John Sailors

Associate Professor, Marketing

jjsailors@stthomas.edu

(651) 962-4278

Minneapolis Campus
1000 LaSalle Ave
Terrence Murphy Hall 443EE
Minneapolis, MN 55403

Ph.D., Marketing/Consumer Behavior, Northwestern University
B.B.A., Business Administration, University of Michigan

See my articles and publications

John J. Sailors joined the Opus College of Business faculty in 2005, where he has taught undergraduate, Evening UST MBA and Full-time UST MBA classes in marketing management, consumer behavior, marketing research and applied business research. His applied business research class is a cornerstone of the Full-time UST MBA program and is the program's primary academic vehicle for providing experiential learning. From 2007 to 2012, 60 external organizations, as well as 12 different units within the University of St. Thomas, have benefited from partnering with Sailors and his students in that class. Sailors has prior teaching experience at Oakland University and the University of Michigan. He also has professional experience in marketing research on the supplier side, designing and leading projects on consumer satisfaction and loyalty, market segmentation and brand equity for clients such as Proctor & Gamble, The Ford Motor Company, Harley Davidson, PG&E, Blue Cross and Blue Shield, Burger King and Caterpillar Financial.

In addition to his interests in applied research, Sailors conducts scholarly research about how consumers perceive and process market place information, influences and biases in those processes, and how those processes influence purchase and consumption behavior. Outside of consumer behavior issues, he has studied ethics in multinational contexts and mediation of strategic management processes on the link between business competencies and firm performance.

Sailors serves as a reviewer for many marketing publications and conferences and belongs to the American Marketing Association, the Association for Consumer Research and the Society for Consumer Psychology. He is a founding board member of the Minnesota School of Science, a charter school serving the north side of Minneapolis since 2011.

Sailors earned his B.B.A. from the University of Michigan and his Ph.D in marketing from Northwestern University.

Fall 2014 Courses
Fall 2014 Courses
Crs - Sec Title Days Time Location
J-Term 2015 Courses
J-Term 2015 Courses
Crs - Sec Title Days Time Location
Spring 2015 Courses
Spring 2015 Courses
Crs - Sec Title Days Time Location
MKTG 652 - 111 Applied Business Research M - W - - - - 1015 - 1145
Description of course Applied Business Research : CRN: 22084
Registration is restricted to Full - time MBA students only This course requires students to bring together the concepts they have reviewed and learned in the first semester of the program in order to assist a Twin Cities organization with a current business problem or to assess a current opportunity. Teams of students will be designing, implementing and reporting on this business project and will be evaluated by both the professor(s) and the clients for whom they conduct the project. Course material will include the presentation of qualitative and quantitative data collection techniques, the uses of secondary data sources, the assessment of data collection quality and the application of statistical analyses to provide managers with relevant information that improves the effectiveness of their decisions.

Schedule Details

Location Time Day(s)
MKTG 652 - 112 Applied Business Research M - W - - - - 0830 - 1000
Description of course Applied Business Research : CRN: 22085
Registration is restricted to Full - time MBA students only This course requires students to bring together the concepts they have reviewed and learned in the first semester of the program in order to assist a Twin Cities organization with a current business problem or to assess a current opportunity. Teams of students will be designing, implementing and reporting on this business project and will be evaluated by both the professor(s) and the clients for whom they conduct the project. Course material will include the presentation of qualitative and quantitative data collection techniques, the uses of secondary data sources, the assessment of data collection quality and the application of statistical analyses to provide managers with relevant information that improves the effectiveness of their decisions.

