st edition, Wessex Press. Raj Agnihotri and Adam Rapp (2011) Sales Force Automation and Customer Relationship Management: A Focus on Selection and Implementation, 1st edition, Business Expert Press.

Blog Posting

http://blogs.hbr.org/2013/11/use-your-sales-forces-competitive-intelligence-wisely/

Teaching Experience - (See attached spreadsheet for sample course evaluations)

Ohio University

Fall 2015 Sales Management Professional Selling (3 Sections) Spring 2016 – 2020 Professional Selling (Multiple) Sales Practicum

University of Alabama Fall 2014 Sales Management Philosophy of Science (PhD Level) Spring 2014 Sales Management PhD Independent Study Fall 2013 Philosophy of Science (PhD Level) Spring 2013 Sales Management PhD Independent Study Fall 2012 Philosophy of Science Seminar (PhD Level) Spring 2012 Advanced Selling Sales Management

PhD Independent Study Clemson University

Spring 2011 Professional Selling Sales Management

Creative Inquiry

Fall 2010 Professional Selling Sales Management Creative Inquiry

Spring 2010 Professional Selling Sales Management

Creative Inquiry

Fall 2009 Professional Selling Sales Management

Kent State University Spring 2008 Advanced Selling

Fall 2006/2007/2008 Professional Selling and Sales Management Marketing Channels

Spring 2007 Seminar on Strategy (PhD Level) Professional Selling and Sales Management Marketing Channels Fall 2006 Professional Selling and Sales Management

Vlerick Business School

Spring (Jan) 2008/ Fall 2010-present Services Marketing (Masters Level) Fall (Dec) 2008/2009 Selling and Sales Management (Masters Level) University of Houston

Spring/Fall 2005 Customer Relationship Management (SFA/CLV) University of Connecticut

Spring 2004 Professional Selling and Sales Management Fall 2003 Professional Selling and Sales Management

Professional Service

2018-2019 – Ohio University Schey Talks (University wide event) - Selection - Coaching ten speakers - Event planning - MC for evening

Schey Events - Career Fair

- Interview Day Logistics - Follow-up Coaching for non-selected students (20 hours+) - Speaking at Schey Meetings (5 – 1 hour presentations)

Reviewer – JBR, JM, JPSSM, JMTP, IMM, JR Board – IMM, JPSSM, JBR Abstract editor – JPSSM Special Issue Editor – JSR Meeting with donors For COB and College (Multiple) Meeting with potential students (Multiple) Speaking in classes (Multiple) Grad CIT Intergenerational COB Presentation P&T Committee – Chair Full Professor Committee - Chair Grad task force Sales & Service Summit Conference – Chair HTC Advisor – Andrascik Dissertation Committee – Pimental

2016-2017 – Ohio University Schey Talks (University wide event) - Selection - Coaching ten speakers - Event planning - MC for evening

Schey Events - Career Fair - Interview Day Logistics - Follow-up Coaching for non-selected students (20 hours+) - Speaking at Schey Meetings (5 – 1 hour presentations)

Diversity Lunch and Learns Reviewer – JBR, JM, JPSSM, JMTP, IMM, JR Board – IMM, JPSSM, JBR Abstract editor – JPSSM Special Issue Editor - JPSSM Meeting with donors For COB and College (Multiple) Meeting with potential students (Multiple) Speaking in classes (Multiple) Chair - Hiring committee (Group I) Sales & Service Summit Conference – Chair Hiring Committee Member (Group II) Hiring Committee Member (Groups I & II) Graduate CIT Executive Education Committee

Diversity Strategic Planning Committee Lifelong Engagement Strategic Planning Committee Intergenerational COB Presentation COB Honors Group Presentation Fall 2017 – Assistant Rugby Coach Schoonover 450 Classroom Training Session Scott course design and mentorship NASC Course Design HealthCom Board Presentation Events Person hiring committee BusinessWeek Summer Presentation Copeland Fellows Committee

MSA Director/Exec-in-Res Hiring Committee 2017-2018 – Ohio University Schey Talks (University wide event) - Selection - Coaching ten speakers - Event planning - MC for evening

Schey Events - Career Fair - Interview Day Logistics - Follow-up Coaching for non-selected students (20 hours+) - Speaking at Schey Meetings (5 – 1 hour presentations)

Diversity Lunch and Learns Reviewer – JBR, JM, JPSSM, JMTP, IMM, JR Board – IMM, JPSSM, JBR Abstract editor – JPSSM Special Issue Editor – JSR Beeler course design and mentorship AMA – B2B Track Chair Meeting with donors For COB and College (Multiple) Meeting with potential students (Multiple) Speaking in classes (Multiple) Grad CIT Intergenerational COB Presentation P&T Committee – Chair Full Professor Committee - Chair Grad task force Sales & Service Summit Conference – Chair AMA Track Chair Sport hiring committee

