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 2014

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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

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

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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

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

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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

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

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

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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

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

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

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

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

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

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

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

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

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

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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

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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

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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

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

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

Submissions from 2013

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

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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

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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

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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

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

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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

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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

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

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

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

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

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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

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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

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

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Social Media: Changing Advertising Education, Deborah A. Lester

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

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

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

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Building Buyer Commitment to the Salesperson, Brian N. Rutherford

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

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

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 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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Use of an Advising Team, Jane E. Campbell and Randy Stuart

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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