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.

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Submissions from 2023

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Immersive technologies and consumer behavior: A systematic review of two decades of research, Anupama Ambika, Hyunju Shin, and Varsha Jain

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The embodied enactment of politeness metapragmatics, Lucien Brown, Soung U. Kim, and Hyunji Kim

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The Role of Customer Complaint Management on Switching Intention and Customer Exit in Fitness Centers, Marco Tulio Campos Pimenta, Jose Marcos Carvalho de Mesquita, Hyunju Shin, and Andre Torres Urdan

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A sip in the Metaverse: how to implement a multisensory vineyard, Yuanyuan Cui and Patrick van Esch

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Donor happiness comes from afar: The role of donation beneficiary social distance and benevolence, Gopal Das, Patrick van Esch, Shailendra Pratap Jain, and Yuanyuan (Gina) Cui

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Measuring the intention-behavior gap in service failure and recovery: the moderating roles of failure severity and service recovery satisfaction, Jose Marcos Carvalho de Mesquita, Hyunju Shin, Andre Torres Urdan, and Marco Tulio Campos Pimenta

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Luxury experience and consumer behavior: a literature review, Damini Goyal Gupta, Hyunju Shin, and Varsha Jain

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Customer perceived quality of life in provider value cocreation: The mediating role of customer value cocreation and the moderating role of customer emotions, Shahidul Islam, Nazlida Muhamad, Md Rokonuzzaman, Pramod Iyer, and Vai Shiem Leong

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Implementing Behavioral Biometrics With TRUST, Jayson Killoran, Yuanyuan Gina Cui, Andrew Park, Patrick Van Esch, Amir Dabirian, and Jan Kietzmann

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Should a luxury Brand's Chatbot use emoticons? Impact on brand status, Yuan Li and Hyunju Shin

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Inflection points during a disruptive event: planning within the sales force, Ryan L. Matthews, Brian N. Rutherford, Lucy M. Matthews, and Diane R. Edmondson

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Factors influencing actual usage of fitness tracking devices: Empirical evidence from the UTAUT model, Anubha Mishra, Lori Baker-Eveleth, Prachi Gala, and Julia Stachofsky

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The effect of equity initiatives by gendered brands, Dolph F. Nelson, Laura Boman, and Ganga S.Urumutta Hewage

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How family firm advisors understand their clients: a mixed-methods analysis of social capital signaling in web-based marketing, Robert Randolph, Eric Kushins, and Prachi Gala

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Randomized, Multicenter, Parallel-Arm (RMPA) research trial design: a potential solution to survey length, response rate and data quality in social science research, John F. Riggs, Dena Hale, Scott Widmier, and Sonya Tidwell-Riggs

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Evaluating the Impact of Technology on Professional Sales: An Abstract, Jen Riley

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Burned out on the road: Burnout’s impact on job satisfaction among road warriors, Brian N. Rutherford, Scott C. Ambrose, and Blaise P. Waguespack

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Stages of the international industrial sales process, Brian N. Rutherford and Ryan L. Matthews

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One does not fit all: what is in a salesperson sample?, Brian N. Rutherford, Martha Troncoza, Scott C. Ambrose, Nwamaka Anaza, and Ryan Matthews

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Removing silos to enable data-driven decisions: The importance of marketing and IT knowledge, cooperation, and information quality, Stefan Sleep, Prachi Gala, and Dana E. Harrison

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How much customer collaboration is too much? Implications for user entrepreneurship and product performance, Saurabh Srivastava, Pramod Iyer, Arezoo Davari, Wallace A. Williams, and Perry L. Parke

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Independent Restaurants’ Pandemic Survival Toolkit: Thriving on Community Resilience: An Abstract, Martha Lisa Troncoza, Perry Parke, Candace McCain, and Mona Sinha

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Disruptive AI: the response depends on the buyer’s political ideology, Patrick van Esch

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Special Session: Tackling the Academic Job Market: Advice from Search Committee Members: An Abstract, Shuang Wu, Sabinah Wanjugu, Mona Sinha, Weiling Zhuang, and Nina Krey

Submissions from 2022

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Single versus multiple salesforce go-to-market strategy: the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity, Nwamaka A. Anaza, Brian N. Rutherford, Gavin Jiayun Wu, and Ashok Bhattarai

