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 2004
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 2003
Internet Pharmaceutical Sales: Attributes, Concerns, and Future Forecast, Katy Bruckel and Ernest Capozzoli
Multicriterion Clusterwise Regression for Joint Segmentation Settings: An Application to Customer Value, Michael J. Brusco, J. Dennis Cradit, and Armen Tashchian
Ethics Code Familiarity and Usefulness: Views on Idealist and Relativist Managers Under Varying Conditions of Turbulence, Lawrence B. Chonko, Thomas R. Wotruba, and Terry W. Loe
Hospital Marketing and the Internet: The Adoption of an Innovation, C. David Shepherd and Daniel Fell
Effects of Sex on Raters' Accountability, Ted H. Shore and Armen Tashchian
The Lost Frontier in Entrepreneurship: Aggregation, Saturation and Decimationof the Franchising Channel, Sheb L. true, Lou E. Pelton, and David Strutton
Submissions from 2002
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
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
Accountability Forces in Performance Appraisal: Effects of Self-Appraisal Information, Normative Information, and Task Performance, Ted H. Shore and Armen Tashchian
HR & OE, Randy Stuart
Submissions from 2001
Codes of Ethics as Signals for Ethical Behavior, Janet S. Adams, Armen Tashchian, and Ted H. Shore
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
Hospitals and the Web: A Maturing Relationship, Daniel Fell and C. David Shepherd
The Impact of Relationship Satisfaction on Attributions, Emotions, and Behaviors Following Service Failure, William R. Forrester Jr. and Manfred F. Maute
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
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
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 1999
Frequency, Recall and Usefulness of Undergraduate Ethics Education, Janet S. Adams, Armen Tashchian, and Ted H. Shore
Effective Interpersonal Listening in the Personal Selling Environment: Conceptualization, Measurement, and Nomological Validity, Stephen B. Castleberry, C. David Shepherd, and Rick Ridnour
Insights into Sexual Harassment of Salespeople by Customers: The Role of Gender and Customer Power, Leslie M. Fine, C. David Shepherd, and Susan L. Josephs
Purchasing Nonprescription Contraceptives: The Underlying Structure of a Multi-Item Scale, Chris Manolis, Robert D. Winsor, and Sheb L. true
Service Quality and the Sales Force: A Tool for Competitive Advantage, C. David Shepherd
The Challenges Facing Australian Trade and Direct Investment in the United States, Hope Torkornoo and Siva K. K. Muthaly
Developing a Hospital Web Site as a Marketing Tool: A Case Study, Thomas G. Widmer and C. David Shepherd
Submissions from 1998
Challenges in Teaching Business Ethics: Using Role Set Analysis of Early Career Dilemmas, Janet S. Adams, Claudia Harris, and Susan Carley
An Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions, Sean Dwyer, Orlando Richard, and C. David Shepherd
Building Web Sites that Attract Visitors, C. David Shepherd and Daniel Fell
Hospital Marketing and the Internet: Revisited, C. David Shepherd and Daniel Fell
Marketing's Role in Hospital Web Site Development, C. David Shepherd and Daniel Fell
Effects of Self-Appraisal Information, Appraisal Purpose, and Feedback Target on Performance Appraisal Ratings, Ted H. Shore, Janet S. Adams, and Armen Tashchian
Submissions from 1997
A Multicultural Examination of Business Ethics Perceptions, Dean E. Allmon, Henry C. K. Chen, Thomas K. Pritchett, and Pj Forrest
Leadership Style and Post-Merger Satisfaction, Teresa Joyce Covin, Thomas A. Kolenko, Kevin W. Sightler, and R. Keith Tudor
Franchisor Environmental Liability for Previously Contaminated Property, Patrick J. Kaufmann and William S. Vincent
Health Care Marketing and the Internet, C. David Shepherd and Daniel Fell
The Role of Gender in a Developmental Assessment Center, Ted H. Shore, Armen Tashchian, and Janet S. Adams
Effects of Religiousness on Sunday Shopping and Outshopping Behaviors: A Study of Shopper Attitudes and Behaviors in the American South, Judy A. Siguaw and Penny M. Simpson
Submissions from 1996
Ethics in Family and Non-Family Owned Firms: An Exploratory Study, Janet S. Adams, Armen Tashchian, and Ted H. Shore
Marketing Higher Education: Models of Marketing Internship Programs as Tools for the Recruitment and Retention of Undergraduate Marketing Majors, Janet Di Lorenzo-Aiss and Richard Mathisen
Dimensionality of a Scale of Adjustment to Unemployment, Kevin W. Sightler and R. Keith Tudor
Submissions from 1995
Marketing Decisions and Performance in Economic Reform African Countries, Sam C. Okoroafo and Hope Torkornoo
Quantifying Perceived Differences in Type Styles: An Exploratory Study, John Tantillo, Janet Di Lorenzo-Aiss, and Richard E. Mathisen
Time to Choose, R. Keith Tudor and Susan Carley
Submissions from 1994
Signal Detection Theory and Single Observation Designs: Methods and Indices for Advertising Recognition Testing, Dennis J. Cradit, Armen Tashchian, and Charles F. Hofacker
The Decision Making Unit in the Choice of a Long-Term Health Care Facility, Faye W. Gilbert and R. Keith Tudor
Submissions from 1993
The Structure and Determinants of Consumer Complaint Intentions and Behavior, Maute F. Manfred and William R. Forrester Jr.
