Charles B. Ragland
- Executive Director of the Center for Global Sales Leadership
- Clinical Associate Professor of Marketing
- Fettig/Whirlpool Faculty Fellow
Campus: Bloomington
Biography
Charlie Ragland joined the faculty in the fall of 2014. He leads the Center for Global Sales Leadership and focuses on preparing
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Charlie Ragland joined the faculty in the fall of 2014. He leads the Center for Global Sales Leadership and focuses on preparing students for careers in complex, value-added B2B sales through the Global Sales Workshop, National Team Selling Competition, internal case competitions, and University Sales Center Alliance. His excellence in service was recognized with the Kelley School of Business Faculty Service Award in 2020. Professor Ragland has taught a wide variety of courses, including Professional Sales, Sales Management, Advanced Professional Sales, Business-to-Business Marketing, and International Marketing, earning high ratings and several awards, including the Indiana University Trustees Teaching Award in 2019. His research interests are in the areas of international sales management, business-to-business marketing, and strategy. His research appears in the Journal of Marketing Education, Marketing Intelligence & Planning, Journal of Strategic Marketing, Journal of Marketing Channels, Journal of Business-to-Business Marketing, and Journal of Selling & Major Account Management. Prior to his academic career, Professor Ragland held a variety of sales and marketing roles with global multinational corporations. He has a global perspective with international experience in Asia (China, Hong Kong, Taiwan, Singapore, Thailand, and Malaysia) and Europe.
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Areas of Expertise
Managerial topics in sales and marketing with an emphasis in international sales management, B2B marketing, and strategy
Academic Degrees
- D.B.A., Kennesaw State University, 2012
- M.B.A., Case Western Reserve University, 1992
- B.S.B.A., University of North Carolina at Chapel Hill, 1979
Professional Experience
- Clinical Associate Professor of Marketing, Indiana University, 2019 to present
- Clinical Assistant Professor of Marketing, Indiana University, 2014-2019
- Assistant Professor of Marketing, University of Toledo, 2012-2014
- Lecturer, University of Tennessee at Chattanooga, 2006-2012
- Adjunct, University of Tennessee at Chattanooga, 2004, 2005
- President, The Ragland Group, 2000-present
- General Manager, SI Corp., 1998-2000
- Marketing Manager, SI Corp., 1997-1998
- Manager, Market Development, AlliedSignal Plastics, 1996-1997
- Vice President Sales & Marketing, Pro Corp., 1994-1995
- Business Manager Molding, The Geon Company, 1990-1994
- Field Market Development, BF Goodrich, Geon Vinyl Division, 1988-1990
- Field Market Development, GE Plastics, 1984-1987
- Senior Sales Representative, GLS Plastics, 1983-1984
- Account Executive, ATT&T (Bell South & American Bell), 1982-1983
- Sales/Market Development, Owens-Corning Fiberglass, 1979-1982
Awards, Honors & Certificates
- Kelley School of Business Faculty Service Award, 2020
- Indiana University Trustees Teaching Award, Kelley School of Business, 2019
- Founding Member, Sales Technology Higher Education Council, 2019
- Academic Advisory Board, RNMKRS Virtual Sales Competition, 2019
- Finalist, Innovation Teaching Award, Kelley School of Business, 2018
- Finalist, Indiana University Trustees Teaching Award, Kelley School of Business, 2018
- Outstanding Article, Journal of Business-to-Business Marketing, 2017
- Outstanding Professor, Kappa Alpha Theta, Spring 2017, Fall 2017, Fall 2018
- Finalist, William G. Panschar Teaching Award, Kelley School of Business, 2017
- Associate Graduate Faculty, University of Toledo, 2013
- Honors Graduate, Coles College of Business, Kennesaw State University, 2012
- Beta Gamma Sigma, Coles College of Business, Kennesaw State University, 201
- Outstanding Senior (Marketing) – Favorite Teacher, UTC College of Business, 2011 - 2012
- Outstanding Senior (Marketing) – Favorite Teacher, UTC College of Business, 2010 - 2011
- Doctoral Fellow, National Conference in Sales Management, 2011
- Best Paper, Association for Marketing and Health Care Research, February 2010
- Doctoral Consortium Fellow, Society of Marketing Advances, 2009
- Academic Fellow, Direct Selling Education Foundation, 2016 to present
Selected Publications
- Widmier, S., Brouthers, L., and Ragland, C. B. (2020). Doing Well by Doing Good: Direct selling as a viable and sustainable source of income for base of the pyramid populations. Journal of Global Scholars of Marketing Science, 30(4), 380-393.
- Mallin, M., and Ragland, C. B. (2017). Power-based effects on salesperson motivation and performance: A contingency view. Journal of Business-to-Business Marketing, 24(2), 99-121 (JBBM Outstanding Article 2017).
- Patel, V., Kudlats, J., and Ragland, C. B. (2017). Entrepreneurial leadership: Core concepts of a key dimension. Experiential Entrepreneurship Exercises Journal, 2(1), 72-80.
- Nicholls, J., Ragland, C. B., Schimmel, K., and Hair, J. (2016). The relevance of ethics, CSR, and sustainability topics in the business school and marketing curricula: Dean and department head opinions. Journal of Business Ethics Education, 13, 169-184.
- Ragland, C. B., Brouthers, L., and Widmier, S. (2015). Institutional Theory and International Market Selection for Direct Selling. Marketing Intelligence & Planning, 33(4), 1-19.
- Ragland, C. B., Widmier, S. and Brouthers, L. (2015). A Factor Endowment Approach to International Market Selection for the Direct Selling Industry. Journal of Strategic Marketing, 23(6), 497-511.
- Rodriguez, M., Ragland, C. B., Honeycutt, E. (2015). Entertainment Orientation and Teaching Entertaining Strategies in Professional Sales Education and Training. Journal of Business-to-Business Marketing, 22(4), 257-268.
- Longenecker, C., Ragland, C. B., and Mallin, M. (2014). Developing High Performance Sales Managers: Key Practices for Accelerating Growth. Development and Learning in Organizations, 28(2), 10-13.
- Mallin, M., Ragland, C. B., and Finkle, T. (2014). The Proactive Behavior of Younger Salespeople: Antecedents and Outcomes. Journal of Marketing Channels, 21(4), 268-278.
- Longenecker, C., Mallin, M., and Ragland, C. B. (2014). The Sales Manager Development Gap: Are Leaders Equipped to 'Walk the Walk?' Journal of Selling & Major Account Management, 13(2), 64-70.
- Nicholls, J., Hair, J. F., Ragland, C. B., and Schimmel, K. (2013). Ethics, Corporate Social Responsibility, and Sustainability in AACSB Undergraduate and Graduate Marketing Curricula: A Benchmark Study. Journal of Marketing Education, 35(2), 129-140.
Edited on January 10, 2022
