UTA Business Building

Recent Publications (2015 - onwards)

Here are a list of some current publications by the Marketing faculty. They are listed in alphabetical order by the professor's last name.

List of Professors (Quick Links)

Elten Briggs

Lawrence Chonko

Traci Freling

Douglass Grisaffe

Narayan Janakiraman

Fernando Jaramillo

Adwait Khare

Fred Miao

Ritesh Saini

Elten Briggs

Syrdal, H., Briggs, E. D. (2018). Engagement with Social Media Content: A Qualitative Exploration. Journal of Marketing Theory & Practice , 26(1/2), 4 - 22.

Briggs, E. D., Kalra, A., Agnihotri, R. S. (2018). Contrasting effects of salespeople’s emotion appraisal ability in a sales-oriented environment. Journal of Business & Industrial Marketing, 33(1), 84 - 94.

Briggs, E. D., Yang, Z., Harmon, T. R., Arnold, T. J. (2016). How Do Differing Community Engagement Strategies Affect Consumer Responses to a Retailer? Journal of Marketing Theory & Practice, 24(1), 109-127.

Briggs, E. D., Jaramillo, J. F., Naboa, F. (2015). Explicating Customer Orientation's Influence on Frontline Employee Satisfaction. The Service Industries Journal, 35(3-4), 133-151.

Anaza, N., Kemp, E., Briggs, E. D., Borders, A. (in press). Tell Me a Story: The Role of Narrative Transportation and the C-Suite in B2B Advertising. Industrial Marketing Management.

Briggs, E., Deretti, S., Kato, H. (in press). Linking organizational service orientation to retailer profitability: Insights from the service-profit chain. Journal of Business Research.

Lawrence Chonko

Chonko, L. B., Jaramillo, J. F., I. O. (2017). Achieving Top Performance while Building Collegiality in Sales: It All Start with Ethics". Journal of Business Ethics.

Chonko, L. B., V. R. A., Grisaffe, D. B., R. J. A. (2016). Generation Y’s Ethical Ideology and the Potential Workplace Implications. Journal of Business Ethics, 117(11), 93-109.

Chonko, L. B., Grisaffe, D. B. (2016). Serving First for the Benefit of Others: Preliminary Evidence for a Hierarchical Conceptualization of Servant Leadership. 36(1), 40-58.

Chonko, L. B., Grisaffe, D. B. (2016). In Search of Clarity on Servant Leadership: Domain Specification and Reconceptualization. 6(1), 59-78.

Chonko, L. B., Grisaffe, D. B. (2015). Of 'Likes and Pins': The Effects of Consumers' Attachment to Social Media. Journal of Interactive Marketing, 32(November), 70-88.

Traci Freling

Yang, Z., Saini, R., Freling, T. (2015). How Anxiety Leads to Suboptimal Decisions under Risky Choice Situations. Risk Analysis : An Official Publication of the Society for Risk Analysis, 35(10), 1789-1800.

Freling, T. H., Lunt, D., Butts, M. (in press). Helping One or Helping Many? A Meta-Analytic Review of Two Decades of Compassion Fade Research. Organizational Behavior and Human Decision Processes.

Freling, T. H., VanMeter, R. A., Vincent, L. H. A Meta-analytic Evaluation of Construal Level Theory Research: When the Match in Messaging Matters. Journal of Personality and Social Psychology.

Freling, T. H., Saini, R., Yang, Z. Suboptimal Decision in High-Involvement Situations: The Role of Perceived Vulnerability. Journal of Consumer Psychology.

Traci, F. H., Yang, Z., Saini, R. When Emotionally-Arousing Stories Outweigh Cold Hard Facts: A Meta-analysis of the Anecdotal Bias. Journal of Applied Psychology.

Douglas Grisaffe

Iacobucci, D., Grisaffe, D. B., DeSarbo, W. (2017). Statistical Perceptual Maps: Using Confidence Region Ellipses to Enhance the Interpretations of Brand Positions in Multidimensional Scaling. 5, 81-98.

Chonko, L., Grisaffe, D. (2016). In Search of Clarity on Servant Leadership: Domain Specification and Reconceptualization. 6(1), 59-78.

Chonko, L., Grisaffe, D. (2016). Serving First for the Benefit of Others: Preliminary Evidence for a Hierarchical Conceptualization of Servant Leadership. 36(1), 40-58.

Davidson, W., Beck, H., Grisaffe, D. B. (2015). Increasing the Institutional Commitment of College Students: Enhanced Measurements and Test of a Nomological Model. Journal of College Student Retention: Research, Theory & Practice.

Chonko, L., Grisaffe, D. (2015). Of 'Likes and Pins': The Effects of Consumers' Attachment to Social Media. Journal of Interactive Marketing, 32(November), 70-88.

Narayan Janakiraman

JMa, H., Bradshaw, H. K., Janakiraman, N., Hill, S. E. Spending as Protection: The Need for Safety Increases Preference for Luxury Products. Marketing Letters.

Janakiraman, N., Bullemore, J., Valenzuela, L., Jaramillo, J. F. (in press). Dyadic model comparing the differential effect of salesperson listening vs. talking, on customer perceptions of Service Quality. Journal of Consumer Marketing.

Frias, K., Janakiraman, N., Ghosh, M., Duhan, D. F. Determinants of Product-Form Strategy Decisions in Early-Stage Ventures: An Experimental Investigation. Journal of Marketing.

Yang, Z., Janakiraman, N., Hossain, M. T., Grisaffe, D. B. Differential Effects of Pay-It-Forward and Direct-Reciprocity on Prosocial Behavior. Journal of Business Research.