Schedule Details

Location Time Day(s)
Academic and Professional Positions
  • Assistant Professor of Marketing, University of St. Thomas - Opus College of Business, St. Paul / Mpls (2005 - present)
  • Director, Analytics, Ipsos-Insight, Cincinnati (2003 - 2005)
  • Adjunct Professor, Oakland University, School of Business Administration, Rochester Hills (2000 - 2005)
  • Vice President / Consumer Insight Consultant, RDA Group, Bloomfield Hills (1999 - 2003)
  • Training Manager - Marketing & Business Programs, Pharmacia & Upjohn, Bridgewater (1997 - 1999)
  • Assistant Professor of Marketing, University of Michigan - School of Business Administration, Ann Arbor (1991 - 1997)

Professional Memberships
  • ACR - Association for Consumer Research
  • AMA - American Marketing Association
  • SCP - Society for Consumer Psychology

Professional Service
  • Minnesota Math and Science Academy,
  • AMA - American Marketing Association, Reviewer
  • SCP - Society for Consumer Psychology, Reviewer
  • European Journal of Marketing, Reviewer
  • ACR - Association for Consumer Research, Reviewer

Major Works
  • Alexander, D., Sailors, J. J., Al-Khatib, J. A., & Al-Habib, M. I. (2012). The effect of near-vs-distant-future mindsets on socially responsible investors' mutual fund preferences. Journal of Financial Services Marketing, (17)(1), pp. 67-79
  • Al-Khatib, J. A., Malshe, A., Sailors, J. J., & Clark, I. (2011). The impact of deceitful tendencies, relativism and opportunism on the negotiation tactics: a comparative study of U.S. and Belgian managers. European Journal of Marketing, (45)(1/2), pp. 133-152
  • Sailors, J. J., & Heyman, J. E. (2011). Compound anchors and their subsequent effects on judgments. American Behavioral Scientist, (55)(8), pp. 1035-1051
  • Heyman, J. E., & Sailors, J. J. (2010). Peer assessment of class participation: Applying peer nomination to overcome rating inflation. Assessment and Evaluation in Higher Education, (36)(5), pp. 605-618
  • Malshe, A., Al-Khatib, J. A., & Sailors, J. J. (2010). Business to business negotiations: The role of deceit, relativism, and opportunism. Journal of Business-to-Business Marketing, (17)(2), pp. 173-207
  • Militello, J. F., Sailors, J. J., & Sheppeck, M. A. (2010). The equifinality of success in the operational excellence market discipline. Journal of Business and Behavioral Sciences, (22)(1), pp. 2-24
  • Sailors, J. J. (2010). Leveraging Consumer Psychology for Effective Health Commmunications: The Obesity Challenge. In Rajeev Batra, Punam Anaand Keller & Victor J Strecher (Ed.), Preventing childhood obesity by persuading mothers to breastfeed: Matching appeal type to personality. Armonk, NY: M.E. Sharpe

Research Interests
  • Advertising
  • Marketing
  • Marketing Research
  • Consumer Behavior
  • Consumer Satisfaction and Loyalty
  • Brand Equity

Awards and Honors
  • 1990 American Marketing Association Doctoral Consortium, 1990
  • 1990 Alden G. Clayton Doctoral Dissertation Proposal Competition from the Marketing Science Institut, 1990

Presentations
  • "The effect of an abstract vs. concrete mindset on coping behavior in negative emotion-laden trade-offs" ACR - Association for Consumer Research, Chicago, Illinois, October 01, 2013
  • "A facet model of full-time MBA student satisfaction: Program design, delivery and outcomes" Academy of Management, Montreal, Canada, August 01, 2010
  • "Spending intentions across consumer shopping style clusters at the beginning of the economic downturn" EIRASS - European Institute of Retailing & Service Studies, Istanbul, Turkey, July 03, 2010
  • "Preventing childhood obesity by persuading mothers to breastfeed: Matching appeal type to personality" Advertising and Consumer Psychology Conference, Ann Arbor, Michigan, May 01, 2009
  • "Research findings that challenge current alignment models" American Society of Business and Behavioral Sciences Conference, Las Vegas, Nevada, February 01, 2009
  • "Latent Schemata and the Processing of Television Commercials" AMA - American Marketing Association Winter Educators' Conference, January 01, 1992
  • "Latent Schematic Affect and the Processing of Television Commercials" AMA - American Marketing Association Winter Educators' Conference, January 01, 1991
  • "Latent Schematic Processing of TV Commercials" ACR - Association for Consumer Research, January 01, 1987