Submissions from 2023
Seeming Ethical Makes You Attractive: Unraveling How Ethical Perceptions of AI in Hiring Impacts Organizational Innovativeness and Attractiveness, Serge P. da Motta Veiga, Maria Figueroa-Armijos, and Brent B. Clark
Rogue Entrepreneurship, Russ McBride, Mark D. Packard, and Brent B. Clark
Good governance, bad governance: a refinement and application of key governance concepts, Scott L. Mitchell, Mark D. Packard, and Brent B. Clark
Submissions from 2022
Distinguishing unpredictability from uncertainty in entrepreneurial action theory, Ryan W. Angus, Mark D. Packard, and Brent B. Clark
Ethical Perceptions of AI in Hiring and Organizational Trust: The Role of Performance Expectancy and Social Influence, Maria Figueroa-Armijos, Brent B. Clark, and Serge P. da Motta Veiga
Overcoming the challenge of exploration: How decompartmentalization of internal communication enhances the effect of exploration on employee inventive performance, Lin Jiang, Brent B. Clark, and Daniel B. Turban
Best Practices for and Outcomes of Implementing Live Cases in Marketing Courses, Jeff S. Johnson and Shannon Cummins
Status consumption and charitable donations: The power of empowerment, Sona Klucarova and Xin He
Decentralizing corporate governance? A praxeological inquiry, Scott L. Mitchell, Mark D. Packard, and Brent B. Clark
So, you want to start a sales center? An organizational learning approach to sales center formation and growth, Cindy B. Rippe, Shannon Cummins, and Olivia J. DeGeorge
Submissions from 2021
Research productivity of management faculty: job demands-resources approach, Chet E. Barney, Brent B. Clark, and Serge P. da Motta Veiga
OBJECTION PRACTICE USING A LIVE APPOINTMENT-SETTING CALL WITH PROFESSIONALS, Shannon Cummins
Selling for the Social Good: A Commentary and Extension to Pedagogy Place, Shannon Cummins
The Impact of Live Cases on Student Skill Development in Marketing Courses, Shannon Cummins and Jeff S. Johnson
Do masks matter? Consumer perceptions of social media influencers who wear face masks amid the COVID-19 pandemic, Sona Klucarova
The oversharenting paradox: when frequent parental sharing negatively affects observers’ desire to affiliate with parents, Sona Klucarova and Jonathan Hasford
Keynes and Knight on uncertainty: peas in a pod or chalk and cheese?, Mark D. Packard, Per L. Bylund, and Brent B. Clark
The effects of political ideology and brand familiarity on conspicuous consumption of fashion products, Ganga S. Urumutta Hewage, Sona Klucarova, and Laura Boman
Submissions from 2020
Understanding students’ decision-making process when considering a sales career: a comparison of models pre- and post-exposure to sales professionals in the classroom, Shannon Cummins and James W. Peltier
Submissions from 2019
Why do many consumers prefer to pay now when they could pay later?, Arvind Agrawal and James W. Gentry
Submissions from 2018
A Cross-Cultural Negotiation Role-Play for Sales Classes, Daniel Herlache, Stefan Renkema, Shannon Cummins, and Carol Scovotti
RECRUITING SALES STUDENTS: THE VALUE OF PROFESSIONALS IN THE CLASSROOM, Blake Nielson and Shannon Cummins
Using the Sales Process as an Instructional Tool to Improve Student Perceptions of Instructor Responsiveness, Pedagogical Affect, and Likelihood to Enroll: An Abstract, Cindy B. Rippe, Shannon Cummins, Suri Weisfeld-Spolter, and Yuliya Yurova
Congruence between Course Modality and Professor Communication: A Study of Pedagogical Impact using Sales Techniques, Cindy B. Rippé, Suri Weisfeld-Spolter, Shannon Cummins, and Yuliya Yurova
Should donation ads include happy victim images? The moderating role of regulatory focus, Yael Zemack-Rugar and Sona Klucarova
Submissions from 2016
Using Sales Competition Videos in a Principles of Marketing Class to Improve Interest in a Sales Career, Shannon Cummins, Terry Loe, and James W. Peltier
Omni-channel research framework in the context of personal selling and sales management: A review and research extensions, Shannon Cummins, James W. Peltier, and Andrea Dixon
TONS: A Guide to Teaching On-line Sales Courses, Cindy B. Rippé, Suri Weisfeld-Spolter, Shannon Cummins, and Barbara Dastoor
Submissions from 2015
Evaluating Educational Practices for Positively Affecting Student Perceptions of a Sales Career, Shannon Cummins, James W. Peltier, Nadia Pomirleanu, James Cross, and Rob Simon
Submissions from 2014
Consumer behavior in the online context, Shannon Cummins, James W. Peltier, John A. Schibrowsky, and Alexander Nill
Investigating the Portrayal and Influence of Sustainability Claims in an Environmental Advertising Context, Shannon Cummins, Timothy M. Reilly, Les Carlson, Stephen J. Grove, and Michael J. Dorsch
The Ranking of Contractors to the U.S. Department of Defense According to Integrated Power Blocs Among the Contractors, F. Gregory Hayden, Elliot G. Campbell, and Shannon Cummins
A Parsimonious Instrument for Predicting Students’ Intent to Pursue a Sales Career: Scale Development and Validation, James W. Peltier, Shannon Cummins, Nadia Pomirleanu, James Cross, and Rob Simon
Submissions from 2013
A Critical Review of the Literature for Sales Educators, Shannon Cummins, James W. Peltier, Robert Erffmeyer, and Joel Whalen
A Critical Review of the Literature for Sales Educators, Shannon Cummins, James W. Peltier, Robert Erffmeyer, and Joel Whalen
Institutional Theory and the Evolution of Marketing Channels in Emerging Economies: Setting a Research Agenda, Birud Sindhav
Influences on Consumers' Recycling Intentions of Compact Fluorescent Lamps—Mercury as a Factor, David M. K. Treumann and Jonna Holland
Submissions from 2012
Marketing strategy and the board room network, Shannon Cummins
Submissions from 2011
Co-creation of Value: Creating New Products through Social Media, Birud Sindhav
Submissions from 2010
THE IMPACT OF BOARD MEMBERS ON FIRM PERFORMANCE AND MANAGEMENT EFFECTIVENESS, Shannon Cummins and Ravipreet S. Sohi
Submissions from 2009
Ritual Characteristic Congruence between Consumers’ Consumption and Production Practices, Shannon Cummins and Sanford Grossbart
Submissions from 2004
Building Relationships between Business Schools and Students: An Empirical Investigation into Student Retention, Phani Tej Adidam, R. Prasad Bingi, and Birud Sindhav