A collection of published articles from members of the Department of Marketing & Professional Sales at Kennesaw State University.

Visit the full list of Faculty Publications to view the work from other departments on campus.

KSU Faculty can send a current list of their publications to the administrator for inclusion in this series.

Follow


Submissions from 2016

Link

Identifying and Treating Unobserved Heterogeneity with FIMIX-PLS: Part 2 - Case Study, Lucy Matthews, Marko Sarstedt, Joe F. Hair, and Christian Ringle

Link

Identifying and Treating Unobserved Heterogeneity with FIMIX-PLS: Part I - Method, Lucy Matthews, Marko Sarstedt, Joe F. Hair, and Christian Ringle

Link

The Precursor Role of Cooperation, Coordination, and Relationship Investments in a Relationship Model, Janice Payan, Joe F. Hair, Goren Svenson, and Svante Anderson

Link

The Impact of Pharmaceutical Industry Salesperson Regulations, Guidance Statements, and Laws on Their Sales Behaviours: A Taxonomy with Managerial Insights, John F. Riggs, Scott Widmier, and Richard E. Plank

Link

Halal Endorsements: Stirring Controversy or Gaining New Customers?, Bodo B. Schlegelmilch, Mubbsher Munawar Khan, and Joe F. Hair

Submissions from 2015

Link

Boundary spanner mult-faceted role ambiguity and burnout: An exploratory study, Scott C. Ambrose, Brian N. Rutherford, C. David Shepherd, and Armen Tashchian

Link

Ethical climate and job satisfaction among organizational buyers: an empirical study, Nwamaka A. Anaza, Biran Rutherford, Minna Rollins, and David Nickell

Link

Increasing business-to-business buyer word-of-mouth and share-of-purchase, Nwamaka A. Anaza and Brian Rutherford

Link

Heresies and Sacred Cows in Scholarly Marketing Publications, Barry J. Babin, Mitch Griffin, and Joe F. Hair

Link

Managing New Salespeople's Ethical Behaviors During Repetitive Failures: When Trying to Help Actually Hurts, Willy Bolander, William J. Zahn, Terry W. Loe, and Melissa Clark

Link

Towards a unified theory of brand equity: conceptualizations, taxonomy and avenues for future research, Nebojsa S. Davcik, Rui Vinhas Da Silva, and Joe F. Hair

Link

Understanding the History of Marketing Education to Improve Classroom Instruction, O. C. Ferrell, Joe F. Hair Jr., Greg W. Marshall, and Robert D. Tamilia

Link

Predictors of Enrolling in Online Courses: An Exploratory Study of Students in Undergraduate Marketing Courses, Renee J. Fontenot, Richard E. Mathisen, Susan S. Carley, and Randy S. Stuart

Link

Individual Psychological Ownership: Concepts, Evidence and Implications for Research in Marketing, Joe F. Hair, Iiro Jussila, Anssi Tarkiainen, and Marko Sarstedt

Link

Absolute Versus Relative Sales Failure, Jeff S. Johnson, Scott B. Friend, Brian N. Rutherford, and G. Alexander Hamwi

Link

Individual Psychological Ownership: Concepts, Evidence, and Implications for Research in Marketing, Iiro Jussila, Anssi Tarkiainen, Marko Sarstedt, and Joseph F. Hair

Link

The role of listening in e-contact center customer relationship management, JungKun Park, Te-Lin Doreen Chung, and Brian Rutherford

Link

Sales People as Emotional Laborers: Psychological and Behavioral Outcomens, JungKun Park, Weon Sang Yoo, and Brian Rutherford

Link

Modeling Antecedents in Trust-Commitment Vendor Relationships, Janice Payan and Joe Hair

Link

B2B Branding in Emerging Markets: A Sustainability Perspective, Jagdish N. Sheth and Mona Sinha

Submissions from 2014

Link

Boundary Spanner Multi-Faceted Role Ambiguity and Burnout: An Exploratory Study, Scott C. Ambrose, Brian N. Rutherford, David C. Shepherd, and Armen Tashchian

Link

IMP 2013: Building and Managing Relationships in a Global Network, Tamer Cavusgil, Naveen Donthu, Wesley J. Johnston, and Brian N. Rutherford

Link

Strategically Surviving Bankruptcy During a Global Financial Crisis: The Impact of Government Policies, Jocelyn Evans and Aberdeen Leila Borders

