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.
Submissions from 2024
Steady Hand at the Wheel: How Perceived Movement Influences Consumer Responses to Brand Failures, Laura Boman, Lam An, Ganga S. Urmutta Hewage, and Jonathan Hasford
Sharing to Persuade: the Role of Donor- versus Charity-Focused WOM, Laura Boman and Xin He
It’s all your fault! restaurant vs. platform blame attribution in food delivery service failures, Sarah Lefebvre and Laura Boman
Look on the bright side: Emojis impact tipping behaviour, Sarah Lefebvre, Laura Boman, and MV Hospitality Solutions
The ironic impact of schadenfreude: When the joy of inflicting pain leads to increased prosocial behavior, Yael Zemack-Rugar, Laura Boman, and Tom Kramer
Submissions from 2023
Immersive technologies and consumer behavior: A systematic review of two decades of research, Anupama Ambika, Hyunju Shin, and Varsha Jain
The embodied enactment of politeness metapragmatics, Lucien Brown, Soung U. Kim, and Hyunji Kim
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
A sip in the Metaverse: how to implement a multisensory vineyard, Yuanyuan Cui and Patrick van Esch
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
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
Luxury experience and consumer behavior: a literature review, Damini Goyal Gupta, Hyunju Shin, and Varsha Jain
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
Implementing Behavioral Biometrics With TRUST, Jayson Killoran, Yuanyuan Gina Cui, Andrew Park, Patrick Van Esch, Amir Dabirian, and Jan Kietzmann
Should a luxury Brand's Chatbot use emoticons? Impact on brand status, Yuan Li and Hyunju Shin
Inflection points during a disruptive event: planning within the sales force, Ryan L. Matthews, Brian N. Rutherford, Lucy M. Matthews, and Diane R. Edmondson
Factors influencing actual usage of fitness tracking devices: Empirical evidence from the UTAUT model, Anubha Mishra, Lori Baker-Eveleth, Prachi Gala, and Julia Stachofsky
The effect of equity initiatives by gendered brands, Dolph F. Nelson, Laura Boman, and Ganga S.Urumutta Hewage
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
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
Evaluating the Impact of Technology on Professional Sales: An Abstract, Jen Riley
Burned out on the road: Burnout’s impact on job satisfaction among road warriors, Brian N. Rutherford, Scott C. Ambrose, and Blaise P. Waguespack
Stages of the international industrial sales process, Brian N. Rutherford and Ryan L. Matthews
One does not fit all: what is in a salesperson sample?, Brian N. Rutherford, Martha Troncoza, Scott C. Ambrose, Nwamaka Anaza, and Ryan Matthews
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
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
Independent Restaurants’ Pandemic Survival Toolkit: Thriving on Community Resilience: An Abstract, Martha Lisa Troncoza, Perry Parke, Candace McCain, and Mona Sinha
Disruptive AI: the response depends on the buyer’s political ideology, Patrick van Esch
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
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
Dark triad-consumer behavior relationship: the mediating role of consumer self-confidence and aggressive interpersonal orientation, James Robert Blair, Prachi Gala, and Matthew Lunde
“Surge price precision and political ideology”, Yuanyuan (Gina) Cui, Patrick van Esch, Gopal Das, and Shailendra Jain
Autonomy and control: How political ideology shapes the use of artificial intelligence, Yuanyuan Cui and Patrick van Esch
Exploring the impact of brand placement repetition on the effectiveness of umbrella branding, Davit Davtyan and Armen Tashchian
Thematic Congruency in the Context of Brand Placements: Tests of Memory and Attitude Measures, Davit Davtyan and Armen Tashchian
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
Review of neuroscience in marketing: areas, emotions and tools, Prachi Gala and David Gligor
Exploring the dark side of integrity: impact of CEO integrity on firms’ innovativeness, risk-taking and proactiveness, Prachi Gala and Saim Kashmiri
Artificial intelligence, financial anxiety and cashier-less checkouts: a Saudi Arabian perspective, Salman Ghazwani, Patrick van Esch, Yuanyuan (Gina) Cui, and Prachi Gala
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
Uncertainty in industrial markets: The COVID-19 pandemic, Ryan Matthews, Brian N. Rutherford, Diane Edmondson, and Lucy Matthews
Longitudinal upgrades and asymmetric effects of satisfaction and perceived-value, Chadwick J. Miller, Laszlo Sajtos, Katherine N. Lemon, and Martha Troncoza
Disruptive technology and AI in the banking industry of an emerging market, Akinyemi Paul Omoge, Prachi Gala, and Alisha Horky
Simulated satiation through reality-enhancing technology, Erol Pala, Sommer Kapitan, and Patrick van Esch
Franchising: a signaling perspective, Swati Panda, Sajani Thapa, Audhesh K. Paswan, and Sailendra Prasanna Mishra
The influence of chatbot humour on consumer evaluations of services, Hyunju Shin, Isabella Bunosso, and Lindsay R. Levine
Relationship Building Between Marketing and IT: The Impact of Information Governance and Collaboration: An Abstract, Stefan Sleep and Dana Harrison
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
