Publications
Peer-Reviewed Journal Article Publication
Peer-Reviewed Paper Abstract Publication in Conference Proceeding
Peer-Reviewed Full Paper Publication in Conference Proceeding
¨ Ashnai, B., Mani, S., Kothandaraman, P., & Shekari, S. (2020) Gender Bias in the Recruitment of Entry-level B2B Salespeople, Journal of Business and Industrial Marketing (ABDC 2019 Rating: A) (Publication date: 25 September 2020), ISSN: 0885-8624.
¨ Ashnai, B., Smirnova, M., Henneberg, S. C., & Naudé, P. (2019) Dyadic operationalization in business relationships: The empirical example of marketing-purchasing collaboration, Journal of Business-to-Business Marketing (ABDC 2019 Rating: B), 26(1), 19-42.
¨ Mani, S., Kothandaraman, P., Prabakar, Kashyap, R., & Ashnai, B. (2017), Stock Market and Network Influence on Alliance Formation: Evidence from the Biopharmaceutical Industry, Journal of Marketing Theory and Practice (ABDC 2019 Rating: B), 25(1), 69-85.
¨ Ashnai, B., Henneberg, S. C., Naudé, P., & Francescucci, A. (2016) Inter-personal and Inter-organizational Trust in Business Relationships: An Attitude–Behavior–Outcome Model, Industrial Marketing Management (ABDC 2019 Rating: A*), 52, 128–139.
¨ Mani, S., Kothandaraman, P., Prabakar, Kashyap, R., & Ashnai, B. (2016), Sales Role-Plays and Mock Interviews: An Investigation of Student Performance in Sales Competitions, Journal of Marketing Education (ABDC 2019 Rating: B), published online before print September 30, 2015.
¨ Henneberg, S. C., Gruber, T., Reppel A., Naudé, P., Ashnai, B., Huber, F., & Chowdhury, I. (2015) A Cross-Cultural Comparison of Business Complaint Management Expectations, Journal of Marketing Theory and Practice (ABDC 2019 Rating: B), 23(3), 254-271.
¨ Smirnova, M., Henneberg, S. C., Ashnai, B., Naudé, P., & Mouzas, S. (2011) Understanding the Role of Marketing-Purchasing Collaboration in Industrial Markets: The Case of Russia, Industrial Marketing Management (ABDC 2019 Rating: A*), 40(1), 54-64.
¨ Gruber, T., Henneberg, S. C., Ashnai, B., Naudé, P., & Reppel A. (2010) Complaint Resolution Management Expectations in an Asymmetric Business-to-Business Context, Journal of Business and Industrial Marketing (ABDC 2019 Rating: A), 25(5), 360-371.
¨ Henneberg, S. C., Gruber, T., Reppel A., Ashnai, B., & Naudé, P. (2009) Complaint Management Expectations: An Online-Laddering Analysis of Small versus Large Firms, Industrial Marketing Management (ABDC 2019 Rating: A*), 38(6), 584-598.
¨ Ashnai, B., Smirnova, M., Kouchtch, S., Yu, O., Barnes, B. R., & Naudé, P. (2009) Assessing Relationship Quality in Four Business-to-Business Markets, Marketing Intelligence and Planning (ABDC 2019 Rating: A), 27(1), 86-102.
¨ Naudé, P., Ashnai, B., Chaharsooghi, K., & Perzon, H. (2007) An Analysis of B2B Relationship Quality among Iranian Managers: A Comparison between Iranian and English Managers, Total Quality Management and Business Excellence (ABDC 2019 Rating: C), 18(8), 861-874.
Peer-Reviewed Full Paper Publication in Conference Proceeding
Peer-Reviewed Paper Abstract Publication in Conference Proceeding
Peer-Reviewed Full Paper Publication in Conference Proceeding
¨ Ashnai, B., Shekari, S., & Arevalo, J. (2020) The Role of Marketing and Sales Strategies and Tactics in Nonprofit Fundraising: An Exploratory Study/A Resource-Based View of Firms, Summer American Marketing Association (AMA) Conference Proceeding, Online, USA, August 2020.
¨ Ashnai, B., Kothandaraman, P., Kim, K. H., & Mani, Sudha (2016) An Exploratory Study of B2B Salespeople’s Social Media Usage: Integrating Social Media Usage and the Sales Process, Summer American Marketing Association (AMA) Conference Proceeding, Atlanta, USA, August 2016.
¨ Ashnai, B., Henneberg, S. C., Naudé, P., & Mouzas, S. (2016) A Typology of Contractual Provisions: Towards an Operationalization of Business-to-Business Contracts Characteristics, Summer American Marketing Association (AMA) Conference Proceeding, Atlanta, USA, August 2016.
¨ Tamijani, S. H. M., Naudé, P., Chaharsoughi, S. K., Ashnai, B., & Zandi, A. (2013) The Importance of Country of Origin in Purchasing Industrial Products: The Case of the Valves Industry in Iran, International Conference on Business Market Management (BMM) Proceeding, Bamberg, Germany, June 2013.