The Structure and Determinants of Consumer Complaint Intentions and Behavior, Manfred F. Maute and William R. Forrester Jr.
An Empirical Confirmation of Dual Strategies Used in Marketing High-Technology Goods and Services: The Decision-Supporting Software Example. Part One: Theoretical, Philosophical, and Pragmatic Foundations for the Research, William A. Rooks Jr. and Jay Weinroth
An Empirical Confirmation of Dual Strategies Used in Marketing High-Technology Goods and ServicesThe Decision-Supporting Software Example. Part Two: Research Findings, Conclusions and Implications, William A. Rooks Jr. and Jay Weinroth
Submissions from 1992
Target Arson: Update 1991. A Study of Selected Old and New Variables, Joe H. Murrey Jr., R. Keith Tudor, and Kenneth W. Hollman
Constructing Marketing Examinations that are Reliable and Valid Measures of Student Performance, Roobina Ohanian, Armen Tashchian, and Larry H. Beard
Submissions from 1991
The C.P.M. and Job Satisfaction, James R. Lumpkin and R. Keith Tudor
The Effect of Attribute Qualities on Consumer Decision Making: A Causal Model of External Information Search, Manfred F. Maute and William R. Forrester Jr.
Software Review, Lou E. Pelton, R. Keith Tudor, and Essam Mahmoud
An Exploration into the Scaling of Consumer Confidence: Dimensions, Antecedents, and Consequences, Dennis J. White, Armen Tashchian, and Roobina Ohanian
Submissions from 1989
Effects of Sales Presentation Topic on Cognitive Responses in Industrial Buying Groups, William R. Forrester Jr. and William B. Locander
The Project Method Approach: An Integrated Teaching Tool in Marketing Research, Naresh K. Malhotra, Armen Tashchian, and Arun K. Jam
Role Model Performance Effects on Development of Entrepreneurial Career Preference, Robert F. Scherer, Janet S. Adams, Susan Carley, and Frank A. Wiebe
Submissions from 1988
Faculty Evaluation Perspectives in Colleges of Business: How Marketing Department Heads' Evaluations Differ from those of Department Heads in other Business Disciplines, Marianne J. D'Onofrio, Mark E. Slama, and Armen Tashchian
Compliant, Aggressive and Detached Types Differ in Generalized Purchasing Involvement, Mark E. Slama, Terrell G. Williams, and Armen Tashchian
Signal Detection Analysis and Advertising Recognition: An Introduction to Measurement and Interpretation Issues, Armen Tashchian, J. Dennis White, and Pak Sukgoo
Submissions from 1987
Non-Profit Services: Adoption or Adaptation of Marketing, W. Wray Buchanan, Donald R. Self, and Jerry J. Ingram
The Integration of Microcomputers in Marketing Research and Decision Making, Naresh K. Malhotra, Armen Tashchian, and Essam Mahmoud
The Evolution of Marketing Thought in Change-Agent Discipline, Donald R. Self, Roger M. McKinney, Jerry J. Ingram, and W. Wray Buchanan
Validating the S-O-R Paradigm for Consumer Involvement With a Convenience Good, Mark E. Slama and Armen Tashchian
Submissions from 1985
Any Development Program can Work, W. Wray Buchanan, Frank Hoy, and Bobby C. Vaught