Vaping among youth: reasons, realization and intention to quit, Sajani Thapa, Satyendra C. Pandey, Swati Panda, and Audhesh K. Paswan
The paradoxical role of relationship quality on consumer privacy: Its effects on relinquishing and safeguarding information, Sabinah Wanjugu, Julie Guidry Moulard, and Mona Sinha
Fixation in the stochastic Lotka-Volterra model with small fitness trade-offs, Glenn Young and Andrew Belmonte
Submissions from 2021
The negative effects of travel friction among road warrior salespeople, Scott C. Ambrose, Blaise P. Waguespack, and Brian N. Rutherford
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
Effectiveness of brand placements in music videos on viewers’ brand memory, brand attitude and behavioral intentions, Davit Davtyan, Isabella Cunningham, and Armen Tashchian
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
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
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
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
Artificial Intelligence (AI): Revolutionizing Digital Marketing, Patrick van Esch and J. Stewart Black
Submissions from 2020
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
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
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
Nature and evolution of trust in business-to-business settings: Insights from VC-entrepreneur relationships, Swati Panda, Saurabh Srivastava, and Satyendra C. Pandey
B-to-B relationships: A resource, knowledge, and capability (RKC) perspective, Audhesh K. Paswan and Swati Panda
Submissions from 2019
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
Sustainability by design: why firms and institutions do it, Aberdeen Leila Borders and Deborah H. Lester
Materialism and affect toward others: Influences on apparel consciousness, David J. Burns, Jennifer D. Hutchins, and Richard Mathisen
A taxonomy for financial services selling, Joie S. Hain, Brian N. Rutherford, and Joe F. Hair Jr
The sustainability route to corporate legitimacy, Jennifer Hutchins, Mona Sinha, and Shiva Nandan
Submissions from 2018
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
Showrooming: An Exploratory Empirical Investigation of Students’ Attitudes and Behavior, David J. Burns, Pola B. Gupta, Hanna C. Bihn, and Jennifer Hutchins
The importance of customer’s perception of salesperson’s empathy in selling, Duleep Depechitre, Brian N. Rutherford, and Lucette B. Comer
Submissions from 2017
Guest Editorial on the role of emotions in B2B marketing, Aberdeen Leila Borders and Elyria A. Kemp
The impact of training, mentoring and coaching on personal learning in the sales environment., Shalonda K. Bradford, Brian N. Rutherford, and Scott B. Friend
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
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
Occupational dream pursuit: decision making and consumption behaviors, Elyria Kemp and Aberdeen Leila Borders
Identifying and Treating Unobserved Heterogeneity with FIMIX-PLS: Part 2 - Case Study, Lucy Matthews, Marko Sarstedt, Joe F. Hair, and Christian Ringle
Identifying and Treating Unobserved Heterogeneity with FIMIX-PLS: Part I - Method, Lucy Matthews, Marko Sarstedt, Joe F. Hair, and Christian Ringle
The Precursor Role of Cooperation, Coordination, and Relationship Investments in a Relationship Model, Janice Payan, Joe F. Hair, Goren Svenson, and Svante Anderson
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
Halal Endorsements: Stirring Controversy or Gaining New Customers?, Bodo B. Schlegelmilch, Mubbsher Munawar Khan, and Joe F. Hair
Submissions from 2015
Boundary spanner mult-faceted role ambiguity and burnout: An exploratory study, Scott C. Ambrose, Brian N. Rutherford, C. David Shepherd, and Armen Tashchian
Ethical climate and job satisfaction among organizational buyers: an empirical study, Nwamaka A. Anaza, Biran Rutherford, Minna Rollins, and David Nickell
Increasing business-to-business buyer word-of-mouth and share-of-purchase, Nwamaka A. Anaza and Brian Rutherford
Heresies and Sacred Cows in Scholarly Marketing Publications, Barry J. Babin, Mitch Griffin, and Joe F. Hair
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
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
Understanding the History of Marketing Education to Improve Classroom Instruction, O. C. Ferrell, Joe F. Hair Jr., Greg W. Marshall, and Robert D. Tamilia
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
Individual Psychological Ownership: Concepts, Evidence and Implications for Research in Marketing, Joe F. Hair, Iiro Jussila, Anssi Tarkiainen, and Marko Sarstedt
Absolute Versus Relative Sales Failure, Jeff S. Johnson, Scott B. Friend, Brian N. Rutherford, and G. Alexander Hamwi
Individual Psychological Ownership: Concepts, Evidence, and Implications for Research in Marketing, Iiro Jussila, Anssi Tarkiainen, Marko Sarstedt, and Joseph F. Hair
The role of listening in e-contact center customer relationship management, JungKun Park, Te-Lin Doreen Chung, and Brian Rutherford
Sales People as Emotional Laborers: Psychological and Behavioral Outcomens, JungKun Park, Weon Sang Yoo, and Brian Rutherford
Modeling Antecedents in Trust-Commitment Vendor Relationships, Janice Payan and Joe Hair
The Conceptual Foundations of Relationship Marketing: Review and Synthesis, Jagdish N. Sheth, Atul Parvatiyar, and Mona Sinha