Cinthia Satornino
Research Director, UNH Sales Center
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.
Research Interests
- Marketing
- Marketing Management
- Sales
- Social Structure
- Social Structures and Personality
Courses Taught
- ADMN 585: Marketing
- MKTG 620: Top/Sales Mgt in Changing Wrld
- MKTG 720: Topics/Sales Management
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