Recent works of scholarship from members of the Department of Marketing & Professional Sales at Kennesaw State University.
Submissions from 2012
Developing our Understanding of Patronizing Frontline Employees, Nwamaka A. Anaza and Brian N. Rutherford
How Organizational and Employee-Customer Identification, and Customer Orientation Affect Job Engagement, Nwamaka A. Anaza and Brian N. Rutherford
"It's not Easy Being Green": Exploring Green Creeds, Green Deeds, and Internal Environmental Locus of Control, Mark Cleveland, Maria Kalamas, and Michel Laroche
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
Social Media: Changing Advertising Education, Deborah A. Lester
A Methodology for Building Faculty Support for the United Nations Principles for Responsible Management Education, Michael J. Maloni, Shane Smith, and Stuart A. Napshin
The Global Family Business: Challenges and Drivers for Cross-Border Growth, Vijay K. Patel, Torsten M. Pieper, and Joseph F. Hair Jr.
Building Buyer Commitment to the Salesperson, Brian N. Rutherford
Predictors of Buyer-Seller Firm Conflict, Brian N. Rutherford, Nwamaka A. Anaza, and Adrienne Hall Phillips
Perceptions from Academia on the Use of Current Marketing Metric, Shane Smith
Submissions from 2011
Multisource Commitment to Suppliers and Salespeople, Nwamaka A. Anaza and Brian N. Rutherford
Short-Term Study Abroad: An Exploratory View of Business Student Outcomes, Susan Carley, Randy Stuart, and M. P. Daily
Customers' Relationship with the Service Firm and Its Sales Personnel: Does Gender Matter?, Yoon-Na Cho and Brian N. Rutherford
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.
Buyer-Seller Relationships Within a Multisource Context: Understanding Customer Defection and Available Alternatives, Scott B. Friend, G. Alexander Hamwi, and Brian N. Rutherford
From the Special Issue Guest Editors, Joe Hair, Christian M. Ringle, and Marko Sarstedt
PLS-SEM: Indeed a Silver Bullet, Joseph F. Hair Jr., Christian M. Ringle, and Marko Starstedt
Paying the Piper: Performing Rights Organizations and Their Role in the Retail Function, Elyria Kemp, Chinna Natesan, Aberdeen Borders, and Steven W. Kopp
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
Measuring Salesperson Burnout: A Reduced Maslach Burnout Inventory for Sales Researchers, Brian N. Rutherford, G. Alexander Hamwi, Scott B. Friend, and Nathaniel N. Hartmann
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
An Investigation of the Job Burnout Syndrome in Personal Selling, C. David Shepherd, Armen Tashchian, and Rick Ridnour
Submissions from 2010
The Return on Trade Show Information (RTSI): A Conceptual Analysis, Harriette Bettis-Outland, Jane S. Cromartie, Wesley J. Johnston, and Aberdeen Leila Borders
Effects of Personality on Attitudes toward Academic Group Work, William R. Forrester Jr. and Armen Tashchian
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
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
The Older-Worker-Younger-Supervisor Dyad: A Test of the Reverse Pygmalion Effect, Mary Hair Collins, Joseph F. Hair Jr., and Tonette S. Rocco
Validating a Model of Cooperative Procurement in the Construction Industry, Ossi Pesämaa, Per Erik Eriksson, and Joseph F. Hair
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
Publishing Research in Marketing Journals Using Structural Equation Modeling, Barry J. Babin, Joseph F. Hair Jr., and James S. Boles
Reaching the Boiling Point: Consumers' Negative Affective Reactions to Firm-Attributed Service Failures, Maria Kalamas, Michel Laroche, and Lucy Makdessian
Use of Employment Contracts by Marketing Professionals, Clifford M. Koen Jr., Aberdeen Leila Borders, and Wesley J. Johnston
Contributions of Advertising Assets and R&D Assets to the Market Value of the Firm, Tom W. Miller and Richard E. Mathisen
Cooperative Strategies for Improving the Tourism Industry in Remote Geographic Regions: An Addition to Trust and Commitment Theory with One Key Mediating Construct, Ossi Pesämaa and Joseph F. Hair Jr.
To Protect and Attract: Firms Cooperating in Nature-Based Tourism Destinations, Ossi Pesämaa, Joseph F. Hair Jr., and Per Erik Eriksson
Business Faculty Perceptions of Positive and Negative Student Behaviors, David C. Shepherd, Kathy Shepherd, and Sheb L. True
Submissions from 2007
Knowledge Creation in Marketing: The Role of Predictive Analytics, Joe F. Hair Jr.
