Conference Presentations


    Kothandaraman, Prabakar, Sudha Mani, Rajiv Kashyap, and Raj Agnihotri (2013), “End-of-Quarter-Scrambling (EOQS): Aligning Incentives or Power of Habit?” Global Sales Science Institute Conference, Aalen, Germany.

    Kothandaraman, Prabakar, Raj Agnihotri, and Rajiv Kashyap (2013), "Understanding the Role of Social Media in Salesperson Customer Relationship Performance: A Social Capital Perspective," American Marketing Association Winter Educators’ Conference, Las Vegas, NV.

    Krush, Michael T., S. Krishnakumar, Raj Agnihotri, and Kevin J. Trainor (2013), Examining a Stress Contingency Model within Sales Context:  The Role of Salesperson Emotional Intelligence,” National Conference in Sales Management, San Diego, CA.

    Agnihotri, Raj, Adam Rapp, James 'Mick' Andzulis, and Colin B. Gabler (2012), "Predictors of Retail Salesperson Creativity and Associated Performance Implications," Academy of Marketing Science Annual Conference, New Orleans, LA.
    Best Retailing Paper Award in the Conference.

    Krush, Michael,
    Sukumarakurup Krishnakumar, Raj Agnihotri, and Kevin J. Trainor (2012), “The Salesperson’s Ability to Bounce Back: Examining the Influence of Salesperson’s Resiliency on Job Attitudes, Behaviors and Performance” National Conference in Sales Management, Indianapolis, IN.
    Best Paper Award in the Conference.

    Agnihotri, Raj
    and Adam Rapp,
    "Exploring the Meaning and Significance of Role Relationship between a Salesperson and Manager," International Conference in Marketing-Indian Institute of Management, Lucknow, India. 

    Kothandaraman, Prabakar, Raj Agnihotri, and Rajiv Kashyap (2011), "Understanding the Role of Social Media in Salesperson Customer Relationship Performance: A Social Capital Perspective," Global Sales Science Institute Conference, Milan, Italy.

    Agnihotri, Raj, Adam Rapp, Rakesh Singh, and Shashank Shakher (2011), "Examining the Role of Salesperson's Emotional Traits  in Ethical Decision Making," American Marketing Association Summer Educators’ Conference, San Francisco, CA.

    Agnihotri, Raj, Adam Rapp, and Prabakar Kothandaraman (2011), "A Theoretical Framework for Salesperson-Manager Relational Identification," National Conference In Sales Management, OrlandoFlorida.

    Nowlin, Edward, Raj Agnihotri, Michael T. Krush, Kevin J. Trainor, (2011), "Workplace Isolation and its Unintended Consequences on Knowledge Transmission, National Conference In Sales Management, OrlandoFlorida.

    Rapp, Adam, Raj Agnihotri, Tom Baker, (2011), "Individual, Organizational and Relational Factors Influence on    Salesperson Competitive Intelligence," Academy of Marketing Science Annual Conference, Coral Gables, Florida.

    Rapp, Adam, Raj Agnihotri, Mary Ann Raymond, and Christopher Hopkins (2010), “Investigating Non-linear Relationships of Salesperson Characteristics and Behaviors on Subsequent Effort and Performance,” Society of Marketing Advances Fall Conference, Atlanta, GA.

    Best Paper Award in the Conference.

    Best Paper Award in Sales Track.

    Agnihotri, Raj, Adam Rapp, and Kevin Trainor (2010), "Motivating Factors for Competitive Intelligence Gathering within a Sales Force: A Multi-Level Perspective," American Marketing Association Winter Educators’ Conference, New Orleans, Louisiana.

     Agnihotri, Raj, Adam Rapp, Rakesh Singh, and Sanket Gupta (2010) “Engineering the Salesperson-Customer Relationship: The Role of Personality Traits and Selling Orientations,” National Conference In Sales Management, Milwaukee, WI.

     Agnihotri, Raj (2010), "Relational Identification: Its Meaning and Significance in the Workplace," 16th Multicultural Conference at Towson University, Towson, Maryland.

     Agnihotri, Raj and Adam Rapp (2009), “The Use of Competitive Intelligence within Supply Chain,” Society of Marketing Advances, New Orleans, LA.  

    Robert Robicheaux Award in Supply Chain.

    Rapp, Adam, Raj Agnihotri, Kevin Trainor, and Michael Ahearne (2009), “Examining Curvilinear Relationships of Salesperson Self-Efficacy and Organizational Citizenship Behaviors with Call Activity and Percentage-of-Quota,” American Marketing Association Winter Educators’ Conference, Tampa, FL.

    Agnihotri, Raj (2009), “Individual, Organizational, and Relational Influences on Competitive Intelligence:  Implications for Salesperson Performance,” 24th Annual National Conference In Sales Management, Norfolk, VA.

    NCSM Doctoral Fellow Award.

    Agnihotri, Raj (2009), “A Social Identity Perspective of Salesperson Competitive Intelligence: Factors Leading to the Intelligence Use and Associated Outcomes,” Houston Conference in Selling and Sales Management, Houston, TX.

    Houston Doctoral Fellowship Award.

    Agnihotri, Raj and Mary E. Schramm (2008), “Managing Buyer-Seller Relationships: The Role of Information Communication, Knowledge, and Technology,” American Marketing Association Summer Educators’ Conference, San Diego, CA.

    Rapp, Adam, Raj Agnihotri, Kevin Trainor, and Michael Ahearne (2008), “Opening the Black Box of Competitive Intelligence: Uncovering Antecedent Factors and a Performance Enhancer," American Marketing Association Winter Educators’ Conference, Austin, TX.

    Agnihotri, Raj (2008), “Toward a Social Identity Conception of Salesperson Behavior: Examining Drivers and an Outcome of Organizational Citizenship Behaviors,” 23rd Annual National Conference In Sales Management, Dallas, TX.

    Trainor, Kevin, Adam Rapp, Raj Agnihotri, and Niels Schillewaert (2008), “Performance Implications of Developing Customer-Linking Capabilities,” American Marketing Association Winter Educators’ Conference, Austin, TX.

    Rapp, Adam, Raj Agnihotri, and Kevin Trainor (2008), “When Self-Efficacy is Bad and Organizational Citizenship Behaviors are Worse“23rd Annual National Conference In Sales Management, Dallas, TX.

    Agnihotri, Raj (2008), “Firms’ Responsiveness to Competitors: The Role of Competitive Intelligence,” Midwest Decision Sciences Institute Conference, Erie, PA.

    Agnihotri, Raj (2008), “Simulation Approach to Examine Nonlinear Relationships Among Role Stress, Organizational Citizenship Behaviors, and Performance,” Graduate Student Senate Colloquium, Kent State University, Kent, OH.

    Agnihotri, Raj (2008), “Organizations' Pursuit of Global Products: Issues and Opportunities,” Midwest Decision Sciences Institute Conference, Erie, PA.

    Agnihotri, Raj and Kevin Trainor (2007), “Are You Thinking What I’m Thinking? Influencing Breakthrough Innovations through Shared Cognition within New Product Development Teams,” Product Development and Management Association (PDMA) Conference, Orlando, FL.

    Agnihotri, Raj (2007), “A Theoretical Framework for Examining the Combined Effect of Empathy and Customer Orientation on Salesperson Performance,” Graduate Student Senate Colloquium, Kent State University, Kent, OH.

    Best Paper Presentation Award.

    Agnihotri, Raj (2007), “The Moderating Effect of Consumer’s Product Involvement at Retrieval on Information Satisfaction Outcomes,” Intellectbase International Consortium, Atlanta, GA.

     

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