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About Aaron
Aaron Arndt is a Professor in the Department of Marketing at Old Dominion University’s Strome College of Business, where he also serves as Chair of the Thurmond School of Professional Sales and Negotiations. He joined Old Dominion University in 2008 following the completion of his Ph.D. in Marketing and Supply Chain Management from the University of Oklahoma. Arndt holds an M.B.A. in Marketing from Washington State University (2003) and a B.S. in Business Administration from the University of Oregon (1998). His research focuses on personal selling, negotiations, and interpersonal communications, with expertise in sales tactics, customer interactions, and employee responses in service contexts.
Arndt has an extensive publication record in leading journals, contributing significantly to sales and marketing scholarship. Notable works include “Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange” (Journal of Personal Selling and Sales Management, 2024, with R. Epler), “Empowering salespeople in complex negotiations: autonomy and leeway in preparation and concession-making” (Journal of Business Research, 2025, with C. Lai-Bennejean), “Impact of stereotype threat on sales anxiety” (Journal of Business Research, 2023, with M.S. Amin and E. Tanner), “Will Frontline Employees Feel Betrayed When Firms are Unjust to Customers? A Trickle-In Effect via Role Conflict” (Journal of Service Research, 2025, with L. Guo and C. Tang), and “Goal-Relevant versus Incidental Similarity when Choosing between Multiple Service Providers” (Journal of Business Research, 2021, with K. Karande, K. Harrison, and L. Khoshghadam). His research has amassed over 3,100 citations, with an h-index of 22. Arndt has received numerous honors, including the 2023 Outstanding Ann Scott Daugherty Tenure Faculty Senior Research Award (ODU Strome College of Business), the 2022 James B. Comer Award for Best Contribution to Theory in Personal Selling and Sales Management (Journal of Personal Selling & Sales Management), the 2013 Best in Track Paper Award (American Marketing Association), the 2019 and 2009 Shining Star Awards (ODU), and the 2007 AMA-Sheth Foundation Doctoral Consortium Fellowship.