Ying Yang

Profile
Curriculum Vitae

Assistant Professor
UW Bothell School of Business

yang23@uw.edu
425-352-5095
UWBB-246

About Dr. Yang

Dr. Ying Yang is an Assistant Professor of Marketing. She holds a Ph.D. in Marketing from the University of Houston, an M.S. in Industrial Engineering from Florida State University, and a B.S. in Automation from Huazhong University of Science and Technology. She joined UW Bothell’s faculty in 2023.

Inspired by her professional background, she dedicates her studies to exploring strategic decision-making in the fields of sales management and digital marketing. Her research seamlessly merges theoretical game theory with the insights of behavioral economics, aiming to unravel the intricacies of human motivation and ultimately formulate optimal strategic guidance that benefits consumers, salespeople, and firms alike. She has published in the Journal of Marketing Research, Quantitative Marketing and Economics, Journal of Personal Selling and Sales Management, and Marketing Letters. Her paper on motivating the next generation of salespeople won the Best Paper Award at the 2022 National Conference in Sales Management. In March 2024, she was honored to be the inaugural external speaker, presenting her research at Meta Grow U.

Dr. Yang teaches Marketing Intelligence and e-Marketing to undergraduate and MBA students. Prior to joining UW Bothell, she served as a faculty member at the Tippie College of Business, the University of Iowa. Notably, in the spring of 2022, she achieved the distinction of ranking among the top 1% of coaches at the RNMKRS national collegiate sales competition.

Publications

  1. Yang, Ying, Xiaofei Pan and Christine J. Lai-Bennejean (2022), “How does Feedback Design Motivate the Next Generation of Salespeople? Theory and Evidence from an Experimental Study”, Proceedings of the National Conferences in Sales Management.
    *Best Paper Award 2022 NCSM
  2. Lai, Christine J. and Ying Yang (2017), “The Role of Formal Information Sharing in Key Account Team Effectiveness: Does Informal Control Matter and When,” Journal of Personal Selling & Sales Management, 37 (4), 313-331.
  3. Lai, Christine J. and Ying Yang (2017), “Performance Impact of Customer Orientation and Task Interdependence in Key Accounts Sales Teams: An Information Sharing Perspective,” Proceedings of the Academy of Marketing Science.
  4. Syam, Niladri, James D. Hess and Ying Yang (2016) “Can Sales Uncertainty Increase Agency Profits?” Journal of Marketing Research, 53 (2), 199-206.
  5. Yang, Ying, Niladri B. Syam, and James D. Hess (2013), “Thrill of Victory and Agony of Defeat: Emotional Rewards and Sales Force Compensation,” Quantitative Marketing and Economics, 11 (4), 379-402.
  6. Syam, Niladri B., James D. Hess, and Ying Yang (2013), “Sales Contests versus Quotas with Imbalanced Territories,” Marketing Letters, 24 (3), 229-244.