Publications
Peer-Reviewed Journal Article Publication
Peer-Reviewed Paper Abstract Publication in Conference Proceeding
Peer-Reviewed Full Paper Publication in Conference Proceeding
¨ Mani, S., Ashnai, B., & Wang, J. J. (2022) Alliance Portfolios and Joint R&D Project Performance, Industrial Marketing Management (ABDC 2019 Rating: A*) 107, 238–252.
¨ 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
Since 2024
¨ Ashnai, B., Lee, A., & Tóth, Z. (2026). From Mindfulness in Communication to Sales Performance: The Role of Authenticity and Value Co-Creation in Technologically Turbulent Environments, The Center for Business and Industrial Marketing (CBIM) 2026 International Conference, Vigo, Spain, June 2026.
¨ Lee, A., Siqueira, A. C. O., Ashnai, B. (2026). From the Frontline to the Inside: Salespeople as Insider Social Change Agents Driving Innovation and Sustainability in B2B Contexts, The Center for Business and Industrial Marketing (CBIM) 2026 International Conference, Vigo, Spain, June 2026.
¨ Shekari, S. & Ashnai, B. (2026) Signals of Success: What Makes Sales Candidates Desirable. American Marketing Association (AMA) Conference, Virtual, February 2026.
Siqueira, A. C. O., Ashnai, B., & Lee, A. (2026). Empowering Sales Professionals as Change Agents for Innovation and Sustainability, Management and Social Justice Conference, Virtual, April 2026.
¨ Tóth, Z, Ashnai. B., & Ashley Lee (2026) Selling with Presence: How Mindfulness Fuels B2B Sales Performance, Industrial Marketing Management (IMM) Summit, Lyon, France, January 2026.
¨ Bhattacharya, A. & Ashnai, B. (2025). Decoding Digital Sales: How AI Chat Interactions Predict Lead Conversion and Profitability, William Paterson University, New Jersey Big Data Alliance (NJBDA) Symposium, Empowered by AI: Innovation and the Rise of the Augmented Workforce (2025), Wayne, USA, May 2025.
¨ Ashnai, B. & Mani, S. (2025). The Mindful Salesperson: Insights for Greater Impact, American Marketing Association (AMA) Conference, Chicago, USA, August 2025.
¨ Ashnai, B., Mani, S. (2025). Mindful Selling: Boosting Engagement & Performance. The Center for Business and Industrial Marketing (CBIM) 2025 Conference, Kolding, Denmark, June 2025.
¨ Ashnai, B. & Shekari, S. (2024). An Exploratory Need Assessment of Experiential Learning in Nonprofit Fundraising, American Marketing Association (AMA) Conference, Boston, USA, August 2024.
¨ Ashnai, B. & Shekari, S. (2024). Sales Job Candidates’ Desirability Factors, American Marketing Association (AMA) Conference, Boston, USA, August 2024.
¨ Ashnai, B., Shekari, S. (2024). Bridging Sales and Philanthropy: Experiential Learning for Nonprofit Fundraising. The Center for Business and Industrial Marketing (CBIM) 2024 Conference, Graz, Australia, June 2024.
¨ Ashnai, B., Mani, S., Agnihotri, R., & Afshar, K. (2024). Mindfulness in B2B Sales: Navigating Stress and Performance. The Center for Business and Industrial Marketing (CBIM) 2024 Conference, Graz, Australia, June 2024.