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.

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Submissions from 2013

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

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

Essentials of Marketing Research, Joseph F. Hair

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

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

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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

Submissions from 2011

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

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

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

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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.

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

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

Essentials of Business Research Methods, Joseph F. Hair

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

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

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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

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

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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

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

Submissions from 2010

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

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

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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

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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

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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

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

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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 2006

Modeling the Relationship between Cohesion and Performance in Student Work Groups, William R. Forrester Jr. and Armen Tashchian

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The Critical Role of Congruency in Prototypical Brand Extensions, Maria Kalamas, Mark Cleveland, Michel Laroche, and Robert Laufer

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Cognitive Insights into the Highly Skilled or Expert Salesperson, C. David Shepherd, Sarah F. Gardial, Michael G. Johnson, and Joseph O. Rentz

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Effects of Internal and External Pay Comparisons on Work Attitudes, Ted H. Shore, Armen Tashchian, and Louis Jourdan

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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

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Salesperson Empathy and Listening: Impact on Relationship Outcomes, Praveen Agarwal, Stephen B. Castleberry, Rick Ridnour, and C. David Shepherd

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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

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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

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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

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Salesperson Listening: A Replication and Extension of the ILPS Scale, Stephen B. Castleberry, Rick Ridnour, and C. David Shepherd

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Characteristics of Work Groups and their Relationship with Social and Task Cohesion in Student Teams, William R. Forrester Jr. and Armen Tashchian

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Drivers of the Value of the Firm: Profitability, Growth, and Capital Intensity, Tom W. Miller and Richard E. Mathisen

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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 2002

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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

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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

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Codes of Ethics as Signals for Ethical Behavior, Janet S. Adams, Armen Tashchian, and Ted H. Shore

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An e-Commerce Systems Integration Framework, Ernest A. Capozzoli and Sheb L. true

Special Abstract Section: National Conference in Sales Management, Sean Dwyer, James A. Eckert, Charles M. Futrell, Jon M. Hawes, Eli Jones, Karen Norman Kennedy, Donald A. McBane, and C. David Shepherd

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Hospitals and the Web: A Maturing Relationship, Daniel Fell and C. David Shepherd

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The Impact of Relationship Satisfaction on Attributions, Emotions, and Behaviors Following Service Failure, William R. Forrester Jr. and Manfred F. Maute

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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

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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

Tracking Academic Research in Selling and Sales Management: Authors, Authorships, Academic Institutions, and Journals, William C. Moncrief, Greg W. Marshall, Courtney Watkins, and C. David Shepherd

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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 1998

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Challenges in Teaching Business Ethics: Using Role Set Analysis of Early Career Dilemmas, Janet S. Adams, Claudia Harris, and Susan Carley