Vincent Onyemah
- Professor
- Division Chair
Academic Division: Marketing
Academic Degrees
- Ph D, INSEAD
- MS, INSEAD
- MBA, IESE Business School
- BS, University of Ibadan
Academic Interest / Expertise
Sales/Business Development; Entrepreneurial/Professional Selling; Sales Force Management; Selling to Women; Customer Acquisition and Persuasion; Revenue Generation & Management; Growing/Scaling Businesses; FranchisingAwards & Honors
- 2022 — College-wide Teaching Award, Babson College
- 2020 — Honorable Mention: 2020 James M. Comer award for the best contribution to selling and sales management theory:, American Marketing Association's Sales Interest Group
- 2009 — Alumni Legacy Gift Honoree, Boston University School of Management
- 2008 — Alumni Legacy Gift Honoree, BU School of Management
- 2007 — Alumni Legacy Gift Honoree, BU School of Management
- 2007 — National Conference in Sales Management (NCSM) Best Conference Paper Award, NCSM / Pi Sigma Epsilon
- 2006 — Alumni Legacy Gift Honoree, Bu School of Management
- 2006 — M. Wayne Delozier Best Conference Paper Award, Academy of Marketing Science
- 2006 — Induction into the LOCK Honorary Society, BU School of Management
- 2005 — Winner 7th Annual American Marketing Association (AMA) Sales SIG Doctoral Dissertation Award, American Marketing Association (Sales SIG)
- 2005 — Alumni Legacy Gift Honoree, BU School of Management
- 2005 — Beckwith Award for Teaching Excellence and Service , BU School of Management
- 2004 — Dissertation selected among the 10 best dissertations in Europe , EDAMBA
- 2003 — Finalist, Doctoral Thesis Competition, Institute for the Study of Business Markets (ISBM)
- 2002 — Doctoral Consortium Fellow, AMA-Sheth Foundation
- 2002 — Winner, Doctoral Dissertation Proposal Competition, AMA/Richard DeVos DSEF
- 2000 — GE PhD Scholar (3 years), GE
- 1999 — INSEAD PhD Scholar (1 year), INSEAD
- 1998 — Research Grant, International Development Research Center, Ottawa, Canada
- 1991 — Full Time MBA Scholarship , Fomento de Fundaciones (Fundacion Internacional)
- 1990 — Best Graduating Student from the Civil Engineering Department, Civil Engineering Dept., University of Ibadan
- 1990 — Best Graduating Student from the Faculty of Technology, Faculty of Technology, University of Ibadan
- 1990 — Best Graduating Student in the University, University of Ibadan
- 1986 — Dean's Honor List (4 consecutive years), Faculty of Technology, University of Ibadan
- 1985 — 5-Year Undergraduate Scholarship, Dr. Lawrence Omole Foundation
Courses
Degree Courses 2025
- MKT 3506 PROFESSIONAL SALES PRACTICUM
- MKT 4520 SALES IN ACTION
- MKT 7571 SALES IN ACTION
Degree Courses 2024
- MKT 3574 CUSTOMER ACQUISITION AND PERSUASION
- MKT 4520 SALES IN ACTION
- MKT 7571 SALES IN ACTION
Degree Courses 2023
- MKT 3574 CUSTOMER ACQUISITION AND PERSUASION
- MKT 4520 SALES IN ACTION
- MKT 7571 SALES IN ACTION
Publications
Journal Articles
- Getchell, K.M., Onyemah, V.I. (in press). How the Use of Camera During Virtual Sales Calls Impacts Relative Performance. Journal of Selling.
- Onyemah, V., Mulki, J.P., Rivera-Pesquera, M. (2021). Salesperson Turnover Intention: A Tale of Two Countries . International Journal of Bank Marketing. Vol: 39, Issue: 6, Page: 1003-1024.
- Onyemah, V., Isenberg, D., Moore Jr, E. (2020). How local ecosystems can drive growth in Black-owned businesses. World Economic Forum.
- Onyemah, V.I., Isenberg, D., Eisenman, E., Mulcahy, K. (2020). 5 ways entrepreneurs and SMEs can build resilience in a coronavirus economy. World Economic Forum.
- Onyemah, V.I., Isenberg, D., Shukla, D. (2020). Entrepreneurs, Look to Your Network to Help You Through the Pandemic. Harvard Business Review (Print Edition).
- Singh, J., Flaherty, K., Sohi, R.S., Deeter-Schmelz, D., Habel, J., Le Meunier-FitzHugh, K., Malshe, A., Mullins, R., Onyemah, V. (2019). Sales Profession and Professionals in the Age of Digitization and Artificial Technologies: Concepts, Priorities, and Questions. Journal of Personal Selling & Sales Management. Vol: 39, Issue: 1, Page: 2-22.
- Onyemah, V. (2019). What Doesn’t Kill You Makes You More Engaged. International Studies of Management & Organization. Vol: 49, Issue: 1, Page: 7-22.
