Cinthia Satornino headshot

Cinthia Satornino

Research Director, Business Administration
Assistant Professor
Assistant Professor, Marketing
Research Director, UNH Sales Center
Phone: (603) 862-3322
Office: Marketing, Paul College 360G, Durham, NH 03824
Pronouns: She/her/hers

Dr. Cinthia B. Satornino is the Research Director for the UNH Sales Center and an Assistant Professor of Marketing at the Peter T. Paul College of Business and Economics at the University of New Hampshire. After earning an MBA at the University of Florida and spending more than a decade in corporate and institutional settings as a business professional and consultant, she earned her Ph.D. at Florida State University.

Cinthia serves as an associate editor for the Journal of Business Research and is on the editorial review board of the Journal of Public Policy and Marketing. She has coauthored several publications in academic journals, including award-winning articles in the Journal of Marketing, the Journal of Personal Selling and Sales Management, and the Journal of Marketing Education. Her research has been cited in Forbes, Big Think, The Conversation, and Fast Company, among other practitioner focused media outlets.

Cinthia is a frequent speaker and panelist at practitioner and academic conferences and served as a panelist for the Fulfilling America's Future: Latinas in the U.S., a White House summit in Washington, D.C. She was also recognized as one of the Top 40 Undergraduate Business Professors by Poets & Quants. Beyond her ongoing research, Cinthia continues to be an active consultant and frequently conducts marketing management and strategy workshops for both private and public organizations.

When not at her desk, you can usually find her either with a paintbrush in her hands, cheering courtside for her sons or team at a basketball game, or on the walking trails with her husband and Moose the pup, an intrepid explorer and finder of all the smelly things.

Courses Taught

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

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
  • Marketing Management
  • Sales
  • Social Structure
  • Social Structures and Personality

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., 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

  • 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

  • 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