Dena Hale

Dena Hale

Assistant Professor of Sales and Marketing

  • PhD, marketing, Southern Illinois University Carbondale
  • M.BA, Southern Illinois University Carbondale
  • BS, business administration, Southern Illinois University Carbondale
  • BS, marketing, Southern Illinois University Carbondale
  • BA, foreign language and international trade, Southern Illinois University Carbondale

Contact

Course Sampling

  • Professional Selling
  • Advanced Selling
  • Sales Management
  • Proven Approaches to Client Relationship Building
  • Productive Approaches to Relationship Selling
  • Marketing and Sales Management
  • Environment: People, Culture, and Change
  • Principles of Marketing
  • Managerial Marketing
  • Services Marketing

Areas of Expertise

  • Marketing
  • Services
  • Entrepreneurship
  • Small Business Ownerships

Biography

Dena H. Hale earned a triple major (BS degree in business administration, BS degree in marketing, and BA degree in foreign language and international trade) from the Southern Illinois University Carbondale, an M.BA degree from Southern Illinois University Carbondale, and her Doctor of Philosophy Business Administration (PhD) in marketing from Southern Illinois University Carbondale.

Dr. Hale has over 20 years of professional experience in marketing and sales within the services sector. Over the course of her professional career, Dr. Hale has held numerous roles. She has 11 years as a soldier, non-commissioned officer and analyst in the US Army (active), US Army Reserves and Illinois National Guard,]. She has worked as sales representative for transportation/logistics firms and radio advertising. Most recently, Dr Hale has been a successful business owner of a gourmet coffee house, self- and full-service laundromat and offers sales training and consulting to small businesses

Research

  • Selling and sales management
  • How sales and marketing impact consumer choice
  • Salesperson's role in purchase decision quality
  • Marketing and Sales -Efficiency in work flow and procedures
  • Artificial Intelligence and the evolving role of sales
  • Methods for bridging the gap between academia and practice (translational research for business)

Publications

  • Thakur, Ramendra, Dena Hale, and Dhoha AlSelah (2020), "Retirement Planning: Its Application To Marketing Practices," Health Marketing Quarterly, 37 (2), pg. 91-107
  • Thakur, Ramendra, Dena Hale, and Dhoha AlSelah (2018), "Manager's Report: Organizational Culture & Strategy Association," Foresight, 20(4), 375-392, https://doi.org/10.1108/FS-02-2018-0015
  • Thakur, Ramendra, Dena Hale, and John Summey, (2018), "What Motivates Consumers to Partake in Cyber Shilling?", Journal of Marketing Theory and Practice, 26 (1-2); 181-195
  • Hale, Dena, Sarfraz Khan, Ravindra Thakur, and Arifin Angriawan (2017), "Gifted Innovation: An Examination Using Different Business Theories," The Journal of Business Inquiry, 17 (1); 4-22
  • Rippe, Cindy, Suri Weisfeld-Spolter, Yuliya Yurova, Alan J. Dubinsky, and Dena Hale (2017), "Under the Sway of a Mobile Device During an In-Store Shopping Experience," Psychology & Marketing, 35 (March), 733-752
  • Rippe, Cindy, Suri Weisfeld-Spolter, Yuliya Yurova, Dena Hale, and Fiona Sussan (2016), "Guiding When the Consumer is in Control: The Moderating Effect of Adaptive Selling on the Purchase Intention of the Multichannel Consumer," Journal of Consumer Marketing, 33 (6), 469-478 
  • Thakur, Ramendra and Dena Hale, (2013) "Service Innovation in US and India: A Comparison of Two Countries," Journal of Business Research, 66 (8), 1108-1124