Assistant Professor of Marketing
Palumbo Donahue School of Business
Pittsburgh, PA, 15282
Phone: 412.396.6238 Fax: 412.396.4764
An assistant professor in the Palumbo Donahue School of Business, Chris’ research explores initial trust development in marketing exchange relationships, salesperson trust repair strategies, and salesperson competitive intelligence.
Chris’ dissertation title was Developing and Defending Trust in the Buyer-Seller Relationship, which examines trust formation during the initial sales encounter and considers the impact of trust repair strategies after a breach of trust. Prior to his doctoral studies, Chris worked in professional selling for two years and in marketing research for five years. His research, teaching, and professional experience compliment Duquesne’s strength as a top university in professional sales education.
Ph.D., Marketing, West Virginia University
Master of Marketing Research, Southern Illinois University Edwardsville, 2009
B.S., Marketing, Gardner-Webb University, 2004
McFarland, R. G. & Nelson, C. A. (2016). A model of trust recovery in the buyer-seller relationship. European Marketing Academy Conference, Oslo, Norway.
Nelson, C. A. (2015). The Role of Trust and Information Value on Salesperson Competitive Intelligence. 2015 National Conference in Sales Management, Houston, Texas.
Nelson, C. A. (2015). Examining the Effectiveness of a Trust Repair Strategy following a Breach of Trust. National Conference in Sales Management, Houston, Texas.
Nelson, C. A. & McFarland, R. G. (2015). Exploring the Neural Basis of Trust Formation in Marketing. 2015 AMA Winter Educators' Conference, San Antonio, Texas.
Nelson, C. A. & McFarland, R. G. (2015). Developing a Model of Trust Repair and Breach of Trust in the Buyer-Seller Dyad. Sales Force Productivity Conference, Atlanta, Georgia.