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Education

Ph.D. Economics and Business Administration - University of Florida 1971

Areas of Expertise

Marketing

Marketing Strategy

Relationship Marketing

Selling and Sales Management

Specialties

B2B Sales and Sales Management

Customer Satisfaction and Loyalty

Sales Force Empowerment

Selected Works

Articles

Anderson, Rolph E. and Huang, Rene . "Empowering Salespeople: Personal, Managerial, and Organizational Perspectives" PSYCHOLOGY & MARKETING 23.2 (Feb 2006):121-138

Anderson, Rolph E., Dixon, Andrea , Jones, Eli , Johnston, Mark , Marshall, Greg and Tanner, Jeff . "The Scholarship of Teaching in Marketing Education" MARKETING EDUCATION REVIEW 15.2 (Jul 2005):1-10

Yim, Frederick H, Anderson, Rolph E. and Srinivasan, Srini S. "Customer Relationship Management: Its Dimensions and Impact on Customer Outcomes" JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT 24.4 (Oct 2004):263-278

Suri, Rajneesh , Anderson, Rolph E. and Kotlov, Vassili . "The Use of 9-Ending Prices: Contrasting the United States with Poland" EUROPEAN JOURNAL OF MARKETING 38.1-2 (Sep 2004):56-72

Dubinsky, Alan , Anderson, Rolph E. and Mehta, Rajiv . "Sales Manager Leadership Style. Performance, and Motivation in International Marketing Channels" EUROPEAN JOURNAL OF MARKETING 37.1-2 (Dec 2003):50-85

Anderson, Rolph E. and Swaminathan, Srinivasan . "E-Satisfaction and E-Loyalty: A Contingency Framework" PSYCHOLOGY & MARKETING 20.2 (Nov 2003):122-138

Anderson, Rolph E., Dubinsky, Alan and Mehta, Rajiv . "Will the Real Channel Manager Please Stand Up?" BUSINESS HORIZONS . (Feb 2003):61-68

Dubinsky, Alan , Mehta, Rajiv and Anderson, Rolph E.. "Channel Management and the Sale Manager" INDUSTRIAL MARKETING MANAGEMENT 31.5 (Aug 2002):420-439

Swaminathan, Srinivasan , Anderson, Rolph E. and Ponnavolu, Kishore . "Customer Loyalty in E-Commerce: An Exploration of Its Antecedents and Consequences" JOURNAL OF RETAILING 78. (Jan 2002):41-50

Anderson, Rolph E., Comer, Lucette and Dubinsky, Alan . "Leaders in Selling and Sales Management: In Memoriam, Marvin A. Jolson-Nonpareil Ambassador of Selling and Sales Management" JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT 23. (Fall 2001):263-264

Jolson, Marvin , Dubinsky, Alan and Anderson, Rolph E.. "Assessing Risk and Responsibilty in Selecting New Salespeople" RISK MANAGEMENT 3.2 (Sep 2001):17-28

Dubinsky, Alan , Anderson, Rolph E. and Mehta, Rajiv . "Satisfaction with Sales Manager Training: Design and Implementation Issues" EUROPEAN JOURNAL OF MARKETING 35.1/2 (Sep 2001):27-50

Anderson, Rolph E., Dubinsky, Alan and Mehta, Rajiv . "Importance of Alternative Rewards: iimpact of Managerial Level" INDUSTRIAL MARKETING MANAGEMENT .29 (Fall 2000):427-440

Mehta, Rajiv and Anderson, Rolph E.. "The Perceived Important of Sales Managers' Rewards: A careet Stage Perspective" JOURNAL OF BUSINESS & INDUSTRIAL MARKETING 15.7 (Spring 2001):507-524

Mehta, Rajiv , Rosenbloom, Bert and Anderson, Rolph E.. "Role of Sales Manager in Marketing Channels: Impact of Organizational Variables" JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT 20.2 (Spring 2000):81-88

Dubinsky, Alan , Mehta, Rajiv and Anderson, Rolph E.. "Selection, Training, and Performance Evaluation of Sales Managers: An Empirical Investigation" JOURNAL OF BUSINESS-TO-BUSINESS MARKETING 6.3 (Fall 1999):37-70

Rosenbloom, Bert , Larsen Andras, Trina , Mehta, Rajiv and Anderson, Rolph E.. "Global Sales Manager Leadership Styles: The Impact of National Culture" JOURNAL OF GLOBAL MARKETING 13.2 (Spring 1999):31-48