- Onyemah, V., Rouzies, D., Iacobucci, D. (2018). Impact of Religiosity and Culture on Salesperson Job Satisfaction and Performance. Vol: 18, Issue: 2, Page: 191-219. International Journal of Cross Cultural Management. link
- Rouzies, D., Onyemah, V.I., Iacobucci, D. (2017). A Multi-Cultural Study of Salespeople’s Behavior in Individual Pay-For-Performance Compensation Systems: When Managers Are More Equal and Less Fair than Others. Journal of Personal Selling & Sales Management.
- Isenberg, D., Onyemah, V. (2017). Midsize Cities are Entrepreneurship's Real Test. Harvard Business Review (Print Edition). Harvard Business School Publishing. link
- Isenberg, D., Onyemah, V.I. (2016). Fostering Scale Up Ecosystems for Regional Economic Growth. Innovations: Technology|Governance|Globalization. Vol: 11, Issue: 1/2, Page: 60-79. MIT. link
- Onyemah, V.I., Akpa, S.O. (2016). Open Air Markets: Uniquenesses about African Marketing Channels. International Marketing Review. Vol: 33, Issue: 1, Page: 112-136. Emerald Publishing Limited.
- Iacobucci, D., Onyemah, V.I. (2015). JBBM at 21: Variety of Theories, Methods, and Countries While Giving Further Voice to Emerging Markets Within Africa. Journal of Business-to-Business Marketing. Vol: 22, Issue: 1-2, Page: 13-36. Routledge.
- Onyemah, V.I., Rivera-Pesquera, M. (2015). Cognitive Ambidexterity in Entrepreneurial Leadership: a Four Country Exploratory Study of Women Entrepreneurs’ Early Customer Acquisition Strategies. Organizations and Markets in Emerging Economies. Vol: 6, Issue: 1/11, Page: 10-28.
- Iacobucci, D., Onyemah, V.I., Rouziès, D. (2014). http://www.hbrfrance.fr/chroniques-experts/2014/11/5161-recherche-talents-commerciaux-avec-competences-entrepreneuriales (Research on Sales Force Talents with Entrepreneurial Abilities). Harvard Business Review (Print Edition). link
- Onyemah, V.I., Pesquera, M.R., Ali, A. (2013). What Entrepreneurs Get Wrong. Harvard Business Review (Print Edition). Vol: 91, Issue: 5, Page: 74-79. Harvard Business School Publishing. link
- Onyemah, V.I., Mulki, J., Jaramillo, F., Pesquera, M. (2012). Salesperson resistance to change: an empirical investigation of antecedents and outcomes. International Journal of Bank Marketing. Vol: 30, Issue: 7, Page: 548-566.
- Boles, J.S., Dudley, G.W., Onyemah, V.I., Rouziès, D., Weeks, W.A. (2012). Sales Force Turnover and Retention: A Research Agenda. Journal of Personal Selling & Sales Management. Vol: 32, Issue: 1, Page: 131-140. Routledge.
- Onyemah, V.I., Rouzies, D., Panagopoulos, N. (2010). How HRM Control Affects Boundary-Spanning Employees' Behavioral Strategies and Satisfaction: The Moderating Impact of Cultural Performance Orientation. International Journal of Human Resource Management. Vol: 21, Issue: 11, Page: 1951-1975.
- Onyemah, V.I., Rouzies, D., Panagopoulos, N. (2010). How HRM Control Affects Boundary-Spanning Employees’ Behavioural Strategies and Satisfaction: The Moderating Impact of Cultural Performance Orientation. International Journal of Human Resource Management. International Journal of Human Resource Management (forthcoming).
- Onyemah, V.I. (2010). The Embedded Sales Force: Connecting Buying and Selling Organization. Marketing Letters. Vol: 21, Issue: 3, Page: 239-253.
- Bradford, K., Brown, S., Ganesan, S., Hunter, G., Onyemah, V.I., Palmatier, R., Rouzies, D., Spiro, R., Sujan, H., Weitz, B. (2010). The Embedded Sales Force: Connecting Buying and Selling Organizations. Marketing Letters. Marketing Letters.
- Onyemah, V.I., Swain, S.D., Hanna, R. (2010). A Social Learning Perspective on Sales Technology Usage: Preliminary Evidence from an Emerging Economy. Journal of Personal Selling & Sales Management. Vol: 30, Issue: 2, Page: 131-142.
- Onyemah, V.I., Swain, S.D., Hanna, R. (2010). A Social Learning Perspective on Sales Technology Usage: Preliminary Evidence from an Emerging Economy. Journal of Personal Selling & Sales Management. Journal of Personal Selling & Sales Management (forthcoming).
- Onyemah, V.I., Anderson, E. (2009). Inconsistencies among the Constitutive Elements of a Sales Force Control System: Test of a Configuration Theory-based Performance Prediction. Journal of Personal Selling & Sales Management. Vol: 29, Issue: 1, Page: 9-24. Journal of Personal Selling & Sales Management.
- Onyemah, V.I. (2009). The Effects of Coaching on Salespeople’s Attitudes and Behaviors: A Contingency Approach. European Journal of Marketing. Vol: 43, Issue: 7, Page: 938-960. European Journal of Marketing.
