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Research For Srinath Gopalakrishna

Refereed Journal Articles

"Introduction:  Special Issue on Enhancing Sales Force Productivity," with M. K. Mantrala and S. Albers, Journal of Personal Selling and Sales Management, 28 (2), 109-113, 2008.

"Use of Relationship Marketing Programs in Building Customer-Salesperson and Customer-Firm Relationships:  Differential Influence on Financial Outcomes." with L. Scheer, R. W. Palmatier, M.B. Houston, and K. R. Evans, International Journal of Research in Marketing, 24 (September) 210-223, 2007.

"Returns on Business-to-Business Relationship Marketing Investments: Strategies for Leveraging Profits," with R.W. Palmatier and M. B. Houston, Marketing Science, 25 (5), 477-493, 2006.

"A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface," with T.M. Smith and R. Chatterjee, Journal of Marketing Research, 43 (November), 564-579, 2006.

"Optimal Pricing Strategies for an Automotive Aftermarketing Retailer," with M. K. Mantrala, P.B. Seetharaman, R. Kaul, and A. Stam, Journal of Marketing Research, 43 (November), 588-604, 2006.

"The Complementary Effect of Trade Shows on Personal Selling," with T.M. Smith and P.M. Smith, International Journal of Research in Marketing, 21, 61-76, 2004.

"Incorporating Shortage Strategies in Industrial Marketing" with W.B. Wagner, Journal of Business and Industrial Marketing, 16, 7, 540-552, 2001.

“Generalizing About Trade Show Effectiveness: A Cross-National Comparison” with M.G. Dekimpe, P. Francois, G.L. Lilien and C. Van den Bulte, Journal of Marketing, 61, 4 (October), 55-64, 1997.

“Do Trade Shows Pay Off?” with G.L. Lilien, J.D. Williams and I.K. Sequeira, Journal of Marketing, 59, 3 (July), 75-83, 1995.

“A Three-Stage Model of Industrial Trade Show Performance,” with G.L. Lilien, Marketing Science, 14, 1 (Winter), 22-42, 1995.

"Trade Show Guidelines for Smaller Firms," with J.D. Williams and J.M. Cox, Industrial Marketing Management, 22 (November), 265-275, 1993.

"Planning and Performance Assessment of Industrial Trade Shows: An Exploratory Study," with J.D. Williams, International Journal of Research in Marketing, 9, 3 (August), 207-224, 1992.

"A Communications Response Model for a Mature Industrial Product: Application and Implications," with R. Chatterjee, Journal of Marketing Research, 29 (May), 189-200, 1992.

Other Publications

"Integrated Marketing Communications at the Marketing-Sales Interface," MSI Working Paper Series, 06-102, 2006.

"Developing Optimal Store-level Pricing Strategies for an Automotive Aftermarket Retailer," with Murali K. Mantrala, P.B. Seetharaman, R. Kaul, and A. Stam, MSI Working Paper Series, 06-105, 2006.

"Determining the Payoff from Relationship Marketing Programs," with R.W. Palmatier, MSI Working Paper Series, 05-102, 2005.

"Measuring the ROI of Sales Incentive Programs," Research Report, SITE Foundation, Society of Incentive and Travel Executives, New York, 2004.



Last Edited: 6/20/2005