Chari GI and GII Hiring Committee College P&T Committee

2016-2017 – Ohio University Schey Talks (University wide event) - Selection - Coaching ten speakers - Event planning - MC for evening

Schey Events - Career Fair - Interview Day Logistics - Follow-up Coaching for non-selected students (20 hours+) - Speaking at Schey Meetings (5 – 1 hour presentations)

Diversity Lunch and Learns Reviewer – JBR, JM, JPSSM, JMTP, IMM, JR Board – IMM, JPSSM, JBR Abstract editor – JPSSM Special Issue Editor - JPSSM AMS World – B2B Track Chair Meeting with donors For COB and College (Multiple) Meeting with potential students (Multiple) Speaking in classes (Multiple) Chair - Hiring committee (Group I) Hiring Committee Member (Group II) Hiring Committee Member (Groups I & II) Graduate CIT Executive Education Committee Diversity Strategic Planning Committee Lifelong Engagement Strategic Planning Committee Intergenerational COB Presentation COB Honors Group Presentation Fall 2017 – Assistant Rugby Coach Schoonover 450 Classroom Training Session Scott course design and mentorship NASC Course Design HealthCom Board Presentation Events Person hiring committee BusinessWeek Summer Presentation Copeland Fellows Committee MSA Director/Exec-in-Res Hiring Committee

2015-2016 – Ohio University Ad Hoc Reviewer – JM, JAP, JAMS, JR, IMM, JPSSM, JMTP, JBIM, JBR

Editorial Review Board – JPSSM, IMM, JBR JPSSM Abstract Editor JPSSM Special Issue Co-Editor Executive Director Schey Sales Centre – Various Activities Advisor of Ex-Sell Student Group Graduate Program and Executive Education Director Hiring Committee Interview Coach – Schey Non-selected Students (30 hours/semester) Siemens Annual Conference – Invited Speaker/Session Leader Pecs University – Sales Center Development Visit Interim Co-Director – Executive Education – College of Business Group 1 Hiring Chair Group 2 Hiring Member MBA Guest Speaker OMBA Guest Speaker Sales Symposium Guest Speaker EAB Presenter Intergenerational Management – College of Business Seminar Dissertation Chair – Jessica Ogilvie Entrepreneurial Leadership – Guest Speaker (twice) Honors Group – Guest Speaker (1 hour session) CAC Tour Guide – Fall 2015 Multiple Development Meetings – Fall/Spring 2014-2015 – University of Alabama Summer AMA Sales and Sales Management Track Co-Chair PhD Program Coordinator Director of Research – University of Alabama Sales Program Athletic Recruiting – Football UA Sales Program – Various Activities Faculty Book Committee Ad Hoc Reviewer – JM, JAP, JAMS, JR, IMM, JPSSM, JMTP, JBIM Editorial Review Board – JPSSM, IMM Summer Research Grant Reviewer 2013-2014 –University of Alabama SMA Promotions Track Co-Chair Summer AMA Sales and Sales Management Track Co-Chair PhD Selection Committee Director of Research – University of Alabama Sales Program Athletic Recruiting – Football UA Sales Program – Various Activities Faculty Book Committee Ad Hoc Reviewer – JM, JAP, JAMS, JR, IMM, JPSSM, JMTP, JBIM Editorial Review Board – JPSSM, IMM 2012-2013 –University of Alabama SMA Sales and Sales Management Track Co-Chair

Ad Hoc Reviewer – JPSSM, IMM, JAMS, JR, JBR, JMTP, EJM JPSSM/JMTP/IMM Editorial Board Professional Selling Specialization Activities Marketing Faculty Search Committee Strategic Planning Committee – College of Business AACSB Accreditation Team Athletic Recruiting - Football 2011-2012 –University of Alabama First Year Paper Mentor – James Andzulis Dissertation Committee Member - Chenwei Li, Colin Gabler Independent Study – Colin Gabler Ad Hoc Reviewer – JPSSM, IMM, JAMS, JR JPSSM/JMTP/IMM Editorial Board Professional Selling Specialization Activities JPSSM Special Issue Co-Editor Business Expert Press Co-Editor 2010-2011 – Clemson University Faculty meeting secretary Strength and Conditioning Rugby Coach Ad Hoc Reviewer – JPSSM, IMM, JAMS, JR JPSSM/JMTP/IMM Editorial Board Guest Speaker - Business 101 National Collegiate Sales Competition – Student Trainer Creative Inquiry Leader (30+ Students) – Tiger Paw Classic (16k Donation) Creative Inquiry Leader (10+ Students) – Sales Certificate Promotional Material Director and Founder of the Clemson University iSell Program Clemson at-the-Falls – Executive Training and Development Business Expert Press Co-Editor 2009/2010 – Clemson University Faculty meeting secretary Head Rugby Coach Ad Hoc Reviewer – JPSSM, IMM, JAMS, JR JPSSM/JMTP/IMM Editorial Board Guest Speaker - Business 101 National Collegiate Sales Competition – Student Trainer Creative Inquiry Leader (30+ Students) – Tiger Paw Classic Director and Founder of the Clemson University iSell Program Clemson at-the-Falls – Executive Training and Development 2009 – Kent State University Sales Special Interest Group – Vice-Chair Conference Programming Dissertation Co-chair – Raj Agnihotri Dissertation Co-chair – Kevin Trainor Head Rugby coach – Kent State University