Link

Strategically Surviving Bankruptcy during a Global Financial Crisis: The Importance of Understanding Chapter 15, Jocelyn Evans and Aberdeen Leila Borders

PDF

Establishing, Growing, and Running a Sales Program: An Analysis of Certified University Sales Centers, Lukas P. Forbes, Terry W. Loe, Robert M. Patterson, and Robert C. Erffmeyer

PDF

Common Beliefs and Reality about Partial Least Squares: Comments on Rönkkö and Evermann, Joe F. Hair, Jörg Henseler, Theo K. Dijkstra, and Marko Sarstedt

Link

Marketing Academics Perceptions of the Peer Review Process, Joe F. Hair, Dana Hermanson, Charles Bailey, and Vickey Crittenden

Common Beliefs and Reality about Partial Least Squares: Comments on Rönkkö and Evermann, Joseph F. Hair, J. Henseler, T. Dijkstra, and M. Sarstedt

Link

Innovative and established research methods in family business: Description, illustration and application guidelines, Joseph F. Hair and Marko Sarstedt

Link

Partial Least Squares Structural Equation Modeling (PLS-SEM): An Emerging Tool for Business Research, Joseph F. Hair, Marko Sarstedt, Lucas Hopkins, and Volker G. Kuppelwieser

Link

Understanding Effects of Salesperson Locus of Control, Alex Hamwi, Brian Nicholas Rutherford, James S. Boles, and Ramana K. Madupalli

Link

Antecedents of Mentoring: Do Multifaceted Job Satisfaction and Affective Organizational Commitment Matter?, Nathaniel N. Hartmann, Brian N. Rutherford, Richard Feinberg, and James G. Anderson

Link

Pro-Environmental Behaviors for Thee But Not for Me: Green Giants, Green Gods, and External Environmental Locus of Control, Maria Kalamas, Mark Cleveland, and Michel Laroche

Link

Correspondence Analysis: A Promising Technique to Interpret Qualitative Data in Family Business Research, Jerry Kudlats, Arthur Money, and Joseph F. Hair Jr.

PDF

The Advanced Course in Professional Selling, Terry W. Loe and Scott A. Inks

Link

Match/Mismatch in The College Service-Learning Experience: Influence on Attitudes, Satisfaction, and Volunteer Intentions, Jeananne Nicholls, Maria Kalamas, and Kurt Schimmel

Link

Managment of Front-Line Financial Sales Personnel, Joon-Hee Oh, Jungkun Park, and Brian N. Rutherford

Link

The interplay of salesperson's job performance and satisfaction in the financial services industry, Joon-Hee Oh, Brian N. Rutherford, and Jungkun Park

PDF

The Role of Mentoring on Outcome Based Sales Performance: A Qualitative Study from the Insurance Industry, Minna Rollins, Brian N. Rutherford, and David Nickell

Link

Validating the Reduce Burnout Scale and Sequencing of Burnout, Brian N. Rutherford, David C. Shephred, and Armen Tashchian

Link

On the Emancipation of PLS-SEM: A Commentary on Rigdon (2012), Marko Sarstedt, Christian M. Ringle, and Joseph F. Hair

Link

PLS-SEM: Looking Back and Moving Forward, Marko Sarstedt, Christian M. Ringle, and Joseph F. Hair

Link

Partial Least Squares Structural Equation Modeling (PLS-SEM): A Useful Tool for Family Business Researchers, Marko Sarstedt, Christian M. Ringle, Donna Smith, and Joseph F. Hair

Link

An investigation of the effect of family influence on Commitment–Trust in retailer–vendor strategic partnerships, Donna Smith, Joseph F. Hair Jr., and Keith Ferguson

Link

Factors Which Influence the Job Market Decision: The Role of Faculty as a Knowledge Broker, Wiliam A. Weeks, Brian Rutherford, James Boles, and Terry W. Loe

Link

Attracting Graduates to Sales Positions and the Role of Faculty as a Knowledge Broker, William A. Weeks, Brian Rutherford, James Boles, and Terry Loe

Link

The Role of Faculty as a Knowledge Broker, William A. Weeks, Brian Rutherford, James Boles, and Terry Loe

Link

Corporate blogs, social media links and firm performance: A study of Fortune 500 companies, Yujie Wei, Pingping Song, and Brian Rutherford

Submissions from 2013

Link

Exploring the Effect of Distinct Family Firm Reputation on Consumers' Preferences, Claudia Binz, Joseph F. Hair Jr., Torsten M. Pieper, and Artur Baldauf