Anderson, Rolph E.. "Review of "Emerging Trends in Sales Thought and Practice"" JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT 19. (Spring 1999):83-85

Anderson, Rolph E., Dubas, Khalid M., Dubinsky, Alan , Liu, Sandra and Mehta, Rajiv . "How Do Sales Managers Perceive Their Roles?" JOURNAL OF MANAGERIAL ISSUES XI/4. (Winter 1999):406-426

Anderson, Rolph E., Dubinsky, Alan and Mehta, Rajiv . "Sales Managers: Marketing's Best Example of the Peter Principle" BUSINESS HORIZONS . (Jan 1999):19-26

Swaminathan, Srinivasan and Anderson, Rolph E.. "Concepts and Strategy Guidelines for Designing Value Enhancing Sales Promotions" JOURNAL OF PRODUCT & BRAND MANAGEMENT 7.5 (Sep 1998):410-420

Anderson, Rolph E., Mehta, Rajiv and Strong, James . "An Empirical Investigation of Sales Management Training for Sales Managers" JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT 27. (Summer 1997):53-66

Anderson, Rolph E.. "Personal Selling and Sales Management in the New Millennium" JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT 26. (Fall 1996):17-32

Strong, James , Anderson, Rolph E. and Dubas, Khalid M.. "Marketing Threat Appeals: A Conceptual Framework and Implications for Practitioners" JOURNAL OF MANAGERIAL ISSUES V.4 (Winter 1996):532-546

Anderson, Rolph E. and Rosenbloom, Bert . "The World Class Sales Manager: Adapting to Globla Megatrends" JOURNAL OF GLOBAL MARKETING 5.4 (Sep 1992):11-22

Anderson, Rolph E. and Strong, James . "The Theory of Transaction Cost Economics Applied to International Intra-and Inter-Organizational Structure" BUSINESS AND ECONOMIC REVIEW . (Fall 1990):87-106

Anderson, Rolph E. and Strong, James . "Free-Riding in Group Projects: Control Mechanisims and Preliminary Data" JOURNAL OF MARKETING EDUCATION . (Summer 1990):61-67

Jolson, Marvin , Dubinsky, Alan and Anderson, Rolph E.. "Correlates and Determinants of Sales Force Tenure: An Exploratory Study" JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT . (Nov 1987):9-27

Jolson, Marvin A, Thomas, Susan M and Anderson, Rolph E.. ""The Wheel of Retailing and Non-Store Evolution: An Alternative Hypothesis,"" INTERNATIONAL JOURNAL OF RETAIL & DISTRIBUTION MANAGEMENT 1.2 (Mar 1986):50-56

Rosenbloom, Bert and Anderson, Rolph E.. "Sales Management and Channel Management: Some Key Interfaces" JOURNAL OF THE ACADEMY OF MARKETING SCIENCE . (Summer 1985):97-106

Anderson, Rolph E. and Rosenbloom, Bert . "The Sales Manager: Tomorrow's Super Marketer" BUSINESS HORIZONS . (Mar 1984):50-56

Anderson, Rolph E. and Rosenbloom, Bert . "Eclectic Sales Management: Strategic Response to Trends in the 1980s" JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT . (Nov 1982):41-46

Anderson, Rolph E. and Jolson, Marvin . "Profiles of Signature Goods Consumers and Avoiders" JOURNAL OF RETAILING . (Winter 1981):19-38

Anderson, Rolph E. and Jolson, Marvin . "Technical Wording in Advertising: Implications for Market Segmentation" JOURNAL OF MARKETING . (Winter 1980):57-66

Anderson, Rolph E., Choi, Kwang and Hair, Joseph F.. "Consistency Theory and Teacher Evaluations" JOURNAL OF EXPERIMENTAL EDUCATION . (Winter 1976):64-70

Anderson, Rolph E.. "Society and Marketing" JOURNAL OF MARKETING . (Oct 1973)

Anderson, Rolph E. and Jolson, Marvin . "Consumer Expectations and the Communications Gap" BUSINESS HORIZONS . (Apr 1973):11-16

Anderson, Rolph E.. "Consumer Dissatisfaction: The Effect of Disconfirmed Expectancy on Perceived Product Performance" JOURNAL OF MARKETING RESEARCH . (Feb 1973):38-44

Anderson, Rolph E. and Tersine, Richard . "Our Working Women: An Underutilzed Resource" BUSINESS HORIZONS . (Feb 1973):55-62

