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Academic Background

B.Pharm. University of Bombay, India
M.B.A., University of Bombay, India
Ph.D., University of Nebraska, Lincoln

Research Specialties

•  Sales-marketing interface
• Marketing strategy 
• Business to business marketing
• Business ethics
• Business education

Current Research

• Sales-marketing interface dynamics and its effects on strategy creation and implementation
• Cross-national perspectives on sales-marketing interface
• Ethical practices in business to business negotiations
• Marketplace paranoia and its impact on firm's strategic outcomes

Major Works

• “Students’ Perceptions of Social Loafing, Its Antecedents and Consequences in Undergraduate Business Classroom Teams,” with A. Jassawalla and H. Sashittal. (2008). Academy of Management Learning and Education, forthcoming
• “Social Loafing and its Effects on In-class Group Performance” with A. Jassawalla and H. Sashittal. (2008). Decision Sciences Journal of Innovative Education- expected publication- Vol. 6(2), June 2008
• “Perceptions of Unethical Negotiation Tactics:  A Comparative Study of US and Saudi Managers,” with J. Al-Khatib, and M. AbdulKader. (2008). International Business Review, Vol. 7, 2008
• “Strategic Networking among Small Businesses in Small US Business Communities,” with N. J. Miller and T. L. Besser. (2007). International Small Business Journal, 25(6), 631-64.

Book Chapter

• "Toward a Cultural Resource-Based Theory of the Customer," with E. J. Arnould and L. L. Price, Toward a Service-Dominated Logic of Marketing, ed. by R. Lusch and S. Vargo. 2006.

Conference Proceedings

• “Sales-Marketing Interface: Unraveling the Nuances of Integration Mechanisms,” with R. S. Sohi. (2008). Conference on Enhancing Sales Force Productivity, Christian-Albrechts University at Kiel, Germany (forthcoming)
• “Rocky Sales-Marketing Interface: An Exploratory Examination of Symptoms, Causes, Effects, and Remedies,” with R. S. Sohi. (2008). American Marketing Association’s Winter Educators’ Conference Proceedings, Austin, TX.
• “Does Absorptive Capacity Improve Market Performance?” with R. S. Sohi. (2006), European Academy of Marketing Conference (EMAC) Proceedings
• "Does Absorptive Capacity Improve Market Performance?" with R. S. Sohi, European Marketing Academy Conference (EMAC) Proceedings, Athens, Greece, 2006.
• "Small Business Strategic Networking: Impacts and Outcomes," with N. J. Miller and T. L. Besser, Developments in Marketing Science Annual Conference Proceedings, Tampa, FL, 2005.
• "If You are in My In-group, I will Tell You What I Know," American Marketing Association's Summer Educators' Conference Proceedings, Boston, MA, 2004.
• "Mere Empathy is not Enough--It's the Impression that Matters!," with S. Pryor, American Marketing Association's Winter Educators' Conference Proceedings, Scottsdale, AZ, 2004.
• "Juggling Loyalties: A Consumer Centric Model of Loyalty," with L. Price, Rethinking Loyalty in a New Era of Marketing, American Marketing Association's Summer Educators' Conference Proceedings, Boston, MA, 2004.
• "Embedded Loyalties: A Consumer Centric View," with L. Price, Contracting for Relationships, Association for Consumer Research Conference Proceedings, Portland, OR, 2004.
• "Relational Listening and Impression Management in Salesperson-Customer Relationships," with S. Pryor, Association for Consumer Research Conference Proceedings, Toronto, Fall 2003.
• "Impact of Culture on Cognition: An Evaluation of Judgement and Choice Processes through a Collectivist Lens," with J. Gentry, Association for Consumer Research Conference Proceedings, Toronto, Fall 2003.

Significant Scholarly Honors

• Presidential Graduate Fellow, University of Nebraska, 2004-2005
• Doctoral Consortium Fellow, AMA-Sheth Doctoral Consortium, College Station, Texas, June 2004
• Recipient of Gerald Phillippe Fellowship, University of Nebraska-Lincoln, 2003-2004