Journal of Marketing
Strategic Management Journal
Journal of the Academy of Marketing Science
Journal of Retailing
International Journal of Research in Marketing
Industrial Marketing Management
Journal of Business Research
Journal of Personal Selling and Sales Management
Journal of Macromarketing
Psychology and Marketing
European Journal of Marketing
Journal of Business and Industrial Marketing
Journal of Marketing Theory and Practice
“Sales Profession and Professionals in the Age of Digitization and Artificial Intelligence Technologies: Concepts, Priorities, and Questions,” with Jagdip Singh, Karen Flaherty, Dawn Deeter-Schmelz, Johannes Habel, Kenneth Le Muenier-Fitzhugh, Avinash Malshe, Ryan Mullins and Vincent Onyemah. Journal of Personal Selling and Sales Management, (2019, Vol. 39 (1), 2-22).
“Propensity to Trust Salespeople: A Contingent Multilevel-Multisource Examination,” with Scott B. Friend and Jeff S. Johnson, Journal of Business Research, (2018, Vol. 83 (February), 1-9).
“Getting Business-to-Business Salespeople to Implement Strategies Associated with Introducing New Products and Services,” with Jeff S. Johnson, Industrial Marketing Management (2017, Vol. 62, 137-149).
“Positive Psychology in Sales: Integrating Psychological Capital,” with Scott B. Friend, Jeff S. Johnson and Fred Luthans, Journal of Marketing Theory and Practice (2016, Vol. 24 (3), 306-327).
“Understanding and Resolving Major Contractual Breaches in Buyer-Seller Relationships: A Grounded Theory Approach,” with Jeff S. Johnson, Journal of the Academy of Marketing Science (2016, Vol 44 (2), 185-205).
“Dispersion of Marketing Capabilities: Impact on Marketing’s Influence and Business Unit Outcomes,” with Michael T. Krush and Amit Saini, Journal of the Academy of Marketing Science (2015, Vol. 43 (1), 32-51).
“Relational Behavior of Leaders: A Comparison by Vocational Context,” with G. Ronald Gilbert and Robert C. Myrtle, Journal of Leadership & Organizational Studies, (2015, Vol. 22 (2), 149-160).
“The Curvilinear and Conditional Effects of Product Line Breadth on Salesperson Performance, Role Stress, and Job Satisfaction,” with Jeff S. Johnson, Journal of the Academy of Marketing Science (2014, Vol. 42 (1), 71-89).
“What Makes Strategy Making across the Sales-Marketing Interface More Successful?” with Avinash Malshe, Journal of the Academy of Marketing Science (2009, Vol. 37 (4), 400-421).
“Sales Buy-in of Marketing Strategies: Exploration of its Nuances, Antecedents and Contextual Conditions,” with Avinash Malshe, Journal of Personal Selling and Sales Management (2009, Vol. 29 (Summer), 207-225).
“Measuring Work Preferences: A Multidimensional Tool to Enhance Career Self-Management,” with G. Ronald Gilbert and Adriana McEachern, Career Development International (2008, Vol. 13 (1), 56-78).
“The Role of Relational Knowledge Stores in Interfirm Partnering,” with Jean Johnson and Raj Grewal, Journal of Marketing (2004, Vol. 68 (3), 21-36).
"The Development of Interfirm Partnering Competence: Platforms for Learning, Learning Activities, and Consequences of Learning," with Jean Johnson, Journal of Business Research, (2003, Vol. 56 (9), 757-766).
"The Relationship Between IT Competency and Firm Performance: Is Organizational Learning the Missing Link?" with Mike Tippins, Strategic Management Journal (2003, Vol. 24 (8), 745-761).
"The Influence of Firm Dispositions on Interfirm Relationship Formation in Business Markets," with Jean Johnson, International Journal of Research in Marketing, (2001, Vol.18 (4), 299-318).
