David Long

J. Edward Zollinger Associate Professor of Business

Dean's Research Fellow: 2018-2022
Area: Management
Phone: 757-221-2845
Email: [[m|david.long]]
Office: Miller Hall 3074

Biography

David M. Long received his Ph.D. in organizational behavior from the University of Florida's Warrington College of Business Administration. He holds a BS in business administration from Presbyterian College, and an MBA from the University of Florida.

David's research examines various work-related topics including leader influence and reputation management. His work has appeared in several journals and books, including the Academy of Management Journal, Journal of Applied Psychology, Personnel Psychology, Organizational Psychology Review, Annual Review of Organizational Psychology and Organizational Behavior, and The Nature of Leadership.

David's teaching and consulting focuses on introducing and demonstrating methods and strategies for improving one's career and one's organization. He has been recognized by Poets & Quants as one of the Top 40 undergraduate business professors. He is also the recipient of numerous undergraduate- and graduate-level teaching awards, including the Faculty Excellence Award, the Page Teaching Award, and the Alumni Fellowship Award.

Prior to earning his Ph.D., David served in the US Navy as a naval flight officer, and worked at The Home Depot in business development and store management. He currently serves in the US Navy Reserves, most recently as a mission commander and flight instructor.

Areas of Interest/Expertise

Impression Management
Influence Tactics
Organizational Justice
Leadership

CV

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Ph.D., University of Florida
MBA, University of Florida
BS, Presbyterian College

J. Edward Zollinger Term Associate Professor of Business, Organizational Behavior, Raymond A. Mason School of Business, William & Mary (2025-present)
John & Yvonne Whitcomb Term Associate Professor of Business, Organizational Behavior, Raymond A. Mason School of Business, William & Mary (2024-2025)
Associate Professor, Organizational Behavior, Raymond A. Mason School of Business, William & Mary (2017-2024)
Assistant Professor, Organizational Behavior, Raymond A. Mason School of Business, William & Mary (2013-2017)

Long, D. M., Colquitt, J. A., Burgess, R., & Rockmann, K. W. (2025). Stories from the Danger Zone: Conversational storytelling and the meaning of work after a close brush with death. Journal of Applied Psychology, 111, 44-67. DOI: 10.1037/ap10001295.
Martin, S., Long, D. M., & Kemp, B. (forthcoming). Now you see me, now you don't: The disappearance of Home Depot FUEL. Darden Business Publishing, University of Virginia.
Colquitt, J. A., Long, D. M., & Gentry, R. (2024). Syllabus Share: A new metric for gauging journal status. Journal of Management Education, 48, 7-51.
Long, D. (2021). Impression Management. In Oxford Research Encyclopedia of Psychology. DOI: 10.1093/acrefore/9780190236557.013.748.
Long, D. M. (2021) Tacticality, authenticity, or both? The ethical paradox of actor ingratiation and target trust reactions. Journal of Business Ethics, 168, 847-860.
Long, D. M. (2018) Impression management in the workplace. Oxford Bibliographies in Management. DOI: 10.1093/obo/9780199846740-0136.
Long, D. M. (2017). A method to the martyrdom: Employee exemplification as an impression management strategy. Organizational Psychology Review, 7, 36-65.
Foulk, T. A.,*† & Long, D. M.* (2016). Impressed by impression management: Newcomer reactions to ingratiated supervisors. Journal of Applied Psychology, 101, 1487-1497. *denotes equal contribution - names are listed alphabetically. †denotes student.
Bolino, M. C., Long, D. M., & Turnley, W. H. (2016). Impression management in organizations: Critical questions, answers, and areas for future research. Annual Review of Organizational Psychology and Organizational Behavior, 3, 377-406.
Long, D. M., Baer, M. D., † Colquitt, J. A., Outlaw, R., † & Dhensa-Kahlon, R. K. (2015). What will the boss think?: The impression management implications of supportive relationships with star and project peers. Personnel Psychology, 68, 463-498. †denotes student.
Colquitt, J. A., Long, D. M., Rodell, J. B., & Halvorsen-Ganepola, M. D. K. (2015). Adding the 'in' to justice: A qualitative and quantitative investigation of the differential effects of justice and injustice. Journal of Applied Psychology, 100, 278-297.
Baer, M. D., Dhensa-Kahlon, R. K., Colquitt, J. A., Rodell, J. B., Outlaw, R, & Long, D.M. (2015). Uneasy lies the head that bears the trust: The effects of being trusted on emotional exhaustion. Academy of Management Journal, 58, 1637-1657.
Colquitt, J. A., Baer, M. D., Long, D. M., & Halvorsen-Ganepola, M. D. K. (2014). Scale indicators of social exchange relationships: A comparison of relative content validity. Journal of Applied Psychology, 99, 599-618.
Kammeyer-Mueller, J. D., Rubenstein, A. L., Long, D. M., Odio, M. A., Buckman, B. R., Zhang, Y., & Halvorsen-Ganepola, M. D. K. (2013). A meta-analytic structural model of dispositional affectivity and emotional labor. Personal Psychology, 66, 47-90.
Colquitt, J. A., Scott, B. A., Rodell, J. B., Long, D. M., Zapata, C. P., Conlon, D. E., & Wesson, M. J. (2013). Justice at the millennium, a decade later: A meta-analytic test of social exchange and affect-based perspectives. Journal of Applied Psychology, 98, 199-236.
Judge, T. A. & Long, D. M. (2012). Individual differences in leadership. In D. V. Day & J. Antonakis (Eds.), The nature of leadership (2nd ed., pp. 179-217). Thousand Oaks, CA: Sage.