More than Friendship Is Required: An Empirical Test of Cooperative Firm Strategies, Ossi Pesämaa and Joseph F. Hair Jr.
Effects of Feedback Accountability and Self-Rating Information on Employee Appraisals: A Replication and Extension, Armen Tashchian and Ted H. Shore
Using Role-Play Competition to Teach Selling Skills and Teamwork, Scott Widmier, Terry W. Loe, and Gary Selden
Submissions from 2006
Modeling the Relationship between Cohesion and Performance in Student Work Groups, William R. Forrester Jr. and Armen Tashchian
The Critical Role of Congruency in Prototypical Brand Extensions, Maria Kalamas, Mark Cleveland, Michel Laroche, and Robert Laufer
Cognitive Insights into the Highly Skilled or Expert Salesperson, C. David Shepherd, Sarah F. Gardial, Michael G. Johnson, and Joseph O. Rentz
Effects of Internal and External Pay Comparisons on Work Attitudes, Ted H. Shore, Armen Tashchian, and Louis Jourdan
Cognitive Moral Development and the Impact of Perceived Organizational Ethical Climate on the Search for Sales Force Excellence: A Cross-Cultural Study, William Weeks, Terry W. Loe, Lawrence B. Chonko, Carlos Ruy Martinez, and Kirk Wakefield
Submissions from 2005
Salesperson Empathy and Listening: Impact on Relationship Outcomes, Praveen Agarwal, Stephen B. Castleberry, Rick Ridnour, and C. David Shepherd
The Ethical Perceptions of Salespeople and Sales Managers Concerning the use of Gps Tracking Systems to Monitor Salesperson Activity, Scott A. Inks and Terry W. Loe
Internet Shopping and Buying Behavior of College Students, Deborah A. Lester, Andrew M. Forman, and Dolly Loyd
The Market-Implied Economic Lives of Advertising Expenses and R&D Expenses, Tom W. Miller, Richard W. Mathisen, and John P. McAllister
Perceived Managerial Sincerity, Feedback-Seeking Orientation and Motivation among Front-Line Employees of a Service Organization, Audhesh K. Paswan, Lou E. Pelton, and Sheb L. True
Submissions from 2004
Salesperson Listening: A Replication and Extension of the ILPS Scale, Stephen B. Castleberry, Rick Ridnour, and C. David Shepherd
Characteristics of Work Groups and their Relationship with Social and Task Cohesion in Student Teams, William R. Forrester Jr. and Armen Tashchian
Drivers of the Value of the Firm: Profitability, Growth, and Capital Intensity, Tom W. Miller and Richard E. Mathisen
Estimates of the Sensitivities of the Value of the Firm to Profitability, Growth, and Capital Intensity, Tom W. Miller, Richard E. Mathisen, and John P. McAllister
Teaching Business Ethics: Why Gen Y?, Lou E. Pelton and Sheb L. True
The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence, William Weeks, Terry Loe, Lawrence Chonko, and Kirk Wakefield
Submissions from 2003
Multicriterion Clusterwise Regression for Joint Segmentation Settings: An Application to Customer Value, Michael J. Brusco, J. Dennis Cradit, and Armen Tashchian
Ethics Code Familiarity and Usefulness: Views on Idealist and Relativist Managers Under Varying Conditions of Turbulence, Lawrence B. Chonko, Thomas R. Wotruba, and Terry W. Loe
Hospital Marketing and the Internet: The Adoption of an Innovation, C. David Shepherd and Daniel Fell
Effects of Sex on Raters' Accountability, Ted H. Shore and Armen Tashchian
The Lost Frontier in Entrepreneurship: Aggregation, Saturation and Decimationof the Franchising Channel, Sheb L. True, Lou E. Pelton, and David Strutton
Submissions from 2002
Corporate America's Search for the "Right" Direction: Outlook and Opportunities for Family Firms, A. Frank Adams III, Sheb L. True, and Robert D. Winsor
Measuring ROI: Is It Worth It? Interview by Richard K Thomas, David Marlowe, Daniel Fell, Sheb L. True, and Chuck McLeester
A Measure of Selling Skill: Scale Development and Validation, Joseph O. Rentz, David C. Shepherd, Armen Tashchian, Pratibha A. Dabholkar, and Robert T. Ladd
HR & OE, Randy Stuart
