1-651-962-4287
Send an email

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

• “Marketing-Sales Interface Configurations in B2B Firms,” with W. Biemans and M. Makovec Brencic, Industrial Marketing Management, forthcoming.
• “An Exploration of Key Linkages within Sales-Marketing Interface,” Journal of Business and Industrial Marketing, forthcoming.
• “The Impact of Propensity to Lie, Relativism and Opportunism on the Negotiating Tactics of US and Belgian Managers,” with J. Al-Khatib, J. Sailors, and I. Clark, European Journal of Marketing, forthcoming.
• “Business to Business Negotiations: The Role of Deceit, Relativism, and Opportunism,” with J. Al-Khatib and J.S. Sailors, Journal of Business to Business Marketing, forthcoming.
• “Effects of Transparency and At-stakeness on Students’ Perceptions of Their Ability to Work Collaboratively in Effective Classroom Teams: A partial test of the Jassawalla & Sashittal model,” With A. Jassawalla and H. Sashittal, Decision Sciences Journal of Innovative Education, forthcoming.
• “How is Marketers’ Credibility Construed within Sales-Marketing Interface,” Journal of Business Research, Vol. (63), pp 13-19, 2010.
• “What Makes Strategy Making across the Sales-Marketing Interface More Successful?” with Ravipreet S. Sohi, Journal of the Academy of Marketing Science, Vol. (37), pp 400-421, 2009.
• “Sales Buy-in of Marketing Strategies: Exploration of its Nuances, Antecedents and Contextual Conditions,” with Ravipreet S. Sohi. Journal of Personal Selling and Sales Management, Vol. XXIX (3/summer), pp. 207-225.
• “Strategic Sales Organizations: Transformation Challenges and Facilitators within the Sales-Marketing Interface,” Journal of Strategic Marketing, Vol. 17(3/4), pp. 271-290.
• “Students’ Perceptions of Social Loafing, Its Antecedents and Consequences in Undergraduate Business Classroom Teams,” with A. Jassawalla and H. Sashittal, Academy of Management Learning and Education, Vol. 8 (1), pp. 9-24, March 2009.
• “Social Loafing and its Effects on In-class Group Performance” with A. Jassawalla and H. Sashittal, Decision Sciences Journal of Innovative Education, 6(2), pp. 403-426, 2008.
• “Perceptions of Unethical Negotiation Tactics:  A Comparative Study of US and Saudi Managers,” with J. Al-Khatib, and M. AbdulKader, International Business Review, Vol. 7, 2008.
• “Strategic Networking among Small Businesses in Small U.S. Business Communities,” with N. J. Miller and T. L. Besser, International Small Business Journal, 25(6), pp. 631-64, 2007.

Book Chapter

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

Conference Proceedings

• “The Elusive Search of Perfect Sales-Marketing Interface,” with  W. Biemans and M.M. Brencic, European Marketing Academy (EMAC) Conference proceedings, May 2009.
• “A Nuanced Perspective on Sales-Marketing Integration,” with R.S. Sohi. European Marketing Academy (EMAC) Conference proceedings, May 2009.
• “Marketing Strategy Implementation Failure: An Exploratory Investigation through the Sales-marketing Interface Lens,” with R.S. Sohi, AMA Winter Educators’ Conference proceedings, February 2009.
• “Fostering Cooperation between Sales and Marketing,” with R.S. Sohi, 3rd IIMA Conference on Marketing Paradigms for Emerging Economies proceedings, Ahmedabad, India, 2009.
• “Managing the Changing Marketing-Sales Interface,”  with W. Biemans and M.M. Brencic, ISBM Bi-Annual Academic Conference proceedings, San Diego, CA, 2008.
• “Sales-Marketing Interface: Unraveling the Nuances of Integration Mechanisms,” with 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,” with R.S. Sohi, American Marketing Association’s Winter Educators’ Conference proceedings, Austin, TX, 2008.
• "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, American Marketing Association's Summer Educators' Conference proceedings, Boston, MA, 2004.
• "Embedded Loyalties: A Consumer Centric View," with L. Price, 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