Steel, P., Colquitt, J. A., Long, D. M., Hendijani, R., Ogunfowa, T., Fariborzi, H., Reid, S. M., Martin, I. V., Parkinson, S., Bates, J., Konduk, B. C., Ramai, R., Tian, A., & Rapp, M. L. Justice reactions. (under 1st review at Journal of Applied Psychology)
Long, D. M. Mindfulness and impression management. (under 2nd review at Organizational Psychology Review).

Speach, M., Bandura, K., Foulk, T. & Long D. Am I paranoid or did I just receive advice?" The negative effect of recipient behavior following advice.
Foulk, T., Gencay, O., & Long D. Work breaks and employee well-being.
Foulk, T., Gencay, O., & Long D. Seeking advice from AI agent and incivility.

Long, D. M. Understanding impression management. Edward Elgar Publishing.

Speach, M., Badura, K., Foulk, T & Long D. (2025, August). Beyond Helping: Exploring the Complexities and Boundaries of Workplace Assistance. Symposium conducted at the annual meeting of the Academy of Management. Copenhagen, Denmark.
Steel, P., Colquitt, J. A., & Long, D. M. (2024, August). Building an Inference Engine Using AI and The World's Largest Meta-Analysis: Lesson Learned. Symposium conducted at the annual meeting of the Academy of Management. Chicago, IL.
Long, D. M. & Foulk, T. A. (2018, August). You ingratiate, I retaliate: Observer reactions to coworker ingratiation. Paper session submitted to the annual meeting of the Academy of Management. Chicago, IL.
Long, D. M. & Foulk, T. A. (2017, August). Risky behaviors to avoid undesired impressions. Paper session conducted at the annual meeting of the Academy of Management. Atlanta, GA.
Long, D. M., & Foulk, T. (2016, August). Impressed by impression management: Employee reactions to ingratiation between a coworker and a supervisor. In A. Klotz and S. Park (Chairs), New perspectives on impression management at work. Symposium conducted at the annual meeting of the Academy of Management. Anaheim, CA.
Long, D. M. (2015, August). Attributions for impression management behavior: Can being authentic and tactical both be good? In B. R. Buckman and H. Leroy (Chairs), To be or to be perceived, that is the question: Integrating others into authenticity research. Symposium conducted at the annual meeting of the Academy of Management. Vancouver, BC.
Baer, M. D., Dhensa, R. K., Colquitt, J. A., Rodell, J. B., Outlaw, R., & Long, D. M. (2014, August). Uneasy lies the head that bears the trust: The effects of being trusted on emotional exhaustion. In N. P. Podsakoff (Chair), Changing conversations in management research. Symposium conducted at the annual meeting of the Academy of Management. Philadelphia, PA.
Long, D. M., Baer, M. D., & Colquitt, J. A. (2013, August). What will the boss think?: The impression management implications of supportive relationships with star and project peers. In D. L. Haggard (Chair), Innovations in mentoring and coaching. Paper session conducted at the annual meeting of the Academy of Management. Orlando, FL.
Colquitt, J. A., Long, D. M., Halvorsen-Ganepola, M. D. K., & Baer, M. D. (2011, August). The relative effectiveness of trust as an operationalization of social exchange. In M. L. Frazier (Chair), Trust in interpersonal relationships: Emerging concepts and future directions. Symposium conducted at the annual meeting of the Academy of Management. San Antonio, TX.
Judge, T. A., Colquitt, J. A., Scott, B. A., & Long, D. M. (2011, April). Dissertation quality and academic career success. In N. P. Podsakoff (Chair), Scholarly impact and career success in organizational behavior. Symposium conducted at the annual meeting of the Society for Industrial & Organizational Psychology. Chicago, IL.
Colquitt, J. A., Long, D. M., Rodell, J. B., & Halvorsen-Ganepola, M. D. K. (2010, August). Measuring organizational (in)justice. In J. Greenberg (Chair), Issues in the measurement of organizational justice. Symposium conducted at the annual meeting of the Academy of Management. Montreal, Quebec.
Colquitt, J. A., Long, D. M., Rodell, J. B., & Halvorsen-Ganepola, M. D. K. (2010, April). Reactions to justice vs. injustice: An inductive study. In J. A. Colquitt and J. Greenberg (Chairs), Are justice and injustice qualitatively distinct concepts? Symposium conducted at the annual meeting of the Society for Industrial & Organizational Psychology. Atlanta, GA.