“Listening to Your Customers: The Impact of Perceived Salesperson Active Listening Behavior on Relationship Outcomes,” with Rosemary Ramsey, Journal of the Academy of Marketing Science, (1997 Vol. 24(3), 195-207).
“The Role of Motivated Reasoning in Vendor Consideration,” with Ju-Young Park and Ray Marquardt, Psychology & Marketing, (1997, Vol. 14 (6), pp. 585-600).
“Sales Force Automation and the Adoption of Technological Innovations by Salespeople: Theory and Implications,” with Madhavan Parthasarathy, Journal of Business and Industrial Marketing, (1997, Vol. 12(3) pp.196-208).
“Interest Domination as a Framework for Exploring Channel Changes in Transitional Economies,” with Debra Dahab and James W. Gentry, Journal of Macromarketing, (1996, Vol. 16(2), 8-23).
“How Does Sharing A Sales Force Between Multiple Divisions Affect Salespeople?” with Daniel C. Smith and Neil M. Ford, Journal of the Academy of Marketing Science, (1996, Vol. 24 (3), 195-207).
"The Effect of Environment Dynamism and Heterogeneity on Salespeoples' Role Perceptions, Performance and Job Satisfaction," European Journal of Marketing, (1996, Vol. 30 (7), 49-67).
“Communication Flows in Distribution Channels: Impact on Assessments of Communication Quality and Satisfaction,” with Jakki J. Mohr, Journal of Retailing, (1995, Vol. 71(13), 393-416).
"Toward a Greater Understanding of Salesperson Perceptions about Sales Contests," with William H. Murphy, European Journal of Marketing, (1995, Vol. 29 (13), 42-66).
"Dual Diffusion: Analysis and Implications for Sales Force Management," with Madhavan Parthasarathy, and Ronald D. Hampton, Journal of Marketing Theory and Practice, (Summer 1994, Vol.2, (3), 1-14).
Faculty Research Award, College of Business Administration, University of Nebraska-Lincoln. (2003).
Faculty Research Award, Marketing Department, College of Business Administration, University of Nebraska-Lincoln . (2002).
Journal of Personal Selling and Sales Management, Best Reviewer Award 2014
Fellow - CIC Academic Leadershp Program, CIC (2012).
Louis W. Stern Award, American Marketing Association (2012).
Distinguished Teaching Award, College of Business Administration, University of Nebraska-Lincoln. (1997, 1998, 2009).
Certificate of Recognition for Contribution to Students, University of Nebraska-Lincoln Parents Association. (2007, 2010, 2011).
Seacrest Fellow, College of Business Administration, University of Nebraska-Lincoln. (2005).
Nominated for Distinguished Teaching Award. (1991, 1995, 1999, 2002)
Recognized for dedication to students, AMA's Collegiate Chapter. (2001).
Marketing Professor of the Year, Student Marketing Club. (1999).
National Award for Excellence in Reviewing, Journal of Personal Selling and Sales Management. (1998).
Award for Outstanding Student Organization Advisor, University of Nebraska. (1995).
Recognition Award for Outstanding Leadership as a member of the AMA Lincoln Chapter's Board of Directors, Governor's of Nebraska. (1995).
Award for Outstanding Student Organization Advisor, University of Nebraska. (1994).
Award for Outstanding Service to Students, Stuart Leadership Development Program. (1993).
Award for Service as Advisor to the Marketing Club, University of Nebraska. (1993).
National Award to the Lincoln Chapter for Outstanding College Relationships, AMA. (1993).
Fellow to the Albert Haring Symposium, University of Wisconsin-Madison. (1989).
Member, Editorial Review Board, Journal of Retailing, 2009 – present.
Associate Editor – Marketing, International Journal of Applied Decision Science, 2007
Member, Editorial Review Board, Academy of Marketing Science Review, 2003 – 2008.
Associate Editor, Journal of Personal Selling and Sales Management, 1998 – 2002
Member, Editorial Review Board, Journal of Personal Selling and Sales Management, 1995 – present