Ying Yang

Dr. Ying Yang is an Assistant Professor of Marketing. She holds a Ph.D. in Marketing from the University of Houston, an M.S. in Industrial Engineering from Florida State University, and a B.S. in Automation from Huazhong University of Science and Technology. She joined UW Bothell’s faculty in 2023.

Inspired by her professional background, she dedicates her studies to exploring strategic decision-making in the fields of sales management and digital marketing. Her research seamlessly merges theoretical game theory with the insights of behavioral economics, aiming to unravel the intricacies of human motivation and ultimately formulate optimal strategic guidance that benefits consumers, salespeople, and firms alike. She has published in the Journal of Marketing Research, Quantitative Marketing and Economics, Journal of Personal Selling and Sales Management, and Marketing Letters. Her paper on motivating the next generation of salespeople won the Best Paper Award at the 2022 National Conference in Sales Management. In March 2024, she was honored to be the inaugural external speaker, presenting her research at Meta Grow U.

Dr. Yang teaches Marketing Intelligence and e-Marketing to undergraduate and MBA students. Prior to joining UW Bothell, she served as a faculty member at the Tippie College of Business, the University of Iowa. Notably, in the spring of 2022, she achieved the distinction of ranking among the top 1% of coaches at the RNMKRS national collegiate sales competition.

Education

Ph.D. Business Administration (Marketing) Aug 2009 – Aug 2014, University of Houston, Houston, TX
M.S. Industrial Engineering Aug 2006 – Dec 2008, Florida State University, Tallahassee, FL
B.S. Automation Sept 2002 – June 2006, Huazhong University of Science and Technology, Wuhan, Hubei, China

Courses

Spring 2024, Market Intelligence (MBA), University of Washington Bothell
Spring 2024, Marketing Management, University of Washington Bothell
Winter 2024, E-Marketing, University of Washington Bothell
Spring 2016-2023, Marketing Research, University of Iowa
Spring 2016-2020, 2022, Professional Selling, University of Iowa
Fall 2014, Spring 2015, Marketing Research, Stetson University
Fall 2014, Spring 2015, 足彩app哪个是正规的 Marketplace and Consumers, Stetson University
Spring 2013, Summer 2012, Marketing Strategy & Planning, University of Houston
Summer 2013, Professional Selling, University of Houston

Teaching Interests

E-Marketing
Market Intelligence
Marketing Management
Sales Management
Professional Selling
Pricing Strategy

Selected Publications

1. Yang, Ying, Xiaofei Pan and Christine J. Lai-Bennejean (2022), “How does Feedback Design Motivate the Next Generation of Salespeople? 足彩app哪个是正规的ory and Evidence from an Experimental Study”, Proceedings of the National Conferences in Sales Management.
  *Best Paper Award 2022 NCSM

1. Lai, Christine J. and Ying Yang (2017), “足彩app哪个是正规的 Role of Formal Information Sharing in Key Account Team Effectiveness: Does Informal Control Matter and When,” Journal of Personal Selling & Sales Management, 37 (4), 313-331.

1. Lai, Christine J. and Ying Yang (2017), “Performance Impact of Customer Orientation and Task Interdependence in Key Accounts Sales Teams: An Information Sharing Perspective,” Proceedings of the Academy of Marketing Science.

1. Syam, Niladri, James D. Hess and Ying Yang (2016) “Can Sales Uncertainty Increase Agency Profits?” Journal of Marketing Research, 53 (2), 199-206.

1. Yang, Ying, Niladri B. Syam, and James D. Hess (2013), “Thrill of Victory and Agony of Defeat: Emotional Rewards and Sales Force Compensation,” Quantitative Marketing and Economics, 11 (4), 379-402.

1. Syam, Niladri B., James D. Hess, and Ying Yang (2013), “Sales Contests versus Quotas with Imbalanced Territories,” Marketing Letters, 24 (3), 229-244.

Research Interests

Methodological: Analytical Modeling, Quantitative Marketing, Behavioral Economics

