Thomas Steenburgh headshot
TS

Thomas J. Steenburgh

Professor
Senior Associate Dean, Faculty Development
Unit: Darden School of Business
Department: Darden Graduate School of Business
Office location and address
FOB 299D
90 Darden Blvd
Charlottesville, Virginia 22903
Education
B.S., Boston University
MA, University of Michigan
Ph.D., Yale University
Biography

Tom Steenburgh holds the Richard S. Reynolds Professorship in Business Administration at the the University of Virginia Darden School of Business. He also serves the School as Senior Associate Dean for Faculty Development. He is the course head for the First Year Marketing course in the MBA program and is the faculty chair for Strategic Sales Management program in Executive Education. Prior to joining Darden, he taught at the Harvard Business School, where he was the faculty chair of the Business-to-Business Marketing Strategy program in Executive Education.

Tom is an expert in business-to-business marketing and sales, and he believes that academics should engage with business leaders to solve real-world problems. He co-founded the Thought Leadership on the Sales Profession Conference, which provides a unique opportunity for leading academics and senior business leaders to discuss current issues in sales. He frequently speaks about his research at companies and in public forums, including the Global Siemens One Conference, the Money Management Institute, the Sales Management Association, and the Strategic Accounts Management Association.

Tom's research analyzes the effectiveness of sales and marketing strategies. He has worked on issues such as "Do lump-sum bonuses motivate salespeople to work harder or to play timing games with their orders?" and "Should firms use sales and marketing actions to manage earnings?" Tom's research has won several awards for its influence on business practice. His Harvard Business Review article, "Motivating Salespeople: What Really Works," won the Wachovia Award for Research Aimed at the Practicing Manager. Tom won the Neil Rackham Research Dissemination Award for the broad impact of his sales research.

Tom is the author of numerous case studies that are taught in leading business schools around the world. This work primarily focuses on managerial issues in professional selling and sales force management. His case study on Hubspot is part of the HBS Premiere Case Collection and his study on EMC has been reprinted in textbooks.

Tom holds a master's degree in statistics from the University of Michigan and a Ph.D. in marketing from Yale University. Before returning to academics, he held several positions in marketing and operations at the Xerox Corporation. His last position was in incentive strategy.

GBUS 7291: Marketing
Credits: 2
This course provides students with an introduction to consumer behavior and marketing analytics. Its goal is to expose students to difficult marketing issues that both U.S. and foreign companies face.
GBUS 7292: Marketing Part II
Credits: 1
This course provides students with an introduction to consumer behavior and marketing analytics. Its goal is to expose students to difficult marketing issues that both U.S. and foreign companies face. Prerequisite: GBUS 7291
GBUS 7296: Marketing - Part II
Credits: 2
This course provides students with an introduction to consumer behavior and marketing analytics. Its goal is to expose students to difficult marketing issues that both U.S. and foreign companies face.
GBUS 8031: IPADE Doing Business in Mexico
Credits: 2
Learn about the countries that are considered as Emerging Markets, the role that they all play in the actual globalized world and their impact in the world's economy. Enrich the interaction with other international and Mexican MBA students. Explore Mexico as an Emerging Markets and experience the Mexican culture It includes classes conducted by IPADE professors on the Mexican economic, political and social environments.
GBUS 8500: Special Topics Seminar
Credits: 2–3
Each seminar is a course of study for students with special interests in business administration topics not currently included in the normal course offerings of the MBA Program. The seminar topics should be consistent with the objectives of the Second Year Program.
GBUS 8999: Darden Independent Study
Credits: 2–3
A Darden Independent Study elective includes either case development or a research project to be conducted by an individual student under the direction of a faculty member. Students should secure the agreement of a resident faculty member to supervise their independent study and assign the final grade that is to be based to a significant degree on written evidence of the individual student's accomplishment.