Conference Presentations

Kalra, Ashish, Omar Itani and Raj Agnihotri (2016), “The Good and the Bad of Competitive Coworkers: Performance Impact through Creativity and Emotional Exhaustion”, AMA Summer Conference 2016, Atlanta, GA.

 

Omar Itani, Ashish Kalra, Raj Agnihotri and C.B. Gabler (2016), “Boundary Spanning Employees’ Pro-Social Disposition and B2B Relationships: Lessons from India”, AMA Summer Conference 2016, Atlanta, GA.

 

Gabler, Colin, Raj Agnihotri, Kevin J. Trainor, Michael T. Krush, Omar S. Itani (2016), “The Role of Guilt, Relational Orientation Selling, and Positive Outcome Feedback on Customer Satisfaction,” National Conference in Sales Management, Milwaukee, WI.

 

Krush, Michael T., Raj Agnihotri, and Kevin Trainor (2015), “Marketing Strategy Efficacy: An Interactive Model of Planning Capability and Marketing Strategy Characteristics,” Summer Marketing Educators’ Conference, Chicago, IL.

 

Agnihotri, Raj, Dawn Deeter-Schmelz, Andrea Dixon, Robert C. Erffmeyer, Michael T. Krush, and Ellen Pullins (2015), “The Changing Landscape for Post-University Positions for Students Graduating in Sales and Marketing: Implications for Curriculum, Research and Practice,” Special Session-Academic SIG Conference Track, Summer Marketing Educators’ Conference, Chicago, IL.

 

Krush, Michael T., Raj Agnihotri, and Gerrard M. Macintosh (2015), “Social Influencers of Salesperson Creativity: Exploring Unconventional Effects on Networking Behaviors,” 5th Biennial Enhancing Sales Force Productivity Conference. Atlanta, GA.

 

Kothandaraman, Prabakar, William Healy, and Raj Agnihotri (2014), “Teaching ‘Strategic Selling’: Challenges and Remedy,” Society of Marketing Advances Fall Conference. New Orleans, LA.

 

Raj Agnihotri, Rich Rocco, and Vicki West (2014), “Teaching Sales:  The Impact of University Sales Center,” Special Session, Marketing Management Conference, San Antonio, TX.

 

Raj Agnihotri, Michael Krush, and Kevin Trainor (2014), “Managerial Influence on Salesperson Creativity and the Downstream Effects on Salesperson Performance,” American Marketing Association Summer Educators’ Conference, San Francisco, CA.

 

Kashyap, Rajiv, Sudha Mani, Prabakar Kothandaraman, and Raj Agnihotri (2014), “Sales Professionals’ Use of Social Media to Create and Deploy Social Capital in US and Indian Firms,” International Conference on Social Media Marketing in Emerging Markets,  WeSchool, Bangalore, India.

 

Raj Agnihotri, Adam Rapp, Jessica Ogilvie and James Andzulis (2014), “Salesperson-Manager Role-Relationship and Its Impact on Salesperson Performance: A Relational Identity Approach,” Academy of Marketing Science Annual Conference, Indianapolis, IA.

 

Krush, Michael, Kevin Trainor, Avinash Malshe and Raj Agnihotri (2014), “What Marketing Strategy Matters? Examining A Contingency Model of the Relationship between Marketing Performance Measurement and Firm Performance,” Academy of Marketing Science, World Marketing Congress, Lima, Peru.   

 

Raj Agnihotri and Michael Krush (2014), “Supervisory Influence, Employee Creativity, and Job Outcomes,” National Conference in Sales Management, Miami, FL.  

 

Dingus, Rebecca, Raj Agnihotri, and Micjhael Y. Hu (2014), “Exploring the Effects of Personal Selling and Direct-to-Consumer Advertising in the Pharmaceutical Market: A Valuation Model Analysis,” National Conference in Sales Management, Miami, FL.  

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. 

AgnihotriRaj, 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, Orlando, Florida. 

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, Orlando, Florida.

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