Ganesh's Online Journal http://blog.case.edu/ganesh/ My Thoughts on the Discourse en-us Thu, 06 Aug 2009 18:59:32 EST Thu, 06 Aug 2009 18:59:32 EST ganesh.kumar2@case.edu ganesh.kumar2@case.edu http://blogs.law.harvard.edu/tech/rss Movable Type v3.121 2009 Academy of Management Conference Presentation http://blog.case.edu/ganesh/2009/08/06/2009_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... http://blog.case.edu/ganesh/2009/08/06/2009_academy_of_management_conference_presentation case cwru Case Western Case Western Reserve University Thu, 06 Aug 2009 18:59:32 EST 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.

]]> Academy of Management Conference 2009 http://blog.case.edu/ganesh/2009/04/20/conference_presentation The empirical research on relational behavior and adaptive selling was selected to be presented in 2009 Academy of Management Conference,... http://blog.case.edu/ganesh/2009/04/20/conference_presentation Research Showcase case cwru Case Western Case Western Reserve University Mon, 20 Apr 2009 08:17:02 EST 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.

]]> Buyer-Seller Relationships And Salesperson's Relational Selling Behaviors http://blog.case.edu/ganesh/2009/03/01/article Salespeople are advised to be customer-centric towards their buyers, but this requires considerable amount of time and resources. If so,... http://blog.case.edu/ganesh/2009/03/01/article Adaptive Selling Relational Behaviors Sales articles case cwru Case Western Case Western Reserve University Sun, 01 Mar 2009 09:58:29 EST 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.

]]> EDM Research Presentation http://blog.case.edu/ganesh/2009/02/25/wsom_research_showcase In a Research Showcase event on 22 January 2009, I presented a summary of research findings to faculty and different... http://blog.case.edu/ganesh/2009/02/25/wsom_research_showcase EDM Research EDM Research Research Showcase case cwru Case Western Case Western Reserve University Wed, 25 Feb 2009 09:42:07 EST 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.

]]> EDM Research Consolidation Paper http://blog.case.edu/ganesh/2009/02/15/consolidation_paper This reflection paper introduces the three research reports created as part of the EDM program. It includes a common introduction... http://blog.case.edu/ganesh/2009/02/15/consolidation_paper EDM Research case cwru Case Western Case Western Reserve University Sun, 15 Feb 2009 09:44:37 EST 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.

]]> Unraveling Adaptive Selling: An Empirical Analysis Of Underlying Relational Behaviors http://blog.case.edu/ganesh/2009/01/16/quantitative_paper The recent paper is a quantitative analysis that empirically measures relational behaviors of salespeople that they vary depending on the... http://blog.case.edu/ganesh/2009/01/16/quantitative_paper Adaptive Selling EDM Research EDM Research Relational Behaviors case cwru Case Western Case Western Reserve University Fri, 16 Jan 2009 09:35:21 EST 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.

]]> How Salespeople Craft Value Propositions? http://blog.case.edu/ganesh/2007/12/24/qualitative_paper Building upon the conceptual inquiry, this paper discusses the findings of a qualitative research study on business-to-business selling approaches.... http://blog.case.edu/ganesh/2007/12/24/qualitative_paper Adaptive Selling Adaptive Selling EDM Research Relational Behaviors case cwru Case Western Case Western Reserve University Mon, 24 Dec 2007 09:29:38 EST Building upon the conceptual inquiry, this paper discusses the findings of a qualitative research study on business-to-business selling approaches.

]]> Conceptual Explanations For Diverse B2B Selling Approaches http://blog.case.edu/ganesh/2007/05/31/concept_paper Business-to-business buyer experiences differ widely depending on how salespeople approach these selling opportunities. This paper compiles various theoretical concept found... http://blog.case.edu/ganesh/2007/05/31/concept_paper Adaptive Selling EDM Research case cwru Case Western Case Western Reserve University Thu, 31 May 2007 12:00:00 EST Business-to-business buyer experiences differ widely depending on how salespeople approach these selling opportunities. This paper compiles various theoretical concept found in extant literature offering explanations to variations in individual selling approaches.

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