Peer-Reviewed Paper Abstract Publication in Conference Proceeding
Peer-Reviewed Paper Abstract Publication in Conference Proceeding
Peer-Reviewed Paper Abstract Publication in Conference Proceeding
2019
¨ Mani, S, Ashnai, B., & Kothandaraman, P. (2019) Bias or No Bias? The Monadic and Dyadic Role of Gender in Salesperson’s Performance and Hiring, Summer American Marketing Association (AMA) Conference Proceeding, Chicago, USA, August 2019.
2018
¨ Mani, S, Ashnai, B., & Kothandaraman, P. (2018) Gender Bias in Sales Evaluation and Hiring, Australian and New Zealand Marketing Academy (ANZMAC) Conference Proceeding, Adelaide, Australia, December 2018.
¨ Ashnai, B., Kothandaraman, P., Mani, Sudha, & Kim, K. H. (2018) Do Racio-ethnicity and Gender Biases and Stereotypes Act as A Hindrance to Diversity in Salesforce?, Summer American Marketing Association (AMA) Conference Proceeding, Boston, USA, August 2018.
¨ Ashnai, B., Kothandaraman, P., & Kim, K. H (2018) Impact of Recruiter and Candidate Racioethnicity on Salesforce Diversity, National Conference in Sales Management (NCSM) Conference Proceeding, San Diego, USA, April 2018.
2017
¨ Ashnai, B., Kothandaraman, P., & Kashyap, R. (2017) Understanding Social Selling Using A Social Capital Theory, Summer American Marketing Association (AMA) Conference, San Francisco, USA, August 2017.
2015
¨ Ashnai, B., Henneberg, S. C., Naudé, P., & Mouzas, S. (2015) A Typology of Contractual Dimensions in Business-to-Business Relationships, Summer American Marketing Association (AMA) Conference, Poster Presentation, Chicago, USA, August 2015.
¨ Mani, S., Kothandaraman, P., Kashyap, R., & Ashnai, B. (2015) Can the stock market influence alliance formation? Evidence from the biopharmaceutical industry, Winter American Marketing Association (AMA) Conference, San Antonio, USA, February 2015.
2014
¨ Ashnai, B., Henneberg, S. C., & Naudé, P. (2014) A Model of Inter-personal and Inter-organizational Trust in Business-to-Business Relationships, Institute for the Study of Business Markets (ISBM) Conference, San Francisco, USA, July 2014.
¨ Ashnai, B., Henneberg, S. C., & Naudé, P. (2014) A fsQCA Study of Inter-organizational Trust in Buyer-Seller Relationships: A Dyadic Approach, American Marketing Association (AMA) Conference, San Francisco, USA, August 2014.
¨ Ashnai, B., Henneberg, S. C., & Naudé, P. (2014) A Non-Recursive Reciprocal Analysis of Business Relationships Characteristics, American Marketing Association (AMA) Conference, San Francisco, USA, August 2014.
¨ Mani, S., Kothandaraman, P., Kashyap, R., Ashnai, B. (2014) Drivers of Student Performance in Sales Role-play Competitions, Society for Marketing Advances (SMA) Conference, New Orleans, USA, November 2014.
¨ Ashnai, B., Henneberg, S. C., & Naudé, P. (2014) Drivers of Inter-organizational Trust in Buyer-Seller Relationships: A fsQCA Analysis, Academy of Marketing Science (AMS) Conference, Indianapolis, USA, May 2014.
¨ Leischnig, A, Ivens, B, Henneberg, S. C., & Ashnai, B. (2014) Understanding Conditions of Sales Force Frustration, Academy of Marketing Science (AMS) Conference, Indianapolis, USA, May 2014.
2011
¨ Ashnai, B. (2011) Trust in Business Relationship: Examining the Mediating Effects, Society for Marketing Advances (SMA) Conference, Memphis, USA, November 2011.
¨ Henneberg, S. C., Ashnai, B., Smirnova, M., & Naudé, P. (2011) Dyadic Operationalization in Business Marketing, Academy of Marketing Science (AMS) Conference, Coral Gables, USA, May 2011.
2010
¨ Smirnova, M., Henneberg, S. C., Ashnai, B., Naudé, P., & Mouzas, S. (2010) Marketing-Purchasing Integration and Collaboration Effects on Business Performance: A Russian Study Using Internal Dyadic Data, Society for Marketing Advances (SMA) Conference, Atlanta, Georgia, USA, November 2010.
¨ Smirnova, M., Henneberg, S. C., Ashnai, B., Naudé, P., & Mouzas, S. (2010) Understanding the Impact of Marketing – Purchasing Collaboration on Improving Firm Performance: an Empirical Study of a Transitional Economy, 26th Industrial Marketing and Purchasing (IMP) Conference, Budapest, Hungary, September 2010.
¨ Gruber, T., Henneberg, S. C., Ashnai, B., Naudé, P., Reppel, A., & Huber, F. (2010) What Buying Companies Expect from Suppliers in the Case of a Complaint, American Marketing Association (AMA) Summer Educators Conference, Boston, USA, August 2010.
