Department Head & Professor, Marketing; Wardinski Family Foundation Fellow

Year Started at JMU: 2014

Contact Info

  • Ph.D. in Marketing, Georgia State University 2004
  • M.B.A. University of North Florida 1995
  • B.S. in Statistics, University of Florida 1982
Professional Interests
  • Professional Sales
  • Sales Management
  • Neuromarketing
  • Global Marketing Entry Strategies
Personal Interests
  • Family
  • Backpacking and Hiking
  • Running
  • Basketball
Current Courses Taught
  • Principles of Marketing
  • Professional Sales
  • Sales Leadership
Awards and Recognitions
  • Named Best Reviewer for the Journal of Personal Selling & Sales Management, 2010 
  • Elected Vice Chairman for Recognition and Awards for Sales SIG AMA, 2008                       
  • Coach of the National Collegiate Sales Contest 1st Place winner in Product Sales, 2004
  • Recipient of 2004 AMA Sales SIG/DSEF Sales Dissertation Research Grant Award
  • Board Member, Direct Selling Education Foundation
  • Special Session Chair, National Conference Sales Management 2013-14. 
  • Editorial Review Board, Journal of Personal Selling and Sales Management 
  • Editorial Review Board, Journal of International Marketing 
  • Editorial Review Board, Journal of Marketing Theory and Practice 
  • Editorial Review Board, Journal of Business Marketing Management
Key Publications

Wood, John “Andy”, Cyril Logar, and William Riley, (2015), “Initiating Exporting: The role of Managerial Motivation in Small to Medium Enterprises," Journal of Business Research, 68 (11) 2358-65.

Wood, John ‘Andy”, Cyril Logar, and William Riley, (2013), “A Hybrid Course Designed to Increase Managerial Export Motivation and Export Engagement," Atlantic Marketing Journal, 2 (3) article 8.

Wood, John ‘Andy’, Julie T. Johnson, James S. Boles, Hiram Barksdale, (2013) “Investigating Sales Approaches and Gender in Customer Relationships,” Journal of Business and Industrial Marketing, 29 (1) 2.

Wood, John ‘Andy’, (2012) “Investigation into the Predictive Validity of Variables Commonly Used in International Market Selection,” Journal of Selling and Major Account Management, 12 (2) 9-23. 

Wood, John ‘Andy’, James S. Boles, Wesley Johnston, Danny Bellenger, (2008) "Buyers' Trust of the Salesperson: An Item Level Meta-Analysis,” Journal of Personal Selling & Sales Management, 28(3), 263-283.

Wood, John ‘Andy’, (2008) “Methodology for Dealing with Duplicate Study Effects in a Meta-Analysis”, Organizational Research Methods 11 (1) 79-95. 

Wood, John ‘Andy’, James S. Boles, Barry Babin, (2008) “The Formation of Buyer’s Trust of the Seller in an Initial Sales Encounter,” Journal of Marketing Theory & Practice 16 (1) 27-39.

Wood, John ‘Andy’, (2006) “NLP Revisited: Nonverbal Communications and Signals of Trustworthiness”, Journal of Personal Selling & Sales Management, 26 (2) 197-204.

Boles, James, John “Andy” Wood, Julie Johnson, (2003), “Inter-Relationships of Role Conflict, Role Ambiguity and Work-Family Conflict with Different Facets of Job Satisfaction and the Moderating Effects of Gender”, Journal of Personal Selling & Sales Management, 23 (2) 99-113.

Back to Top