Books

Hair, Joseph F., Black, William , Babin, Barry and Anderson, Rolph E.. Multivariate Data Analysis, 7th edition Upper Saddle River, N.J. 07458:Prentice Hall, Feb 2009

Hair, Joseph F., Anderson, Rolph E., Mehta, Rajiv and Babin, Barry . Sales Management: Building Customer Relationships and Partnerships Boston:Houghton Mifflin, Inc., Apr 2008

Anderson, Rolph E., Dubinsky, Alan and Mehta, Rajiv . Personal Selling: Building Customer Relationships and Partnerships, 2nd Edition. Boston, MA:Houghton Mifflin, Feb 2007

Hair, Joseph F., Black, William , Babin, Barry , Anderson, Rolph E. and Tatham, Ronald . Multivariate Data Analysis, 6th Edition Englewood Cliffs, N.J.:Prentice Hall, Jan 2007

Anderson, Rolph E. and Dubinsky, Alan . Personal Selling: Achieving Customer Satisfaction and Loyalty Boston, MA:Houghton-Mifflin, Apr 2004

Anderson, Rolph E., Bush, Alan and Hair, Joseph F.. Professional Sales Management, 3rd Edition Houston:Thompson Learning, Sep 1999

Hair, Joseph F., Anderson, Rolph E., Black, William and Tatham, Ronald . Multivariate Data Analysis, 5th Edition Englewood Cliffs, NJ:Prentice Hall, Sep 1998

Anderson, Rolph E.. Essentials of Personal Selling: The New Perspective New York:McGraw-Hill, Sep 1998

Anderson, Rolph E.. Essentials of Personal Selling: The New Professionalism Englewood Cliffs, NJ:Prentice Hall, Sep 1995

Hair, Joseph F., Anderson, Rolph E., Black, William and Tatham, Ronald . Multivariate Data Analysis With Readings, 4th Ediion :Englewood Cliffs, NJ, Sep 1995

Anderson, Rolph E., Hair, Joseph F. and Bush, Alan . Professional Sales Management, 2nd Edition. New York:McGraw Hill Company, Jan 1995

Hair, Joseph F., Anderson, Rolph E. and Tatham, Ronald . Multivariate Data Analysis. 3rd Edition. New York:Macmillan Publishing Company, Mar 1992

Anderson, Rolph E.. Professional Personal Selling Englewood Cliffs, NJ:Prentice Hall, Sep 1991

Anderson, Rolph E., Bush, Alan and Hair, Joseph F.. Professional Sales Management New York:McGraw-Hill Book Company, Sep 1988

Hair, Joseph F., Anderson, Rolph E. and Tatham, Ronald . Multivariate Data Analysis with Readings, 2nd Edition New York:Macmillan, Sep 1987

Anderson, Rolph E. and Hair, Joseph F.. Sales Management: Text with Cases New York:Random House, Sep 1983

Hair, Joseph F. and Anderson, Rolph E.. Multivariate Data Analysis Tulsa, Oklahoma:Pennwell Books, Sep 1978

Chapters

Anderson, Rolph E. and Rosenbloom, Bert . "Improving Sales Communication Effectiveness" Handbook of Executive Communication Ed. John DiGaetani. Homewood, Illinois:Dow-Jones-Irwin, Sep 1986. :611-632

Anderson, Rolph E.. "Consumerism" Marketing Reference, Volume 1 Ed. Walton Beacham, Richard T. Hise & Hale N. Tongren. Washington, D.C.:Richard Publishing, Sep 1986. :197-202

Anderson, Rolph E.. "Sales Forcasting" Beacham's Marketing Reference, Volume II Ed. Walton Beacham, Richard T. Hise & Hale N. Tongren. Washington, D.C.:Richard Publishing, Sep 1986. :819-824

Anderson, Rolph E. and Jolson, Marvin . "In Search of Factors Affecting Sale Force Turnover" A Strategic Approach to Business Marketing Ed. Robert Spekman & David Wilson. Chicago:American Marketing Association, Sep 1985. :112-123

Presentations

Anderson, Rolph E. and Swaminathan, Srinivasan . Measuring the Adoption of a Customer Relationship Orientation in the Firm American Marketing Association Customer Relationship Management Faculty Consortium : Dallas, TX Jun 2004

Proceedings

Swaminathan, Srinivasan and Anderson, Rolph E.. CUSTOMER LOYALTY in E-COMMERCE: IMPACT of ORGANIZATIONAL and CUSTOMER VARIABLES 2010 Academy of Marketing Science, Portland, OR :

