Faculty & Research

Avinash Malshe

Associate Professor : Marketing Department
 

1-651-962-4287
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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
  • Managerial perspectives on marketing strategy
  • Business to business marketing
Current Research
  • Impact of sales-marketing interface dynamics on firm's strategic processes and marketplace outcomes
Major Works
        Sales-marketing Interface
Book Chapter
  • Arnould, E.J., L.L. Price and A. Malshe, "Toward a Cultural Resource-Based Theory of the Customer." In Toward a Service-Dominated Logic of Marketing, edited by R. Lusch and S. Vargo, 91-107. M. E. Sharpe, 2006.
Select Conference Proceedings

(Past five years)

        2012

  • "The Roles of Marketing and Sales in New Product Development," Biemans, Wim and Avinash Malshe, AMA Summer Educators’ Conference Proceedings, Chicago, Illinois.
  • "A Nuanced View of the Marketing-Sales 'Activity' Interface: A Case of Small B2B Firms," Malshe, Avinash and Wim Biemans, AMA Summer Educators’ Conference Proceedings, Chicago, Illinois.
  • Emotional and physical strain and identity cycles in voluntary turnover. Rothausen, Teresa J., Avinash Malshe and James K. Arnold, Society for Industrial and Organizational Psychology (SIOP; Division 14 of the American Psychological Association), San Diego, April, 2012. Selected for Featured Top Rated Posters session at the All-Conference Reception.

    2011  
  • "The Role of the Marketing-Sales Interface in Product Development," Biemans, Wim G. and Avinash Malshe presentation at PDMA Annual Research Forum, Phoenix, Arizona.
  • "A Motley Pattern of Sales-Marketing Integration," Malshe, Avinash, Ravipreet Sohi and Michael Krush. Paper presented at the AMS World Marketing Congress in Reims, France, forthcoming 2011.
  • "Building Internal Competitive Advantage: The Marketing-Sales Interface at the Interface," Hughes, Douglas E., Joel LeBon, Avinash Malshe and Jan Fedderson. Academy of Marketing Science Annual Conference in Coral Gables, Florida, 2011.
  • "The Marketing-Sales Interface: A Call for Qualitative Research," Biemans, Wim, Avinash Malshe and Maja Makovec Brenčič, European Marketing Academy Conference in Ljubljana, Slovenia, 2011.

    2010
  • "Taking Marketing-Sales Interface Research in A New Direction- A Research Agenda," Biemans, Wim G., Avinash Malshe and Maja Makovec Brenčič. 39th European Marketing Academy Conference (EMAC), Copenhagen Business School, Denmark, (2010).
  • Rothausen-Vange, Teresa, Avinash Malshe and Jim Arnold, "The Work and Life Iterative Assessment Model:  A Content and Process Model of Turnover," Academy of Management Conference proceedings in Vancouver, Canada, 2010.
  • "Investigating the Marketing-Sales Interface: Promising Areas for Future Research," Biemans, Wim, Avinash Malshe and Maja Makovec Brenčič. AMA Summer Educators’ Conference proceedings, Boston, Massachusetts, 2010.

    2009
  • "The Elusive Search of Perfect Sales-Marketing Interface," Biemans, Wim, Avinash Malshe and Maja Makovec Brenčič. European Marketing Academy (EMAC) Conference proceedings, May 2009.
  • "A Nuanced Perspective on Sales-Marketing Integration," Malshe, Avinash and R. S. Sohi. European Marketing Academy (EMAC) Conference proceedings, May 2009.
  • "Marketing Strategy Implementation Failure: An Exploratory Investigation through the Sales-marketing Interface Lens," Malshe, Avinash and R. S. Sohi. AMA Winter Educators’ Conference proceedings, February 2009.
  • "Fostering Cooperation between Sales and Marketing," Malshe, Avinash and R. S. Sohi. 3rd IIMA Conference on Marketing Paradigms for Emerging Economies proceedings, Ahmedabad, India, 2009.

    2008
  • "Managing the Changing Marketing-Sales Interface," Biemans, W., M. M. Brenčič and A. Malshe. ISBM Bi-Annual Academic Conference proceedings, San Diego, California, 2008.
  • "Sales-Marketing Interface: Unraveling the Nuances of Integration Mechanisms," Malshe, Avinash and R. S. Sohi. Conference on Enhancing Sales Force Productivity, Christian-Albrechts University at Kiel, Germany, 2008.
  • "Rocky Sales-Marketing Interface: An Exploratory Examination of Symptoms, Causes, Effects, and Remedies," Malshe, Avinash and R. S. Sohi. American Marketing Association’s Winter Educators’ Conference proceedings, Austin, Texas, 2008. 
      
Significant Scholarly Honors
  • First recipient of the Susan E. Heckler Research Excellence Award, Opus College of Business, 2012.
  • 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