August 06, 2009
2009 Academy of Management Conference Presentation
It was great to take a break in the summer, my first vacation in 3 years! Getting ready to go to Chicago for the 2009 Academy of Management Conference.
To see my presentation, Click here.
May 20, 2009
CWRU Weatherhead Graduation Ceremony 2009
All the hard work of EDM 2009 cohort pays off! See a slideshow of the graduating class.
April 20, 2009
Academy of Management Conference 2009
The empirical research on relational behavior and adaptive selling was selected to be presented in 2009 Academy of Management Conference, scheduled to be held in Chicago, IL in August.
To see the conference session details, Click here.
March 01, 2009
Buyer-Seller Relationships And Salesperson's Relational Selling Behaviors
Salespeople are advised to be customer-centric towards their buyers, but this requires considerable amount of time and resources. If so, should salespeople give their best effort to every buyer relationship they have? This article discusses how customer relationships moderate salesperson's relational selling behaviors.
Read the entire article on Salesopedia.com.
February 25, 2009
EDM Research Presentation
In a Research Showcase event on 22 January 2009, I presented a summary of research findings to faculty and different cohorts of EDM.
Click here to download the presentation.
February 15, 2009
EDM Research Consolidation Paper
This reflection paper introduces the three research reports created as part of the EDM program. It includes a common introduction to the papers and a summary of findings.
Click here to download the paper.
January 16, 2009
Unraveling Adaptive Selling: An Empirical Analysis Of Underlying Relational Behaviors
The recent paper is a quantitative analysis that empirically measures relational behaviors of salespeople that they vary depending on the nature of the relationship they have with their buyers.