- Onyemah, V.I. (2008). Role Ambiguity, Role Conflict, and Performance: Empirical Evidence of an Inverted-U Relationship. Journal of Personal Selling & Sales Management. Vol: 28, Issue: 3, Page: 299-313. Journal of Personal Selling & Sales Management.
- Anderson, E., Onyemah, V.I. (2006). How Right Should the Customer Be?. Harvard Business Review (Print Edition). Issue: July-August, Page: 58-67. Harvard Business Review.
- Onyemah, V.I. (2005). Salesperson Performance and Incongruity in Salesforce Control Systems. Annual Journal of the European Doctoral Association in Management. Page: 103-109. Annual Journal of the European Doctoral Association in Management (EDAMBA).
- Mittelman, M., Onyemah, V.I. (2002). Customer Relationship Management: Strategies and Company-wide Implementation. Marketing Science Institute (MSI) Report. Vol: 2, Issue: 112, Page: 1-30. Marketing Science Institute (MSI) Report.
- Okechuku, C., Onyemah, V.I. (2000). Ethnic Differences in Nigerian Consumer Attitudes Toward Foreign and Domestic Products. Journal of African Business. Vol: 1, Issue: 2, Page: 7-35. Journal of African Business.
- Onyemah, V.I. (1999). Leveraging Your Database for Effective Direct Marketing. Lagos Business School Management Review. Vol: 4, Issue: 1, Page: 1-13. Lagos Business School Management Review.
- Okechuku, C., Onyemah, V.I. (1999). Nigerian Consumer Attitudes Toward Foreign and Domestic Products. Journal of International Business Studies. Vol: 30, Issue: 3, Page: 611-622. Journal of International Business Studies.
- Onyemah, V.I. (1997). The New Marketing Paradigm: Refocusing the Marketing Activities of the Firm. Lagos Business School Management Review. Vol: 2, Issue: 1, Page: 15-28. Lagos Business School Management Review.
- Onyejekwe, O., Okoromadu, A., Onyemah, V.I. (1993). A Direct Linear Systems Solver for Pipe Networks. Advances in Engineering Software, Vol 17. Vol: 17, Page: 189-194. Advances in Engineering Software.
- Onyejekwe, O., Okoromadu, A., Onyemah, V. (1993). A direct linear systems solver for pipe networks. Advances in Engineering Software. Vol: 17, Issue: 3, Page: 189-194. link
Books
- Rouzies, D., Onyemah, V. (2018). Sales Force Compensation: Trends and Research Opportunities. Vol: 11, Issue: 3, Page: 143-214. NOW. link
- Onyemah, V.I., Rivera-Pesquera, M. (2017). Entrepreneurial Selling: The Facts Every Entrepreneur Must Know. Business Expert Press. link
- Onyemah, V.I. (2003). Sensitivity of Salesperson’s Performance to Incongruity in Control Systems: a Varying Parameter Model: UMI-ProQuest. UMI-ProQuest.
Cases and Teaching Notes
- Onyemah, V.I., Cacho-Elizondo, S. (2019). Mexico: building a country brand.
Book Chapters
- Onyemah, V.I. (2021). What Doesn’t Kill You Makes You More Committed: The Importance of Supervisory Support When Salespeople Face Organizational Hardship: International Perspectives on Employee Engagement. Routledge.
- Onyemah, V.I., Rivera-Pesquera, M. (2021). Entrepreneurial selling. Page: 49-71. Edward Elgar Publishing .
- Onyemah, V., Rivera-Pesquera, M. (2019). Cognitive Ambidexterity: Successful Selling by Women Entrepreneurs. Emerald.
- Onyemah, V.I. (2011). Sales Force Control System: Sales Management: A Multinational Perspective. Palgrave Macmillan.
Other
- Onyemah, V.I., Igram, A. (2024). 3 Common Myths About Franchising That You Need to Stop Believing: 3 Common Myths About Franchising That You Need to Stop Believing. link
- Isenberg, D., Onyemah, V. (2017). Start-ups won’t save the economy. But ‘scale ups’ could. World Economic Forum. link
- Ali, A., Onyemah, V.I., Pesquera, M. (2012). Entrepreneurs' Biggest Sales Mistakes: HBR.org.
Presentations
Professional Services
- Reviewer, Journal Article Journal of Marketing Education (2018 - Present)
- Reviewer, Journal Article Journal of Personal Selling & Sales Management (2003 - Present)
Department & College Wide Services
- Academic Integration Committee for the Tarik Farid Franchise Institute (Fall 2021 - Present)
- Babson Digital Badging/Micro-Credentialing Committee (Fall 2021 - Present)
- Babson’s Black Ebony Network (BEN), an Employee Resource Group- ERG (Fall 2021 - Present)
- Undergraduate Academic Policy Committee (Fall 2019 - Summer 2023)
- Dean of College Inclusive Excellence Committee (Summer 2021 - Summer 2022)
- Design team, Inclusive Teaching Training Program (ITTP) (Spring 2021 - Spring 2022)