Assistant Professor of Marketing

Refereed Journal Articles

"Patient, Physician and Consumer Drivers:  Referrals for Short Stature and Access to Specialty Drugs," with L. Cuttler, M.B. Mercer, J.B. Silvers and A. Connors, Medical Care, 47 (August), 858-865, 2009.

"Do Frontline Mechanisms Matter? Impact of Quality and Productivity Orientations on Unit Revenue, Efficiency and Customer Satisfaction," with J. Ye and J. Singh, Journal of Marketing, 72 (March) 28-45, 2008.

"Strategic Change Implementation and Performance Loss in the Front Lines," with J. Ye and J. Singh, Journal of Marketing, 71 (October), 156-171, 2007.

"Actualizing Innovation Effort:  The Impact of Market Knowledge Diffusion in a Dynamic System of Competition," Journal of Marketing, 68 (July), 1-20, 2004.

"From Uncertain Intentions to Actual Behavior - A Threshold Model of 'Whether' and 'When' Salespeople Quit," with M. Chandrashekaran, F. Russ, and K. McNeilly, Journal of Marketing Research, 37 (November), 463-79, 2000.

Conference Proceedings

"The Financial Consequences of Service Quality and its Impact on Advertising Effectiveness," AMA Winter Educator's Conference, Tampa, FL, Feb. 21-23, 2009.

"Agency and Trust Mechanisms in Sales Management," with J Singhk, S. Kusari and D. Cohen, in special session on "Agency Challenges in Marketing Partnerships: Design, Relationship, and Selection Solutions," AMA Winter Educators' Conference, Tampa, FL, Feb. 21-23, 2009.

"Change Strategies and Ambiguous Roles:  Managing Frontline Performance and Psychological Wellbeing in Fast Moving Service Organizations,"  AMA Winter Educators' Conference, Austin, TX, February 2008.

"Salesperson Cognition and Behaviors:  The Complementary and Conflicting Roles of Trust and Control," with S. Kusari, J. Singh, and D. Cohen, AMA Summer Educators' Conference Proceedings, Chicago, IL., 2006.

"Trust and Control Mechanisms in Organizational Boundary Spanners' Cognitions and Behaviors," with S. Kusari, J. Singh, and D. Cohen, Academy of Management Conference Proceedings, Honolulu, HA., 2005.

Best Overall Conference Paper Award

"Deliberate Learning in the Frontlines of Service Organizations," with J. Ye and J. Singh, Academy of Management Conference Proceedings, Anaheim, California, 2008.

"Change Sans Tears:  Understanding Change Processes for Frontline Employees in Service Organizations," with J. Ye and J. Singh, Academy of Management Conference Proceedings, Seattle, WA., 2003. 



Last Edited: 9/19/2007