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 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
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
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
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
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