Cinthia Beccacece Satornino

Assistant Professor

Marketing


Biography

My scholarly research focuses on marketing and sales management and interpersonal social networks. Prior to joining the academy, I worked as a consultant and marketing management professional in both corporate and institutional settings, with a focus on customer relationship management.

Areas of Expertise

Interpersonal Social Networks, Personality, and Marketing Management

Education/Professional Certification

PhD, Florida State University
MBA, University of Florida
BS, University of Central Florida

Featured Publications

Cinthia B. Satornino, with Willy Bolander, Douglas E. Hughes, and Gerald R. Ferris (2015), “Social Networks Within Sales Organizations: Their Development and Importance for Salesperson Performance.” Journal of Marketing, 79 (6), 1-16. Download Now.

  • Winner: 2015 Roland Copeland Best Paper Award
  • Winner: 2016 SalesSIG Excellence in Research Award
  • Mentioned at Forbes.com

    Munyon, Tim, Rachel Frieder, Cinthia B. Satornino, Drew Carnes, Gerald Ferris, Willy Bolander (2021), “Selling Your Network: How Political Skill Builds Social Capital and Enhances Salesperson Performance,” Journal of Personal Selling and Sales Management. (Forthcoming) Download Now.

    Book Chapter: Satornino, Cinthia B., Michael K. Brady, Charles Hofacker, Michael Brusco, and Gerald Ferris (2021), “Creative Team Networks and Innovation Outcomes: The Effects of Context and Team Socio-Structural Factors in Creative Industries,” in G.R. Ferris, P.L. Perrewé, A. Akande, B. Adetoun, and M. Adewuyi (Eds.), Emerging Trends in Global Organizational Science Phenomena: Critical Roles of Politics, Leadership, Stress, and Context. Hauppauge, NY: Nova Science Publishers. (Forthcoming) Download Now.

    Bolander, Willy, Cinthia B. Satornino, Bryan Hochstein, Alexis Allen, and Riley Dugan (2020), “Who to Hire and How to Coach Them: A Longitudinal Analysis of the Effects of Prior Experience, Education, and Manager Coaching on Sales Performance,” Journal of Personal Selling and Sales Management. Download Now.

    Satornino, Cinthia B., Demetra Andrews, Michael K. Brady, and Rebeca Perren (2019), “Beyond Personality: An Emergence View of Influential Consumers.” Journal of Consumer Marketing. Download Now.

    Rebeca Perren, Kristin Stewart, and Cinthia B. Satornino (2018), “Puritan Peers or Egoistic Entrepreneurs? Moral Decay in Lateral Exchange Markets,” Journal of Consumer Marketing, 36(3): 366-378. Download Now.

    Book Chapter: Cinthia B. Satornino, Patrick Doreian and Alexis Allen (2017), “The Case for Adopting Blockmodeling in Human Resource Management Research: Examples in Analyzing Social Networks and HRM Systems.” Research in Personnel and Human Resource Management. Download Now.

    Practitioner Publication: Satornino, Cinthia B., with Willy Bolander, and Riley Dugan (2017), “Sales Training and Development Reboot,” TD Magazine, Association for Talent Development.

    Practitioner Publication: Satornino, Cinthia B., with Willy Bolander (2016), “If You’re in Sales, Don’t Build Relationships Only with Customers,” LSE Business Review, London School of Economics and Political Science.

    Willy Bolander, Leff Bonney, and Cinthia B. Satornino (2014), “Sales education efficacy examining the relationship between sales education and sales success,” Journal of Marketing Education, 36 (2), 169-181. Download Now.

    Michael Brusco, Patrick Doreian, Douglas Steinley, and Cinthia B. Satornino (2013), “Multiobjective Blockmodeling for Social Network Analysis.” Psychometrika, 78 (3), 498-525. Download Now.

    Contact Information
    EmailCinthia.Satornino@uconn.edu
    Phone860.486.8483 (Please Use Email)
    Office LocationBUSN 364
    CampusStorrs
    Office HoursPlease email for an appointment.
    Download CV