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Dark triad-consumer behavior relationship: the mediating role of consumer self-confidence and aggressive interpersonal orientation, James Robert Blair, Prachi Gala, and Matthew Lunde

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“Surge price precision and political ideology”, Yuanyuan (Gina) Cui, Patrick van Esch, Gopal Das, and Shailendra Jain

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Autonomy and control: How political ideology shapes the use of artificial intelligence, Yuanyuan Cui and Patrick van Esch

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Exploring the impact of brand placement repetition on the effectiveness of umbrella branding, Davit Davtyan and Armen Tashchian

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Thematic Congruency in the Context of Brand Placements: Tests of Memory and Attitude Measures, Davit Davtyan and Armen Tashchian

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Sexism in the silences at Australian Universities: Parental leave in name, but not in practice, Sarah Duffy, Michelle O’Shea, Dorothea Bowyer, and Patrick van Esch

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Review of neuroscience in marketing: areas, emotions and tools, Prachi Gala and David Gligor

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Exploring the dark side of integrity: impact of CEO integrity on firms’ innovativeness, risk-taking and proactiveness, Prachi Gala and Saim Kashmiri

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Artificial intelligence, financial anxiety and cashier-less checkouts: a Saudi Arabian perspective, Salman Ghazwani, Patrick van Esch, Yuanyuan (Gina) Cui, and Prachi Gala

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Understanding Customer Spending Behavior during COVID-19 Using Real-time Anonymized Data from Private Companies: An Abstract, Dana E. Harrison, Haya Ajjan, Lucy Matthews, and Prachi Gala

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Uncertainty in industrial markets: The COVID-19 pandemic, Ryan Matthews, Brian N. Rutherford, Diane Edmondson, and Lucy Matthews

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Longitudinal upgrades and asymmetric effects of satisfaction and perceived-value, Chadwick J. Miller, Laszlo Sajtos, Katherine N. Lemon, and Martha Troncoza

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Disruptive technology and AI in the banking industry of an emerging market, Akinyemi Paul Omoge, Prachi Gala, and Alisha Horky

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Simulated satiation through reality-enhancing technology, Erol Pala, Sommer Kapitan, and Patrick van Esch

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Franchising: a signaling perspective, Swati Panda, Sajani Thapa, Audhesh K. Paswan, and Sailendra Prasanna Mishra

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The influence of chatbot humour on consumer evaluations of services, Hyunju Shin, Isabella Bunosso, and Lindsay R. Levine

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Relationship Building Between Marketing and IT: The Impact of Information Governance and Collaboration: An Abstract, Stefan Sleep and Dana Harrison

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How Faculty Status Impacts Student Evaluations of Teaching: A Study of Full- Versus Part-Time Marketing Faculty, Armen Tashchian, Maria Kalamas Hedden, and William R. Forrester

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Vaping among youth: reasons, realization and intention to quit, Sajani Thapa, Satyendra C. Pandey, Swati Panda, and Audhesh K. Paswan

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The paradoxical role of relationship quality on consumer privacy: Its effects on relinquishing and safeguarding information, Sabinah Wanjugu, Julie Guidry Moulard, and Mona Sinha

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Fixation in the stochastic Lotka-Volterra model with small fitness trade-offs, Glenn Young and Andrew Belmonte

Submissions from 2021

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The negative effects of travel friction among road warrior salespeople, Scott C. Ambrose, Blaise P. Waguespack, and Brian N. Rutherford

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The role of a chief mission officer in maintaining mission in schools and colleges of business, David J. Burns, Debra K. Mooney, and Kathy S. Schwaig

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Effectiveness of brand placements in music videos on viewers’ brand memory, brand attitude and behavioral intentions, Davit Davtyan, Isabella Cunningham, and Armen Tashchian

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The Relationship between CSR and CBBE in Sub-Saharan Africa: The Moderating Role of Customer Perceived Value, Prince Kodua, Charles Blankson, Swati Panda, Thuy Nguyen, Robert E. Hinson, and Bedman Narteh

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Advertising, incentives, and the upsell: how advertising differentially moderates customer- vs. retailer-directed price incentives’ impact on consumers’ preferences for premium products, Chadwick J. Miller, Daniel C. Brannon, Jim Salas, and Martha Troncoza