Ad Hoc Reviewer – Journal of Retailing, Journal of the Academy of Marketing Science JPSSM Editorial Board - Member Scion Brand Competition Advisor 2008 Sales Special Interest Group – Vice-Chair Conference Programming Academic Advisor/Coach – Kent State University Sales Club (5th place) Research Track Co-chair – AMA Summer Educator’s Conference Head Rugby coach – Kent State University Doctoral Student Mentor – Raj Agnihotri Doctoral Student Mentor – Kevin Trainor Doctoral Student Mentor – Mary Schramm Ad Hoc Reviewer – Journal of Retailing; JAMS; Technovation; JPSSM Reviewer - National Conference of Sales Management Reviewer - American Marketing Association Summer Educator’s Conference 2007 Ad Hoc Reviewer - British Journal of Management Dissertation Committee member – Wei ‘Andy’ Hao American Marketing Association – Academic Advisor Individual Honors Advisor – Christina Tucholski Ad Hoc Reviewer – Journal of Retailing; JPSSM Head Rugby coach – Kent State University Reviewer - National Conference of Sales Management 2006 Invited Speaker - Research Seminar – AMA Job Search Process Invited Speaker – Delta Sigma Pi Business Fraternity National Collegiate Sales Competition Trainer – University of Houston (7th place) Reviewer - Society for Marketing Advances Conference American Marketing Association – Academic Advisor Invited Speaker – Panel on Research Success – Kent State University Assistant Rugby coach – Kent State University 2005 Reviewer - Winter American of Marketing Association Conference Reviewer - Academy of Marketing Science Conference Reviewer - American Marketing Association Summer Educator’s Conference National Collegiate Sales Competition Trainer – University of Houston (4th place) 2004 Invited Speaker - PhD Student Orientation National Collegiate Sales Competition Trainer – University of Connecticut (7th place) 2003 University of Connecticut Assistant Coach Men's Rugby Club Invited Speaker - PhD Student Orientation

Awards

2019 Top Reviewer Award – Journal of Personal Selling and Sales Management College of Business Research Award Ohio University Presidential Teaching Award Nomination & Finalist Student Organization Award – Schey Sales Centre (2nd place) Elite Publication Award – Marketing Department Teaching Award - Marketing Department 2018 Top Journal Citations – Journal of Personal Selling and Sales Management College of Business Research Award America Marketing Association - Sales SIG Most Impactful Sales Paper Shugan’s Top 20 Marketing Meta-Journal (Most Cited Marketing Articles) Ohio University Presidential Teaching Award Nomination 2017 Emerald Citations of Excellence - Journal of Business Research College of Business Research Impact Award Outstanding Scholar Award Top Student Organization Award – Schey Sales Centre 2016 Citations of Excellence Award- Journal of the Academy of Marketing Science SEF Top Sales Program Recognition 2015 Marvin Jolson Award -Best Contribution to Selling and Sales Management Practice Neil Rackham Award for Sales Knowledge Dissemination 2014 Summer American Marketing Association – Best Paper in Sales Track 2013 Marketing Science Institute (MSI) Research Grant with V. Kumar and Andrew Peterson Sales Education Foundation (SEF) Research Grant with Nikolas Panagopoulos 2012 James M. Comer Award -Best Contribution to Selling and Sales Management Theory AMS Stanley Hollander Award – Best Retailing Track Manuscript SMA Best Paper Award – Services Track 2011 SMA Best Paper Award – Sales Track; SMA Best Conference Paper Award International Course Development Grant ; International Research Collaboration Grant University of Houston – Marketing Doctoral Program Hall of Fame Inductee

Teaching Excellence Award (Top teacher within College of Business) 2010 Emerging Scholar Award (Top researcher for untenured faculty within COB) SMA Best Paper Award – Sales Track; SMA Best Conference Paper Award Clemson University Outstanding Faculty Award 2008 National Collegiate Sales Competition – 5th Place Team; 4th and 9th Individual Kent State University Undergraduate Research Council Research Grant Kent State University Center for Student Involvement Leadership Grant 2007 College of Business – Educator of the Year (Tenure Track) – Kent State University Kent State University Research and Graduate Studies Conference Travel Award Doctoral Dissertation Research Award - Selling and Sales Management SIG of the AMA 2006 AMA Sales SIG/DSEF Sales Dissertation Research Grant 2005 NCSM Doctoral Research Fellowship Award with (1) Keith Richards & (2) Tammy Woods 2004 Teaching Award - Marketing Department – University of Connecticut