BiographyPublicationsCoursesCase Studies Education: B.S., Boston University; MA, University of Michigan; Ph.D., Yale UniversityTom Steenburgh is the Paul M. Hammaker Professor of Business Administration at the Darden Graduate School of Business. He is the course head for the First Year Marketing course in the MBA program and is a faculty co-chair for the Strategic Sales Management program in Executive Education. Prior to joining Darden, he taught at the Harvard Business School, where he was the faculty chair of the Business-to-Business Marketing Strategy program in Executive Education.Tom is an expert in business-to-business marketing and sales, and his research analyzes the effectiveness of sales and marketing strategies. He has worked on issues such as "Do lump-sum bonuses motivate salespeople to work harder or to play timing games with their orders?" and "Should firms use sales and marketing actions to manage earnings?" He recently published an article in the Harvard Business Review titled, "Motivating Salespeople: What Really Works." He has won the Wachovia Award for Research Excellence and the Neil Rackham Research Dissemination Award for the impact of his research on business practice. He frequently speaks about his research in public forums, such as the Global Siemen's One Conference, the Sales Management Association, and the Money Management Institute.Tom is the author of numerous case studies that are taught in leading business schools around the world. This work primarily focuses on managerial issues in professional selling and sales force management. His case study on Hubspot is part of the HBS Premiere Case Collection and his study on EMC has been reprinted in textbooks.Tom holds a master's degree in statistics from the University of Michigan and a Ph.D. in marketing from Yale University. Before returning to academics, he held several positions in marketing and operations at the Xerox Corporation. His last position was in incentive strategy.Selected PublicationsLui, Q., T. Steenburgh , and Sachin Gupta. "The Cross Attributes Flexible Substitution Logit: Uncovering Category Expansion and Share Impacts of Marketing Instruments." Marketing Science , (2014).Steenburgh , Thomas, Doug Chung and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans," Marketing Science , Vol 33, No 2, (2013). Steenburgh , Thomas, Jill Avery, John Deighton and Mary Caravella. "Adding Bricks to Clicks: On the Role of Physical Stores in a World of Online Shopping," GfK Marketing Intelligence Review, (Fall 2013).Steenburgh, Thomas. "Motivating Diverse Salespeople through a Common Incentive Plan," with Doug Chung and K. Sudhir, The European Financial Review, (October- November 2013). Steenburgh, Thomas J. , Jill Avery, John Deighton and Mary Caravella. "Adding Bricks to Clicks: Predicting the Patters of Cross-Channel Elasticities over Time," Journal of Marketing, (May 2012).Steenburgh, Thomas J. and Michael Ahearne. "Motivating Salespeople: What Really Works." Harvard Business Review, (July-August 2012).Steenburgh, Thomas J. and Jill Avery. "Target the Right Market," Harvard Business Review, (October 2012).Steenburgh, Thomas J. and Das Narayandas. "The Impact of Web 2.0 on Business-to-Business Marketing," in Legends in Marketing: Philip Kotler , edited by Jagdish N. Sheth and Ravi S. Achrol (2012).Craig J. Chapman, and Thomas J. Steenburgh . "An Investigation of Earnings Management Through Marketing Actions."MBA CoursesFirst Year MarketingExecutive Education CoursesStrategic Marketing ManagementManagement Essentials for Developing LeadersStrategic Sales ManagementAdvancing knowledge through research that shapes business, Darden professors are recognized thought leaders in their fields. They are not only master case method teachers, they also author many of the cases used in Darden classrooms and around the world.Thomas J. Steenburgh's cases are available in the Darden Business Publishing website.