Dr. Douglas E. Hughes

Professor and Director
School of Marketing and Innovation

Muma College of Business
University of South Florida

Doug Hughes is an award-winning researcher and educator with a focus on professional selling and sales management.  His research explores how firms may maximize performance through sales organization effectiveness and through the accompanying management of external and internal relationships.  Salesperson motivation and the sales-service and sales-marketing interfaces are recent areas of emphasis.

Past Editor-in-Chief of the Sales field’s most prestigious academic journal, Hughes has published in Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, Journal of Retailing, International Journal of Research in Marketing, Journal of Personal Selling & Sales Management, Journal of Service Research, and Marketing Letters.  His research also has been featured in the popular press.

In addition to his academic credentials, Dr. Hughes leverages over twenty years of experience in industry, including senior leadership positions in both sales and marketing with Fortune 100 and Fortune 500 companies.  He has consulted with numerous companies across multiple industries.  Prior to joining USF, Hughes launched the Strategic Sales Institute and Program in Sales Leadership at Michigan State University.  He has taught a number of Sales and Sales Management courses at both undergraduate and graduate levels, along with both open enrollment and customized executive education seminars for sales personnel and managers at all levels in the U.S. and abroad.