Submissions from 2001
Codes of Ethics as Signals for Ethical Behavior, Janet S. Adams, Armen Tashchian, and Ted H. Shore
An e-Commerce Systems Integration Framework, Ernest A. Capozzoli and Sheb L. True
Hospitals and the Web: A Maturing Relationship, Daniel Fell and C. David Shepherd
The Impact of Relationship Satisfaction on Attributions, Emotions, and Behaviors Following Service Failure, William R. Forrester Jr. and Manfred F. Maute
An Exploratory Assessment of Sales Culture Variables: Strategic Implications within the Banking Industry, Rick E. Ridnour, Felicia G. Lassk, and C. David Shepherd
Submissions from 2000
A Comprehensive Framework for Service Quality: An Investigation of Critical Conceptual and Measurement Issues through a Longitudinal Study, Pratibha A. Dabholkar, C. David Shepherd, and Dayle I. Thorpe
Development and Validation of a Scale Measuring Attitudes Toward Smoking, Ted H. Shore, Armen Tashchian, and Janet S. Adams
The Integration Allegation in Executive MBA Programs, Sheb L. True, Lou E. Pelton, Gary Selden, and Rodney G. Alsup
Submissions from 1999
Frequency, Recall and Usefulness of Undergraduate Ethics Education, Janet S. Adams, Armen Tashchian, and Ted H. Shore
Effective Interpersonal Listening in the Personal Selling Environment: Conceptualization, Measurement, and Nomological Validity, Stephen B. Castleberry, C. David Shepherd, and Rick Ridnour
Insights into Sexual Harassment of Salespeople by Customers: The Role of Gender and Customer Power, Leslie M. Fine, C. David Shepherd, and Susan L. Josephs
Purchasing Nonprescription Contraceptives: The Underlying Structure of a Multi-Item Scale, Chris Manolis, Robert D. Winsor, and Sheb L. True
Service Quality and the Sales Force: A Tool for Competitive Advantage, C. David Shepherd
The Challenges Facing Australian Trade and Direct Investment in the United States, Hope Torkornoo and Siva K. K. Muthaly
Developing a Hospital Web Site as a Marketing Tool: A Case Study, Thomas G. Widmer and C. David Shepherd
Submissions from 1998
Challenges in Teaching Business Ethics: Using Role Set Analysis of Early Career Dilemmas, Janet S. Adams, Claudia Harris, and Susan Carley
An Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions, Sean Dwyer, Orlando Richard, and C. David Shepherd
Building Web Sites that Attract Visitors, C. David Shepherd and Daniel Fell
Hospital Marketing and the Internet: Revisited, C. David Shepherd and Daniel Fell
Marketing's Role in Hospital Web Site Development, C. David Shepherd and Daniel Fell
Effects of Self-Appraisal Information, Appraisal Purpose, and Feedback Target on Performance Appraisal Ratings, Ted H. Shore, Janet S. Adams, and Armen Tashchian
Submissions from 1997
A Multicultural Examination of Business Ethics Perceptions, Dean E. Allmon, Henry C. K. Chen, Thomas K. Pritchett, and Pj Forrest
Leadership Style and Post-Merger Satisfaction, Teresa Joyce Covin, Thomas A. Kolenko, Kevin W. Sightler, and R. Keith Tudor
Health Care Marketing and the Internet, C. David Shepherd and Daniel Fell
The Role of Gender in a Developmental Assessment Center, Ted H. Shore, Armen Tashchian, and Janet S. Adams
Submissions from 1996
Ethics in Family and Non-Family Owned Firms: An Exploratory Study, Janet S. Adams, Armen Tashchian, and Ted H. Shore
Marketing Higher Education: Models of Marketing Internship Programs as Tools for the Recruitment and Retention of Undergraduate Marketing Majors, Janet Di Lorenzo-Aiss and Richard Mathisen
Dimensionality of a Scale of Adjustment to Unemployment, Kevin W. Sightler and R. Keith Tudor
Submissions from 1995
Marketing Decisions and Performance in Economic Reform African Countries, Sam C. Okoroafo and Hope Torkornoo
Quantifying Perceived Differences in Type Styles: An Exploratory Study, John Tantillo, Janet Di Lorenzo-Aiss, and Richard E. Mathisen
Time to Choose, R. Keith Tudor and Susan Carley