Fernando Jaramillo

Johnson, J. S., Jaramillo, J. F. (2017). Meta-analyses in sales research. Journal of Personal Selling and Sales.

Valenzuela, L., Merigo, J., Johnston, W., Nicolas, C., Jaramillo, J. F. (2017). Thirty Years of the Journal of Business & Industrial Marketing: A Bibliometric Analysis. Journal of Business & Industrial Marketing.

Agnihotri, R., Gabler, C., Itani, O., Jaramillo, F., Krush, M. (2017). Salesperson Ambidexterity and Customer Satisfaction: Examining the Role of Customer Demandingness, Adaptive Selling and Role Conflict. Journal of Personal Selling and Sales.

Jaramillo, J. F., Bande, B., Varela, J. (2015). Servant Leadership and Ethics: a Dyadic Examination of Supervisor Behaviors and Salesperson Perceptions. Journal of Personal Selling and Sales Management, 35(2), 108-124.

Mulki, J. P., Jaramillo, J. F., Goad, E., Pesquera, M. (2015). Regulation of Emotions, Interpersonal Conflict, and Job Performance for Salespeople. Journal of Business Research, 68(3), 623-630.

Briggs, E., Jaramillo, F., Naboa, F. (2015). Explicating Customer Orientation's Influence on Frontline Employee Satisfaction. 35(3-4), 133-151.

Bande, B., Fernandez-Ferrin, P., Varela, J., Jaramillo, J. F. (2015). Emotions and Salesperson Propensity to Leave: The Effects of Emotional Intelligence and Resilience. Industrial Marketing Management, 44(January), 142-153.

Janakiraman, N., Jaramillo, F. (in press). Listen and Perseverance: Two Sides of a Coin in Quality Evaluations. Journal of Consumer Marketing.

Itani, O., Jaramillo, J. F., Chonko, L. B. (in press). Achieving Top Performance While Building Colligiality in Sales: It All Starts with Ethics. Journal of Business Ethics.

Itani, O. S., Jaramillo, J. F., Goad, E. Building customer relationships while achieving sales performance results: Is listening the Holy Grail of sales? Journal of Business Research.

Adwait Khare

Khare, A. (2015). Food Categorization Flexibility Increases the Preference for Indulgent Foods. Journal of Consumer Psychology, 25(4), 546-560.

Khare, A. (2015). To Choose or to Reject: The Effect of Decision Frame on Food Customization Decisions. Journal of Retailing, 91(3), 422-435.

Khare, A. Continued Goal Pursuit in Time-Bound Goals.

Fred Miao

Miao, F., Wang, G., & Jiraporn, P. (2018). Key supplier involvement in IT-enabled operations: When does it lead to improved performance?. Industrial Marketing Management, 75, 134-145.

Miao, C. F., Evans, K. R., & Li, P. (2017). Effects of top-performer rewards on fellow salespeople: a double-edged sword. Journal of Personal Selling & Sales Management, 37(4), 280-297.

Miao, C. F., & Wang, G. (2017). Effects of work–family interface conflicts on salesperson behaviors: A double-edged sword. Journal of the Academy of Marketing Science, 45(5), 762-783.

Miao, C. F., & Wang, G. (2016). The differential effects of functional vis-à-vis relational customer orientation on salesperson creativity. Journal of Business Research, 69(12), 6021-6030.

Scheer, L. K., Miao, C. F., & Palmatier, R. W. (2015). Dependence and interdependence in marketing relationships: Meta-analytic insights. Journal of the Academy of Marketing Science, 43(6), 694-712.

Wang, G., & Miao, C. F. (2015). Effects of sales force market orientation on creativity, innovation implementation, and sales performance. Journal of Business Research, 68(11), 2374-2382.

Miao, C. F., & Evans, K. R. (2015). The Influence of Sales Control Systems on Salespeople’s Adaptive Knowledge , Selling Behaviors and Sales Performance: An Investigation of Individual and Contextual Effects. In Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference (pp. 117-117). Springer, Cham.

Miao, C. F., & Evans, K. R. (2015). Building an Adaptive Sales Force Through Sales Control Synergies. In The Sustainable Global Marketplace (pp. 172-172). Springer, Cham.

Ritesh Saini

Hossain, M., Saini, R. (2015). Free Indulgences: Enhanced Zero-Price Effect for Hedonic Options. International Journal of Research in Marketing.

Yang, Z., Saini, R., Freling, T. (2015). How Anxiety Leads to Suboptimal Decisions under Risky Choice Situations. 35(10), 1789-1800.

Saini, R. Counterintuitive Effects of Cognition on the Sunk Cost Fallacy. Journal of Experimental Social Psychology.

Freling, T. L., Saini, R., Yang, Z. Suboptimal decisions in high-involvement situations: How perceived vulnerability increases utilization of anecdotes. Journal of the Academy of Marketing Science.

Freling, T. L., Yang, Z., Saini, R., Itani, O., Abu Alsamh, E. When Poignant Stories Outweigh Cold Hard Facts: A Meta-analysis of the Anecdotal Bias. Organizational Behavior and Human Decision Processes.

Saini, R., Wang, D., Chen, H. Polarized Perceptions: When Joint (Vs. Separate) Presentation Leads To Enhanced Perceived Heterogeneity. Psychological Science.

Chung, M., Saini, R. Color Lightness Shapes Hierarchy: When Darker Comes First. Journal of Consumer Research.

Chung, M., Saini, R. Buying Time: How Social Power influences Time-Money Exchanges. Journal of Consumer Research.

Chung, M., Saini, R. Time-Based Deals: How Non-Monetary Discounts can Reduce the Post-Promotion Dip. Journal of Marketing Research.