John Sailors

Associate Professor, Marketing

(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 publications in UST Research Online

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.

Spring 2015 Courses
Spring 2015 Courses
Crs - Sec Title Days Time Location
Summer 2015 Courses
Summer 2015 Courses
Crs - Sec Title Days Time Location
Fall 2015 Courses
Fall 2015 Courses
Crs - Sec Title Days Time Location
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

  • 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

Books and Chapters
  • Sailors, J. J. (2010). Leveraging Consumer Psychology for Effective Health Communications: 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 Institute, 1990