Cinthia Satornino headshot

Cinthia Satornino

Research Director, Business Administration
Associate Professor
Marketing
Phone: (603) 862-3322
Office: Marketing, Paul College 360G, Durham, NH 03824
Websites:
Curriculum Vitae
Pronouns: She/her/hers

Dr. Cinthia B. Satornino is an Associate Professor of Marketing at the University of New Hampshire, Paul College of Business and Economics, where she served as the inaugural Research Director for the UNH Sales Center and as a co-chair of the UNH Neurodiversity Center taskforce. She is currently serving as a member of the UNH Committer on Artificial Intelligence. She also serves as an Associate Editor for the Journal of Business Research and is a member of the Editorial Review Board at the Journal of Public Policy and Marketing. Cinthia was recognized as one of the Top 40 Undergraduate Business Professors by Poets &amp; Quants. <br><br>Cinthia’s research focuses on salesperson psychology and how social structures and technology/artificial intelligence impact performance, as well as neurodiversity in the sales and marketing context. She is the author of a forthcoming book, At the Helm: Navigating the Next Era of Sales Management. She has coauthored several publications in prestigious academic journals, including the Journal of Marketing (on dark personality traits and social networks within sales organizations), the Journal of the Academy of Marketing Science (on generative AI), Industrial Marketing Management (on AI and sustainability and salesperson disengagement), and the Journal of Business Research (on artificial intelligence and AI in peer-to-peer marketplaces), as well as the Journal of Personal Selling and Sales Management (salesperson coaching and on salesperson political skill/networks) and the Journal of Marketing Education (on sales education and on artificial intelligence in marketing education). She has a forthcoming article in the Journal of Public Policy and Marketing, where she and her coauthors provide commentary on inclusive marketplaces through the lens of neuroinclusivity and is exploring the impact of artificial intelligence through the lens of neurodiversity in the context of organizational frontlines. Her research has been cited in Forbes, Big Think, The Conversation, Psychology Today, and Fast Company, among others. <br><br>When Cinthia isn’t immersed in research, you can usually find her with a paintbrush in her hand, courtside cheering for her favorite basketball teams, or on the trails with her husband and Moose the pup, an intrepid explorer and finder of all smelly things.

Courses Taught

  • ADMN 585: Marketing
  • MKTG 620: Top/Sales Mgt in Changing Wrld
  • MKTG 720: Topics/Sales Management
  • MKTG 752: Marketing Research

Education

  • Ph.D., Marketing, Florida State University
  • M.B.A., Marketing & Management, University of Florida
  • B.Sc., Engineering./Behavioral Sciences, University of Central Florida

Research Interests

  • Marketing
  • Sales
  • Social Structures and Personality
  • Sales Management
  • Artificial Intelligence

Selected Publications

  • Satornino, C. B., Pelser, J., Wetzels, M., de Ruyter, K., & Grewal, D. (2023). You've lost that learning feeling: Drivers and drawbacks of channel partner disengagement with sales training. Industrial Marketing Management, 113, 258-276. doi:10.1016/j.indmarman.2023.06.006

  • Satornino, C. B., Grewal, D., Guha, A., Schweiger, E. B., & Goodstein, R. C. (2023). The perks and perils of artificial intelligence use in lateral exchange markets. Journal of Business Research, 158, 113580. doi:10.1016/j.jbusres.2022.113580

  • Satornino, C. B., Allen, A., Shi, H., & Bolander, W. (2023). Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy. Journal of Marketing, 87(2), 298-318. doi:10.1177/00222429221113254

  • Grewal, D., Guha, A., Satornino, C. B., & Schweiger, E. B. (2021). Artificial intelligence: The light and the darkness. JOURNAL OF BUSINESS RESEARCH, 136, 229-236. doi:10.1016/j.jbusres.2021.07.043

  • Munyon, T. P., Frieder, R. E., Satornino, C. B., Carnes, A. M., Bolander, W., & Ferris, G. R. (2021). Selling your network: how political skill builds social capital and enhances salesperson performance. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, 41(3), 233-249. doi:10.1080/08853134.2020.1866589

  • Bolander, W., Satornino, C. B., Allen, A. M., Hochstein, B., & Dugan, R. (2020). Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, 40(2), 78-94. doi:10.1080/08853134.2019.1654391

  • Satornino, C. B., Andrews, D., Perren, R., & Brady, M. K. (2019). Beyond personality: an emergence view of influential consumers. JOURNAL OF CONSUMER MARKETING, 37(2), 160-169. doi:10.1108/JCM-11-2018-2964

  • Perren, R., Stewart, K., & Satornino, C. B. (2019). Puritan peers or egoistic entrepreneurs? Moral decay in lateral exchange markets. JOURNAL OF CONSUMER MARKETING, 36(3), 366-378. doi:10.1108/JCM-03-2018-2625

  • Bolander, W., Satornino, C. B., Hughes, D. E., & Ferris, G. R. (2015). Social Networks Within Sales Organizations: Their Development and Importance for Salesperson Performance. JOURNAL OF MARKETING, 79(6), 1-16. doi:10.1509/jm.14.0444

  • Bolander, W., Bonney, L., & Satornino, C. (2014). Sales Education Efficacy. Journal of Marketing Education, 36(2), 169-181. doi:10.1177/0273475314536733

  • Brusco, M., Doreian, P., Steinley, D., & Satornino, C. B. (2013). MULTIOBJECTIVE BLOCKMODELING FOR SOCIAL NETWORK ANALYSIS. PSYCHOMETRIKA, 78(3), 498-525. doi:10.1007/S11336-012-9313-1

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