Link

Emotional Labor's Impact in a Retail Environment, Yoon-Na Cho, Brian N. Rutherford, and JungKun Park

Link

Emotional Labor's Impact in a Retail Environment, Yoon-Na Cho, Brian N. Rutherford, and JungKun Park

Link

Trust and Reciprocity in Building Inter-Personal and Inter-Organizational Commitment in Small Business Cooperatives, Joe F. Hair, Ossi Pesamaa, Torsten Pieper, and Rui Vinhas da Silva

Link

Partial Least Squares Structural Equation Modeling: Rigorous Applications, Better Results and Higher Acceptance, Joe F. Hair, Marko Sarstedt, and Christian M. Ringle

Essentials of Marketing Research, Joseph F. Hair

Link

The Effects of Mentoring on Salesperson Commitment, Nathaniel N. Hartmann, Brian N. Rutherford, Alexander G. Hamwi, and Scott B. Friend

Link

The Effects of Mentoring on Salesperson Commitment, Nathaniel N. Hartmann, Brian N. Rutherford, Alexander G. Hamwi, and Scott B. Friend

PDF

Sales Manager Support: Fostering Emotional Health, Motivation and Customer-orientation in Salespeople, Elyria Kemp, Aberdeen Leila Borders, and Joe M. Ricks

PDF

Ethics, Corporate Social Responsibility, and Sustainability Education in AACSB Undergraduate and Graduate Marketing Curricula: A Benchmark Study, Jeananne Nicholls, Joseph F. Hair, Charles B. Ragland, and Kurt E. Schimmel

Link

The Moderating Effects of Gender and Inside Versus Outside Sales Role in Multifaceted Job Satisfaction, Brian N. Rutherford, Greg W. Marshall, and JungKun Park

Submissions from 2012

Link

Developing our Understanding of Patronizing Frontline Employees, Nwamaka A. Anaza and Brian N. Rutherford

Link

How Organizational and Employee-Customer Identification, and Customer Orientation Affect Job Engagement, Nwamaka A. Anaza and Brian N. Rutherford

Link

"It's not Easy Being Green": Exploring Green Creeds, Green Deeds, and Internal Environmental Locus of Control, Mark Cleveland, Maria Kalamas, and Michel Laroche

Link

Partial Least Squares: The Better Approach to Structural Equation Modeling?, Joe F. Hair, Marko Sarstedt, and Christian Ringle

Link

An Assessment of the Use of Partial Least Squares Structural Equation Modeling in Marketing Research, Joe F. Hair, Marko Sarstedt, Christian M. Ringle, and Jeanette A. Meda

Link

The Use of Partial Least Squares Structural Equation Modeling in Strategic Management Research: A Review of Past Practices and Recommendations for Future Applications, Joseph F. Hair, Marko Sarstedt, Torsten M. Pieper, and Christian M. Ringle

Link

Managing Emotions in Personal Selling: Examining the Role of Emotion Regulation Strategy in Salespeople, Elyria Kemp, Aberdeen L. Borders, and Joe M. Ricks

Link

Social Media: Changing Advertising Education, Deborah A. Lester

Link

A Methodology for Building Faculty Support for the United Nations Principles for Responsible Management Education, Michael J. Maloni, Shane Smith, and Stuart A. Napshin

Link

How Consumers Forecast: Buyer-Seller Relationship as a Boundary Condition of the Impact Bias, Ashwani Monga, Haipeng Allan Chen, Michael Tsiros, and Mona Sinha

Link

The Global Family Business: Challenges and Drivers for Cross-Border Growth, Vijay K. Patel, Torsten M. Pieper, and Joseph F. Hair Jr.

Link

Building Buyer Commitment to the Salesperson, Brian N. Rutherford

Link

Predictors of Buyer-Seller Firm Conflict, Brian N. Rutherford, Nwamaka A. Anaza, and Adrienne Hall Phillips

PDF

Perceptions from Academia on the Use of Current Marketing Metric, Shane Smith

Submissions from 2011

Link

Multisource Commitment to Suppliers and Salespeople, Nwamaka A. Anaza and Brian N. Rutherford

PDF

Short-Term Study Abroad: An Exploratory View of Business Student Outcomes, Susan Carley, Randy Stuart, and M. P. Daily

Link

Customers' Relationship with the Service Firm and Its Sales Personnel: Does Gender Matter?, Yoon-Na Cho and Brian N. Rutherford

Link

Winning through Synergy in the C-suite at Vector Marketing Corporation: An Interview with Company Presidents Albert DiLeonardo and Bruce Goodman, Victoria L. Crittenden and Joseph F. Hair Jr.

