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 2015
B2B Branding in Emerging Markets: A Sustainability Perspective, Jagdish N. Sheth and Mona Sinha
Submissions from 2014
Boundary Spanner Multi-Faceted Role Ambiguity and Burnout: An Exploratory Study, Scott C. Ambrose, Brian N. Rutherford, David C. Shepherd, and Armen Tashchian
IMP 2013: Building and Managing Relationships in a Global Network, Tamer Cavusgil, Naveen Donthu, Wesley J. Johnston, and Brian N. Rutherford
Strategically Surviving Bankruptcy During a Global Financial Crisis: The Impact of Government Policies, Jocelyn Evans and Aberdeen Leila Borders
Strategically Surviving Bankruptcy during a Global Financial Crisis: The Importance of Understanding Chapter 15, Jocelyn Evans and Aberdeen Leila Borders
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
Common Beliefs and Reality about Partial Least Squares: Comments on Rönkkö and Evermann, Joe F. Hair, Jörg Henseler, Theo K. Dijkstra, and Marko Sarstedt
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
Innovative and established research methods in family business: Description, illustration and application guidelines, Joseph F. Hair and Marko Sarstedt
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
Understanding Effects of Salesperson Locus of Control, Alex Hamwi, Brian Nicholas Rutherford, James S. Boles, and Ramana K. Madupalli
Antecedents of Mentoring: Do Multifaceted Job Satisfaction and Affective Organizational Commitment Matter?, Nathaniel N. Hartmann, Brian N. Rutherford, Richard Feinberg, and James G. Anderson
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
Correspondence Analysis: A Promising Technique to Interpret Qualitative Data in Family Business Research, Jerry Kudlats, Arthur Money, and Joseph F. Hair Jr.
The Advanced Course in Professional Selling, Terry W. Loe and Scott A. Inks
Match/Mismatch in The College Service-Learning Experience: Influence on Attitudes, Satisfaction, and Volunteer Intentions, Jeananne Nicholls, Maria Kalamas, and Kurt Schimmel
Managment of Front-Line Financial Sales Personnel, Joon-Hee Oh, Jungkun Park, and Brian N. Rutherford
The interplay of salesperson's job performance and satisfaction in the financial services industry, Joon-Hee Oh, Brian N. Rutherford, and Jungkun Park
The Role of Mentoring on Outcome Based Sales Performance: A Qualitative Study from the Insurance Industry, Minna Rollins, Brian N. Rutherford, and David Nickell
Validating the Reduce Burnout Scale and Sequencing of Burnout, Brian N. Rutherford, David C. Shephred, and Armen Tashchian
On the Emancipation of PLS-SEM: A Commentary on Rigdon (2012), Marko Sarstedt, Christian M. Ringle, and Joseph F. Hair
PLS-SEM: Looking Back and Moving Forward, Marko Sarstedt, Christian M. Ringle, and Joseph F. Hair
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
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
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
Attracting Graduates to Sales Positions and the Role of Faculty as a Knowledge Broker, William A. Weeks, Brian Rutherford, James Boles, and Terry Loe
The Role of Faculty as a Knowledge Broker, William A. Weeks, Brian Rutherford, James Boles, and Terry Loe
Submissions from 2013
Exploring the Effect of Distinct Family Firm Reputation on Consumers' Preferences, Claudia Binz, Joseph F. Hair Jr., Torsten M. Pieper, and Artur Baldauf
Emotional Labor's Impact in a Retail Environment, Yoon-Na Cho, Brian N. Rutherford, and JungKun Park
Emotional Labor's Impact in a Retail Environment, Yoon-Na Cho, Brian N. Rutherford, and JungKun Park
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
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
The Effects of Mentoring on Salesperson Commitment, Nathaniel N. Hartmann, Brian N. Rutherford, Alexander G. Hamwi, and Scott B. Friend
The Effects of Mentoring on Salesperson Commitment, Nathaniel N. Hartmann, Brian N. Rutherford, Alexander G. Hamwi, and Scott B. Friend
Sales Manager Support: Fostering Emotional Health, Motivation and Customer-orientation in Salespeople, Elyria Kemp, Aberdeen Leila Borders, and Joe M. Ricks
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
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
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
Partial Least Squares: The Better Approach to Structural Equation Modeling?, Joe F. Hair, Marko Sarstedt, and Christian Ringle
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
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
Managing Emotions in Personal Selling: Examining the Role of Emotion Regulation Strategy in Salespeople, Elyria Kemp, Aberdeen L. Borders, and Joe M. Ricks
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
How Consumers Forecast: Buyer-Seller Relationship as a Boundary Condition of the Impact Bias, Ashwani Monga, Haipeng Allan Chen, Michael Tsiros, and Mona Sinha
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
Essentials of Business Research Methods, Joseph F. Hair
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
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
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
Sales Management: Building Customer Relationships and Partnerships, Joseph F. Hair
Reaching the Boiling Point: Consumers' Negative Affective Reactions to Firm-Attributed Service Failures, Maria Kalamas, Michel Laroche, and Lucy Makdessian
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
Expatriate Or Local? Predicting Japanese, Subsidiary Expatriate Staffing Strategies, Scott Widmier, Launce Eliot Brouthers, and Paul W. Beamish
Submissions from 2007
Knowledge Creation in Marketing: The Role of Predictive Analytics, Joe F. Hair Jr.
Research Methods for Business, Joseph F. Hair
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
Use of an Advising Team, Jane E. Campbell and Randy Stuart
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