Substantive: Marketing Strategy, Sales Management, Digital Marketing, Pricing

Publications

Yang, Ying, Xiaofei Pan and Christine J. Lai-Bennejean (2022), “How does Feedback Design Motivate the Next Generation of Salespeople? 足彩app哪个是正规的ory and Evidence from an Experimental Study”, Proceedings of the National Conferences in Sales Management.
*Best Paper Award 2022 NCSM
Lai, Christine J. and Ying Yang (2017), “足彩app哪个是正规的 Role of Formal Information Sharing in Key Account Team Effectiveness: Does Informal Control Matter and When,” Journal of Personal Selling & Sales Management, 37 (4), 313-331.
Lai, Christine J. and Ying Yang (2017), “Performance Impact of Customer Orientation and Task Interdependence in Key Accounts Sales Teams: An Information Sharing Perspective,” Proceedings of the Academy of Marketing Science.
Syam, Niladri, James D. Hess and Ying Yang (2016) “Can Sales Uncertainty Increase Agency Profits?” Journal of Marketing Research, 53 (2), 199-206.
Yang, Ying, Niladri B. Syam, and James D. Hess (2013), “Thrill of Victory and Agony of Defeat: Emotional Rewards and Sales Force Compensation,” Quantitative Marketing and Economics, 11 (4), 379-402.
Syam, Niladri B., James D. Hess, and Ying Yang (2013), “Sales Contests versus Quotas with Imbalanced Territories,” Marketing Letters, 24 (3), 229-244.

Working Papers

Yang, Ying and James Hess (2024) “Select the Right Team Members or Train 足彩app哪个是正规的m to Do the Right Tasks: Information Acquisition and Utilization in Key Account Team Selling”
Yang, Ying and Xiaofei Pan, and Christine Lai-Bennejean (2024), “How does Feedback Design Motivate Salespeople?”
Yang, Ying and Siyu Wang (2024) “When to Determine the Price of Co-created Products on Freelance Platforms? 足彩app哪个是正规的ory and Experiment”

Academic Appointments

Sept 2023 – present, Assistant Professor, School of Business University of Washington Bothell
Aug 2015 – July 2023, Assistant Professor, Department of Marketing University of Iowa
Aug 2014 – May 2015, Assistant Professor, Department of Marketing Stetson University

Invited Lectures and Conference Presentations

2024, 46th ISMS Marketing Science Conference, Sydney, Australia (scheduled)
2024, 9th Enhancing Sales Force Productivity Conference, Tampere, Finland (scheduled)
2024, Meta
2023, Texas A&M University, College Station, TX
2023, University of Washington Bothell, Bothell, WA
2022, Sales Management Association, Atlanta, Georgia
2022, 8th Enhancing Sales Force Productivity Conference, Kansas City, KS
2022, National Conference in Sales Management, Minneapolis, MN
2022, University of Kentucky, Department of Marketing and Supply Chain, Lexington, KY
2021, Tianjin University, Marketing Department, Tianjin, China
2020, 7th Enhancing Sales Force Productivity Conference, London, UK (canceled)
2020, Journal of Marketing Research Development Workshop, San Diego, CA
2019, INFORMS Annual Meeting, Seattle, WA
2018, 6th Enhancing Sales Force Productivity Conference, Columbia, MO
2017, 足彩app哪个是正规的 Thought Leadership on the Sales Profession Conference, Paris, France
2016, INFORMS Marketing Science Conference, Shanghai, China
2015, 5th Enhancing Sales Force Productivity Conference, Atlanta, GA
2015, University of Iowa, Marketing Department, Iowa City, IA
2014, Society for the Advancement of Behavioral Economics Conference, Lake Tahoe, NV
2014, INFORMS Marketing Science Conference, Atlanta, GA
2014, University of Texas at San Antonio, Marketing Department, San Antonio, TX
2013, 31st University of Houston Annual Marketing Ph.D. Symposium, Houston, TX
2011, Graduate 足彩app哪个是正规的 Workshop in Experimental Economics, Chapman University, CA
2011, INFORMS Marketing Science Conference, Houston, TX

Honors, Awards, Recognition, Grants, and Outstanding Achievements

2022, Best Paper Award, National Conference in Sales Management
2022, Top 1% Coach of the National College RNMKRS Sales Competition
2022, API Advocate Award, Pan Asian Council, University of Iowa
2020, Wendell Smith Award for Research, University of Iowa
2019, Research Excellence Grant, Tippie College of Business, University of Iowa
2016-2017, Old Gold Summer Fellowship, Tippie College of Business, University of Iowa
2016, Educational Excellence Grant, Tippie College of Business, University of Iowa
2014, Jesse Jones Dissertation Completion Grants, University of Houston
2013, Society for Marketing Advances Doctoral Consortium Fellow
2012, ISBM Doctoral Dissertation Proposal Competition Finalist
2009-2011, Presidential Fellowship Bauer College of Business, University of Houston

Profession

Ad hoc reviewer

Management Science, Marketing Science, Quantitative Marketing and Economics, International Journal of Research in Marketing.
AMA Summer 2015, AMS Annual 2018 Conference, MSI Alden G. Clayton Competition 2019, NCSM 2023.

More Links

Assistant Professor