Advertising, incentives, and the upsell: how advertising differentially moderates customer- vs. retailer-directed price incentives' impact on consumers' preferences for premium products, Chadwick J. Miller, Daniel C. Brannon, Jim Salas, and Martha Troncoza

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The influence of resume quality and ethnicity cues on employment decisions, Ted Shore, Armen Tashchian, and William R. Forrester

The influence of resume quality and ethnicity cues on employment decisions, Ted Shore, Armen Tashchian, and William R. Forrester

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User-entrepreneurship and innovation: Does customer involvement and learning orientation matter?, Saurabh Srivastava, Swati Panda, and Wallace A. Williams

User-entrepreneurship and innovation: does customer involvement and learning orientation matter?, Saurabh Srivastava, Swati Panda, and Wallace A. Williams

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Artificial Intelligence (AI): Revolutionizing Digital Marketing, Patrick van Esch and J. Stewart Black

Submissions from 2020

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Corporate social responsibility and customer retention: evidence from the telecommunication industry in Ghana, Otto Afiuc, Samuel K. Bonsu, Franklyn Manu, Casey Brett Knight, Swati Panda, and Charles Blankson

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Tell me a story: The role of narrative transportation and the C-suite in B2B advertising, Nwamaka A. Anaza, Elyria Kemp, Elten Briggs, and Aberdeen Leila Borders

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Running With Your Hair on Fire: Lessons Learned From Transitioning a National University Sales Competition From Face-to-Face to Virtual in 16 Days, Scott Inks, Kenyatta Barber, Terry W. Loe, and Lukas P. Forbes

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Nature and evolution of trust in business-to-business settings: Insights from VC-entrepreneur relationships, Swati Panda, Saurabh Srivastava, and Satyendra C. Pandey

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B-to-B relationships: A resource, knowledge, and capability (RKC) perspective, Audhesh K. Paswan and Swati Panda

Submissions from 2019

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Can brand experience increase customer contribution: How to create effective sustainable touchpoints with customers?, Kei Aoki, Efua Obeng, Aberdeen Leila Borders, and Deborah H. Lester

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Sustainability by design: why firms and institutions do it, Aberdeen Leila Borders and Deborah H. Lester

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Materialism and affect toward others: Influences on apparel consciousness, David J. Burns, Jennifer D. Hutchins, and Richard Mathisen

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A taxonomy for financial services selling, Joie S. Hain, Brian N. Rutherford, and Joe F. Hair Jr

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The sustainability route to corporate legitimacy, Jennifer Hutchins, Mona Sinha, and Shiva Nandan

Submissions from 2018

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Cross-functional teams and social identity theory: A study of sales and operations planning (S&OP), Scott C. Ambrose, Lucy M. Matthews, and Brian N. Rutherford

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Showrooming: An Exploratory Empirical Investigation of Students’ Attitudes and Behavior, David J. Burns, Pola B. Gupta, Hanna C. Bihn, and Jennifer Hutchins

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The importance of customer’s perception of salesperson’s empathy in selling, Duleep Depechitre, Brian N. Rutherford, and Lucette B. Comer

Submissions from 2017

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Guest Editorial on the role of emotions in B2B marketing, Aberdeen Leila Borders and Elyria A. Kemp

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The impact of training, mentoring and coaching on personal learning in the sales environment., Shalonda K. Bradford, Brian N. Rutherford, and Scott B. Friend

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The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers, Elyria A. Kemp, Aberdeen Leila Borders, Nwamaka A. Anaza, and Wesley J. Johnston

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Growing the pie in emerging markets: Marketing strategies for increasing the ratio of non-users to users, Mona Sinha and Jagdish Sheth

Submissions from 2016

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Occupational dream pursuit: decision making and consumption behaviors, Elyria Kemp and Aberdeen Leila Borders

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

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

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

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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

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

Submissions from 2015

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

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

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

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

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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

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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

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

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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

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

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

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

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

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

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

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The Conceptual Foundations of Relationship Marketing: Review and Synthesis, Jagdish N. Sheth, Atul Parvatiyar, and Mona Sinha

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

Submissions from 2014

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

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

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

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