Yashar Atefi

Yashar Atefi

Assistant Professor, Department of Marketing
Assistant Professor, Professional Sales Institute
2117 Business Education Complex South
501 South Quad Drive
Baton Rouge, LA 70803
Phone: 225-578-2198
Fax: 225-578-8616


  • PhD Business Administration / Marketing, University of Houston, 2016

Awards & Honors

  • Excellence in Research Award, AMA Selling and Sales Management SIG, 2019
  • Young Scholar Award, AMA Organizational Frontlines Research, 2019
  • Marketing Strategy Consortium Fellow, University of Missouri, 2018
  • Outstanding Reviewer, International Journal of Research in Marketing, 2018
  • Finalist, Mary Kay Dissertation Award, 2017
  • Winner, AMA Sales SIG/USCA Dissertation Proposal Competition, 2016
  • Best Paper Award, the Winter AMA Marketing Educator's Conference - Sales and CRM Track, 2015
  • Sheth Foundation Grant, 2015
  • University of Houston Teaching Excellence Award, 2015
  • Department of Marketing Commendation for Excellence in Teaching, University of Houston, 2014
  • Presidential Graduate Fellowship, University of Houston, 2013


  • Teaching Interests: Sales Management, Professional Selling, Marketing Management
  • Research Interests: Sales Force Effectiveness, Empirical Modeling

Selected Research Publications

  • Atefi, Y. and Pourmasoudi, M. (2019). Measuring Peer Effects in Sales Research: A Review of Challenges and Remedies. Journal of Personal Selling and Sales Management.
  • Atefi, Y., Ahearne, M., Maxham III, J. G., Donavan, D. Todd, and Carlson, B. D. (2018). Does Selective Sales Force Training Work?. Journal of Marketing Research, 55(5), 722-737.
  • Hayati, B., Atefi, Y., and Ahearne, M. (2018). Sales Force Leadership During Strategy Implementation: A Social Network Perspective. Journal of the Academy of Marketing Science (JAMS), 46(4), 612-631.
  • Patrick, V., Atefi, Y., and Hagdvedt, H. (2017). The Allure of the Hidden: How Product Unveiling Confers Value. International Journal of Research in Marketing, 34(2), 430-441.

Employed by LSU since

August 15, 2016