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 a member of the Marketing faculty at the Peter T. Paul College of Business and Economics at the University of New Hampshire.

Cinthia earned an MBA at the University of Florida and spent more than a decade in corporate and institutional settings as a business professional and consultant before pivoting to earn her Ph.D. at Florida State University. After enjoying time on faculty at Northeastern University and the University of Connecticut, she joined the faculty at UNH, where she served as the inaugural Research Director for the UNH Sales Center.

Cinthia's research is focused on sales management and salesperson psychology, and how social and technological systems impact sales practice. 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, Psychology Today, and Fast Company, among other practitioner focused media outlets.

She currently 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 also serves as the co-Chair for the UNH Neurodiversity Center Task Force. She 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 management and strategic planning 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 for her favorite basketball teams, 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
  • 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., 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

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