• Customer Query Handling in Sales Interactions: A Dynamic Analysis of Salesperson Effectiveness (Singh, Marinova, Singh, Evans 2018)
• Frontline Problem Solving Effectiveness: A Dynamic Analysis of Verbal and Nonverbal Cues (Marinova, Singh, Singh 2018)
• Brand Leaders: Driving Market Orientation (Gifford, Newmeyer 2017)
• Manifest Conflict, Customer Orientation and Performance Outcomes in International Buyer-Seller Relationships (Terawantonavong, Widing, Whitwell 2017)
• The Emergent Field of Organizational Frontlines (Singh, Brady, Arnold, Brown 2017)
• To Prescribe or Not To Prescribe? Surrogate Decision Making For Life-Enhancing Products (Marinova, Kozlenkova, Cuttler, Silvers 2017)
• Charity at Check-Out: The Effect of Exchange Relationships (Newmeyer, Obeng 2016)
• Examining incentives to share demand information with your channel partner (Niraj, Narasimhan 2016)
• How the Emotions of a Leader Drive Sustainable Brand Growth (Gifford, Newmeyer 2016)
• Rivals or Peers: How Interbrand Relationships Impact Brand Attitude after a Product-Harm Crisis (Newmeyer, Dommer 2016)
• The Effect of Perceptual Differences Between Firm Market Orientation and Salesperson Customer Orientation on Salesperson Performance (Chakrabarty, Widing 2016)
• When Products and Brands Trade Hands: Proposing a Framework for Acquisition Success (Newmeyer, Swaminathan, Hulland 2016)
• Quality-Efficiency Trade-offs in Service Organizations: A SFA-based Approach with Application in Health Care Services (Zhu, Marinova, Singh 2015)
• Assessing Omnichannel Behavor of Customers at a Multi-Channel Retailer (Mark, Bulla, Niraj, Bulla 2014)
• Co-Branding Arrangements and Partner Selection: A conceptual Framework and Managerial Guidelines (Newmeyer, Venkatesh, Chatterjee 2014)
• Consumer Decision to Upgrade or Downgrade a Service Membership (Marinova, Singh 2014)
• Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing (Chakrabarty, Widing, Brown 2014)
• The Four Faces of the Hispanic Consumer: An Acculturation-Based Segmentation (Alvarez, Dickson, Hunter 2014)
• Detecting item bias in latent construct between group comparisons: an illustrative example using multi-sample covariance structural equations modeling (Mishra, Ghosh 2013)
• Price Customization and Within Chain Data do not mix! (Niraj, Siddarth 2013)
• When Institutional Work Backfires: Organizational Control of Professional Work in the Pharmaceutical Industry (Singh, Jayanti 2013)
• Bottom-up Learning in Marketing Frontlines: Conceptualization, Processes, and Consequences (Ye, Marinova, Singh 2012)
• RETAIL CO-BRANDS AND CONSUMERS’ ATTRIBUTIONS OF RESPONSIBILITY (Newmeyer, Ruth 2012)
• Uncovering Customer Profitability Segments for Business Customers (Niraj, Mark, Dawar 2012)
• First and Second Order Effects of Consumers’ Institutional Logics on Relationship Marketing Mechanisms: A Cross-Market Comparative Analysis (Singh, Lentz, Nijssen 2011)
• How Quality Drives the Rise and Fall of High-Tech Products (Niraj, Tellis, Yin 2011)
• Misalignment of Firm and Consumer Preferences for Advertising (Hawkins, Lazatti 2011)
• Nonlinear Effects in Relationships between Satisfaction, Attidudinal Loyalty, Purchase Loyalty and Behavioral Intentions (Jaiswal, Niraj 2011)
• Sales Technology (Hunter 2011)
• The Impact of Social Contagion on What to Buy, How to Buy and Where to Buy: Evidence from High-Tech Durable Goods Market (Niraj, Janakiraman 2011)
• A Comparison and Expansion of the Bases Utilized for Evaluating Salespeople’s Performance (Jackson, Jr. , Schlacter, Bridges, Gallan 2010)
• Context-General and Context-Specific Determinants of Online Satisfaction and Loyalty for Commerce and Content Sites (Jaiswal, Niraj, Venugopal 2010)
• Does Quality Win? COMPETING AGAINST AN ENTRENCHED MARKET LEADER IN HIGH-TECH MARKETS (Tellis, Yin, Niraj 2010)
• Pragmatic Learning Theory: An Inquiry-Action Framework for Distributive Consumer Learning in Online Communities (Jayanti, Singh 2010)
• The Embedded Sales Force: Connecting Buying and Selling Organizations (Bradford, Brown, Ganesan, Hunter, Onyemah, Palmatier, Rouziès, Spiro, Sujan, Weitz 2010)
• Attenuating Suspicion by Revealing Seller Self-Interest: The Role of Categorical versus Situational Association of Sinister Attribution (Chatterjee, Ghosh 2009)
• The Pursuit of Excellence in Process Thinking and Customer Relationship Management (Dickson, Lassar, Hunter, Chakravarti 2009)
• Service-Logic Innovations: How to Innovate Customers, Not Products (Gallan, Michel, Brown 2008)
• Information and Inventory in Distribution Channels (Iyer, Niraj, Narasimhan 2007)
• Customer Profitability in a Supply Chain (Niraj, Gupta, Narasimhan 2001)
• Expertise and Innovation: An Experimental Study with Senior Executives in Marketing-Oriented Organizations (Sanger, Singh)
• Reservation Prices for Product Portfolios under Uncertainty: The ICEPORT Approach and Its Application (Newmeyer, Venkatesh, Chatterjee)
• The effect of relationship and transactional characteristics on customer retention in emerging online markets Article (Jaiswal, Niraj, Agarwal, Park)
• “Systems-Savvy Selling: A Quantitative Study to Uncover Predictors of B2B Sales Performance”, (Lyyytinen, St. Clair, Hunter, )