Link

Buyer-Seller Relationships Within a Multisource Context: Understanding Customer Defection and Available Alternatives, Scott B. Friend, G. Alexander Hamwi, and Brian N. Rutherford

Link

From the Special Issue Guest Editors, Joe Hair, Christian M. Ringle, and Marko Sarstedt

Essentials of Business Research Methods, Joseph F. Hair

Link

PLS-SEM: Indeed a Silver Bullet, Joseph F. Hair Jr., Christian M. Ringle, and Marko Starstedt

Link

Paying the Piper: Performing Rights Organizations and Their Role in the Retail Function, Elyria Kemp, Chinna Natesan, Aberdeen Borders, and Steven W. Kopp

Link

Internationalizing Sales Research: Current Status, Opportunities, and Challenges, Nikolaos G. Panagopoulos, Nick Lee, Ellen Bolman Pullins, George J. Avlonitis, Pascal Brassier, Paolo Guenzi, Anna Humenberger, Piotr Kwiatek, Terry W. Loe, Elina Oksanen-Ylikoski, Robert M. Peterson, Beth Rogers, and Dan C. Weilbaker

Link

Measuring Salesperson Burnout: A Reduced Maslach Burnout Inventory for Sales Researchers, Brian N. Rutherford, G. Alexander Hamwi, Scott B. Friend, and Nathaniel N. Hartmann

Link

Increasing Job Performance and Decreasing Salesperson Propensity to Leave: An Examination of an Asian Sales Force, Brian N. Rutherford, JungKun Park, and Sang-Lin Han

Link

An Investigation of the Job Burnout Syndrome in Personal Selling, C. David Shepherd, Armen Tashchian, and Rick Ridnour

Submissions from 2010

Link

The Return on Trade Show Information (RTSI): A Conceptual Analysis, Harriette Bettis-Outland, Jane S. Cromartie, Wesley J. Johnston, and Aberdeen Leila Borders

PDF

Effects of Personality on Attitudes toward Academic Group Work, William R. Forrester Jr. and Armen Tashchian

Link

A "Cross-Cultural RELQUAL-Scale" in Supplier-Distributor Relationships of Sweden and the USA, Janice M. Payan, Göran Svensson, Gabriel Awuah, Svante Andersson, and Joe Hair

Submissions from 2009

Link

eCRM Marketing Intelligence in a Manufacturing Environment, Aberdeen Leila Borders, Wesley J. Johnston, and Johnathan Yehuda Morpurgo

Summary Brief: Students' Use of Tangible and Intangible Attributes to Sell Themselves, Aberdeen Leila Borders, Maria Kalamas, and Shane D. Smith

Summary Brief: Macro Influences on the Adoption of Sales Force Automation (SFA) Technology, Aberdeen Leila Borders, Scott Widmier, and Joe Hair

Link

The Older-Worker-Younger-Supervisor Dyad: A Test of the Reverse Pygmalion Effect, Mary Hair Collins, Joseph F. Hair Jr., and Tonette S. Rocco

Multivariate Data Analysis, Joseph F. Hair

Marketing Research: In a Digital Information Environment, Joseph F. Hair, Robert P. Bush, and David J. Ortinau

Link

Validating a Model of Cooperative Procurement in the Construction Industry, Ossi Pesämaa, Per Erik Eriksson, and Joseph F. Hair

Link

An Exploratory Investigation of the Periodic Performance Evaluation Processes for Marketing Faculty: A Comparison of Doctoral-Granting and Non-Doctoral-Granting Universities, C. David Shepherd, Susan S. Carley, and Randy S. Stuart

An Exploratory Investigation of the Periodic Performance Evaluation Processes for Marketing Faculty: A Comparison of Doctoral-Granting and Non-Doctoral-Granting Universities, David C. Shepherd, Susan Carley, and Randy S. Stuart

Summary Brief: Scent of a Salesperson: The Effect of Scent Congruency on the Sales Visit, Scott Widmier, R. Keith Tudor, and Shane D. Smith

Submissions from 2008

Link

Publishing Research in Marketing Journals Using Structural Equation Modeling, Barry J. Babin, Joseph F. Hair Jr., and James S. Boles