RVA Today: https://www.youtube.com/watch?v=Lfth_iWHOMM
USA Today: https://www.usatoday.com/story/travel/advice/2016/10/02/traveler-complaints/91315894/
NEWS 3 WTKR: wtkr.com/news/costco-employees-at-Norfolk-location-vote-to-unionize
Forbes.com: https://www.forbes.com/sites/bryanrobinson/2025/08/02/what-near-death-experiences-teach-us-about-work-new-studies-say/

Daniel Kim (Ph.D. U. Florida, Asst. Professor U. Iowa)
Joanna Lin (Ph.D. Michigan St., Assoc. Professor U. Georgia)
Kevin Clark (Ph.D. student U. Maryland)
Alecia Scott (Ph.D. student U. Notre Dame)

Academy of Management Journal
Academy of Management
Cross-Cultural Research
Journal of Applied Psychology
Journal of Management
Organizational Behavior and Human Decision Processes
Organization Science
Human Relations
Human Resource Management Review
European Journal of Work and Organizational Psychology
European Review of Applied Psychology
Journal of Business Research
Journal of Organizational Behavior
Small Group Research
Society for Industrial and Organizational Psychology
Applied Psychology
Personnel Psychology
International Journal of Selection and Assessment

Organizational Behavior (Undergraduate), William & Mary
Management Consulting (Undergraduate), William & Mary
Power and Persuasion, DC winter seminar (Undergraduate), William & Mary
Human Resource Management, AI focus (Undergraduate), William & Mary
Organizational Behavior (online MBA, EMBA, PTMBA), William & Mary
Management Consulting (FTMBA), William & Mary
Power and Persuasion (EMBA), William & Mary
Leading Change (EMBA), William & Mary
Influence and Persuasion (Executive Education), William & Mary
Leadership (Executive Education), William & Mary
Growth Mindset (Executive Education), William & Mary
Business Strategy (Executive Education), William & Mary
Flourishing (Executive Education), William & Mary
Compensation in Organizations (FTMBA), University of Florida
Organizational Behavior (BBA), University of Florida
Leadership Practicum, The Home Depot (2006-2008)
Reading Financial Reports, The Home Depot (2006-2008)
Hiring the Best, The Home Depot (2006-2008)
Drone Mission Commander, United States Navy (2018-2021)
Flight Instructor, United States Navy (1999-2016)

Dungan Teaching Award (2025 - BBA) - $5,000 award
Faculty Teaching Excellence (2024 - FTMBA)
W&M Candlelight speaker (2024)
Faculty Teaching Excellence (2021 - EMBA)
Dean's Fellow (2018, 2021, 2025) - $20,000 award, course release
Cabell Faculty Fellowship Recipient (2017) - $10,000 award
Seven Society Faculty Award (2017)
Page Undergraduate Teaching Award (2017) - $1,000 award
Dean's Research Award (2016, 2017) - $1,000 award
Alumni Association Teaching Excellence (2018) - $1,000 award
Faculty Teaching Excellence (2018 - BBA)
Faculty Teaching Excellence (2018 - OMBA)
Poets & Quants Top 40 undergraduate business professors (2018)

Academy of Management
American Psychological Association
Society for Industrial and Organizational Psychology

Program Director, PTMBA and EMBA (2025-present)
PTMBA review committee member (2025-present)

Online MBA (OMBA) process and development team (2015-present)
Design Team for online curricula; Instructor Onboarding Committee (2014-present)
Research Committee, Chair (2017-2018)
Faculty Affairs Committee, Vice-Chair, Secretary (2018-2021)
Dissertation committee member, School of Ed (2020)
Curriculum Committee, Chair (2021-2024)
AI tiger team, member (2024-2025)
IRB campus committee, Member (2025-present)
Faculty Affairs Committee, Chair (2024-present)

US Navy (Retired), 1996-2021
- Naval Aviator
- Mission Commander
- Flight School Instructor
Store Leadership Program, The Home Depot, 2004
- Successfully completed a cross-functional developmental program, specializing in store operations, personnel management, and leadership.
Business Development, The Home Depot, 2005
- Led a team in developing The Home Depot's prototype fuel and convenience store. Successfully launched and opened four stores.
Store Manager, The Home Depot, 2006-2008
- Responsible for a retail store with 230 employees, $30 MM in annual sales, and more than $8 MM in inventory.

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