Research

JOURNAL PUBLICATIONS

Trainor, Kevin J., Adam Rapp, Lauren Skinner Beitelspacher, and Niels Schillewaert (2011), “Integrating Information Technology and Marketing: An Examination of the Drivers and Outcomes of E-Marketing Capability”, Industrial Marketing Management, 40(1), 162-174.

Schramm, Mary E., Kevin J. Trainor, Murali Shanker and Michael Y. Hu (2010), “An Agent-Based Diffusion Model with Consumer and Brand Agents”, Decision Support Systems, 50(1), 234-242.

Rapp, Adam, Kevin J. Trainor, and Raj Agnihotri (2010), “Performance Implications of Customer-Linking Capabilities: Examining the Complementary Role of Customer Orientation and CRM Technology,” Journal of Business Research, 63(11), 1229-1236

Agnihotri, Raj, Adam Rapp, and Kevin Trainor (2009), “Understanding the Role of Information Communication in the Buyer-Seller Exchange Process: Antecedents and Outcomes,” Journal of Business and Industrial Marketing, 24 (7), 474-486.

Agnihotri, Raj, Kevin J. Trainor, and Adam Rapp (2008), “Managing Global New Product Teams: A Theoretical Perspective,” Journal of International Management Studies, 3(1), 73-78.

 CONFERENCE PUBLICATIONS / PRESENTATIONS

“The Salesperson’s Ability to Bounce Back: Examining the Influence of Salesperson’s Resiliency on Job Attitudes, Behaviors and Performance,” with Michael T. Krush, Raj Agnihotri and Sukumarakurup Krishnakumar, 2012 National Conference in Sales Management, Indianapolis, IN.

“Acquisitions and Innovation Outcomes: Examining Marketing and R&D Capability Fit Between Acquiring and Target Firms,” 2011 Product Development Management Association Annual Research Forum, Phoenix, Arizona

“Workplace Isolation and Its Unintended Consequences on Knowledge Transmission,” with Raj Agnihotri, Michael Krush and Edward Nowlin, 2011 National Conference In Sales Management,Orlando Florida.

“Motivating Factors for Competitive Intelligence Gathering within a Sales Force: A Multi-Level Perspective,” with Raj Agnihotri and Adam Rapp, 2010 American Marketing Association Winter Educators’ Conference, New Orleans, Louisiana.

“An Agent-based Model for Incorporating the Effect of Consumer and Brand Interactions on Diffusion,” with Mary E. Schramm, 2009 INFORMS Marketing Science Conference, Ann Arbor, Michigan.

“Examining Curvilinear Relationships of Salesperson Self-Efficacy and Organizational Citizenship Behaviors with Call Activity and Percentage-of-Quota,” with Adam Rapp, Raj Agnihotri and Michael Ahearne, 2009 American Marketing Association Winter Educators’ Conference, Tampa, Florida.

“Performance Implications of Identifying and Developing Customer-Linking Capabilities,” with Adam Rapp, Raj Agnihotri and Niels Schillewaert, 2008 American Marketing Association Winter Educators’ Conference, Austin, Texas.

“Opening the Black Box of Competitive Intelligence: Uncovering Antecedent Factors and a Performance Enhancer,” with Adam Rapp, Raj Agnihotri, and Michael Ahearne, 2008 American Marketing Association Winter Educators’ Conference, Austin, Texas.

“When Self-Efficacy is Bad and Organizational Citizenship Behaviors are Worse,“ with Adam Rapp and Raj Agnihotri, 2008 Annual National Conference In Sales Management, Dallas, Texas.

“Examining the Influence of Product Quality and Social Network Structure on Product Diffusion Using Agent-Based Simulation,” 2008 Graduate Student Senate Colloquium, Kent State University, Kent, Ohio.

“Are You Thinking What I’m Thinking? Influencing Breakthrough Innovations through Shared Cognition within New Product Development Teams,” with Raj Agnihotri, 2007 Product Development and Management Association Annual Research Forum, Orlando, Florida.

“A ‘Whole Product’ Vector Approach to Technology Adoption,” with S. Gosh and Alan A. Brandyberry, 2007 Decision Sciences Institute Annual Conference, Phoenix, Arizona.

“Contemporary Marketing Practices and Technology Alignment: Influences on Firm Performance,” with Adam Rapp and Niels Schillewaert, 2007 American Marketing Association Summer Educators’ Conference, Washington, D.C.

“Network Orientation: A Conceptualization of the Role of Network Capabilities and the Impact on Firm Performance,” 2007 Graduate Student Senate Colloquium, Kent State University, Kent, Ohio.

“The Role of Self-Efficacy on Salesperson Effort: The Influence on New Product Introductions,” with Adam Rapp, Michael Ahearne and Joel LeBon, Winter 2007 Global Conference on Business and Finance, South Padre Island, Texas.