¨ Smirnova, M., Henneberg, S. C., Ashnai, B., Naudé, P., & Mouzas, S. (2010) Marketing - Purchasing Collaboration as a Factor of Firm Performance: Case of Russia, ISBM Academic Conference 2010, Boston, USA, August 2010.
¨ Ramos, C., Henneberg, S. C., Naudé, P., Roseira, C., Brito, C, Ashnai, B, & Zaefarian, G. (2010) The Emergence Process of Innovation Networks: The Case of the Health Cluster Portugal, American Marketing Association (AMA) SERVSIC, International Service Research Conference, Porto, Portugal, June 2010.
2009
¨ Gruber, T., Henneberg, S. C., Ashnai, B., Naudé, P., & Reppel, A. (2009) Buying Companies’ Complaint Handling Expectations in Close Business Relationships, Society for Marketing Advances (SMA) Conference, New Orleans, Louisiana, USA, November 2009.
¨ Henneberg, S. C., Mouzas, S., Ashnai, B., & Naudé, P. (2009) A Typology of Contract Characteristics in Business Relationships, 25th Industrial Marketing and Purchasing (IMP) Conference, Marseilles, France, September 2009.
¨ Henneberg, S. C., Ashnai, B., & Naudé, P. (2009) Is There Such a Thing as a ‘Dyadic Operationalization’? Some Considerations Regarding Quantitative Research and the Interaction Model of Business Relationships, 25th Industrial Marketing and Purchasing (IMP) Conference, Marseilles, France, September 2009.
¨ Ashnai, B., Henneberg, S. C., & Naudé, P. (2009) A Dyadic Analysis of the Role of Trust and Reliance in Business Relationships: Initial Concept and Model Development, American Marketing Association (AMA) Summer Marketing Educators' Conference, Chicago, USA, August 2009.
¨ Ashnai, B. (2009) Using a Dyadic Approach to Understand Trust and Reliance in Business Relationships, 1st Biennial Academy of Marketing Science (AMS) Doctoral Consortium, Oslo, Norway, July 2009.
¨ Ashnai, B., Henneberg, S. C., & Naudé, P. (2009) Using a Dyadic Approach to Understand Trust and Reliance in Business Relationships, 2nd European Workshop on B2B Marketing, Lyon, France, June 2009.
2008
¨ Gruber, T., Henneberg, S. C., Ashnai, B., & Naudé, P. (2008) An Exploratory Study of Complaint Management in Business-to-Business Relationships, 24th Industrial Marketing and Purchasing (IMP) Conference, Uppsala, Sweden.
¨ Gruber, T., Naudé, P., Henneberg, S. C., Ashnai, B., & Reppel, A. (2008) Revealing Complaint Handling Expectations of Buying Companies, Society for Marketing Advances (SMA) Conference, St. Petersburg, FL, USA, November 2008.
¨ Gruber, T., Henneberg, S. C., Ashnai, B., Naudé, P., & Reppel, A. (2008) Using Laddering to Understand Business Complaint Management, American Marketing Association (AMA) Summer Educators’ Conference, San Diego, USA.
¨ Henneberg, S. C., Gruber, T., Ashnai, B., Naudé, P., & Reppel, A. (2008) Make Sure it Doesn’t Happen Again! Investigating Expectations of Manufacturing Companies Regarding Complaint Resolution Management, ISBM Academic Conference 2008, San Diego, USA.
¨ Henneberg, S. C., Gruber, T., Ashnai, B., Naudé, P., & Reppel, A. (2008) Understanding Complaint Management in Close Business-to-Business Relationships, 4th Industrial Marketing and Purchasing (IMP) Journal Seminar, Lancaster, UK.
¨ Ghazisaeedi, M., Campbell, C., & Ashnai, B. (2008) Blind Judgment at First Sight: Trusting Physicians from Their Attire, Academy of Marketing Science (AMS) Conference, Vancouver, Canada.
2007
¨ Gruber, T., Henneberg, S. C., Ashnai, B., Naudé, P., & Reppel, A. (2007) An Exploratory Qualitative Study of Complaint Management in Business-to-Business Relationships, Working paper, Academy of Marketing B2B Marketing Masterclass, Leicester, UK.
¨ Ashnai, B., Smirnova, M., Kouchtch, S., Yu, Q., Barnes, B. R., & Naudé, P. (2007) East is East? A Comparative Study of Relationship Quality among Iranian, Russian and Chinese Managers, 23rd Industrial Marketing and Purchasing (IMP) Conference, Manchester, UK.
¨ Ashnai, B., Henneberg, S. C., & Naudé, P. (2007) The Role of Trust and Reliance in Relationship Quality: A Condition for Development of Buyer/Supplier Relationships, Industrial Marketing and Purchasing (IMP) Doctoral Consortium, Manchester, UK.
2006
¨ Naudé, P., Ashnai, B., Chaharsooghi, K., & Perzon, H. (2006) An Analysis of B2B Relationship Quality among Iranian Managers: A Comparison between Iranian and English Managers, Academy of Marketing (AM) Conference, London, UK.