Kwak, Hyokjin and Anderson, Rolph E.. IMPACT OF SALESPERSON MACRO-ADAPTIVE SELLING STRATEGY ON JOB PERFORMANCE AND SATISFACTION American Marketing Assocation Summer Educators' conference, San Diego, CA Jun 2008 :Aug 2009

Kothandaraman, Prabakar , Anderson, Rolph E. and Kwak, Hyokjin . Buyer Organization Mapping: New CRM Tool for Salespeople Academy of Marketing Science, Baltimore, MD Feb 2009 :May 2009

Anderson, Rolph E., Swaminathan, Srinivasan , Yim, Hong-kit "Frederick", Kwak, Hyokjin and Strong, James . SALES MANAGEMENT PERFORMANCE APPRAISAL: AN EMPIRICAL INVESTIGATION 2008 World Marketing Conference at the Korean Academy of Marketing Science, Shanghai, China Mar 2008 :Mar 2008

Guner, Berrin , Deniz, Nevin and Anderson, Rolph E.. CULTURAL TRAINING: AN ANALYSIS OF THE EFFECTS OF SALES MANAGER AND FAMILY TRAINING ON JOB PERFORMANCE IN A FOREIGN ASSIGNMENT World Marketing Congress, Academy of Marketing Science, Verona, Italy Jun 2007 :Jun 2007

Anderson, Rolph E. and Swaminathan, Srinivasan . LOYALTY IN E-COMMERCE: IMPACT OF BUSINESS AND CUSTOMER CHARACTERISTICS Academy of Marketing Science International Retailing Conference, Reim, France Jul 2005 :Jul 2005

Anderson, Rolph E.. Revolution in Selling and Sales Management American Marketing Association Aug 2004 :Aug 2004

Anderson, Rolph E. and Srinivasan, Srini S.. Customer Relationship Management: Its Dimensions and Impact on Company Profits Academy of International Business Jul 2004 :Jul 2004

Anderson, Rolph E. and Srinivasan, Srini S.. Fast Track to Customer Loyalty American Marketing Association Customer Relationship Faculty Consortium Jun 2004 :Jun 2004

Anderson, Rolph E. and Srinivasan, Srini S.. E-Satisfaction and E-Loyalty: A Contingency Framework European Institute of Retailing and Services Studies Sep 2002 :Sep 2002

Anderson, Rolph E. and Swaminathan, Srinivasan . Does E-Satisfaction Mean E-Loyalty Academy of Marketing Science (AMS) :Sep 2002

Anderson, Rolph E. and Srinivasan, Srini S.. Customer Acquisition and Retention Issues in E-Markets AMA Summer Educator's Conference :Jul 2001

Anderson, Rolph E.. Past, Present, and Future Directions in Selling and Sales Management Research and Practice: Perspectives from Our SIG Award Winners AMA Summer Educator's Conference :Jul 2001

Anderson, Rolph E.. Effects of Different Leadership Styles in International Marketing Channels Academy of Business Administration :Sep 2000

Anderson, Rolph E., Mehta, Rajiv and Rosenbloom, Bert . Sales Manager in Distribution Channels American Society of Business and Behavioral Sciences :Sep 2000

Anderson, Rolph E. and Mehta, Rajiv . Intrinsic and Extrinsic Reward for Sales Managers in Different Careet Stages Academy of Business Administration :Sep 1999

Anderson, Rolph E. and Mehta, Rajiv . Changing Roles and Training Needs of Salepeople and Sales Managers in Era of Telecommunications Innovations American Society of Business and Behavioral Sciences :Sep 1999

Anderson, Rolph E. and Mehta, Rajiv . Developing Sales Managers Who Can Lead Sales Forces in Mulitcultural Markets Academy of Marketing Science Multicultural Marketing Conference :Sep 1998

Anderson, Rolph E. and Mehta, Rajiv . Global Sales Management Leadership Styles Academy of Marketing Science Multicultural Marketing Conference :Sep 1998

Anderson, Rolph E. and Mehta, Rajiv . Recruiting, Training and Evaluating the Performance of Sales Managers Academy of Business Administration :Sep 1998

Anderson, Rolph E. and Mehta, Rajiv . Training Multicultural Sales Managers Academy of Marketing Science Multicultural Marketing Conference :Sep 1996

Anderson, Rolph E. and Jolson, Marvin . In Search of Factors Affecting Sales Force Turnover American Marketing Association Conference on Industrial Marketing :Sep 1984

Anderson, Rolph E.. Marketing and America's Public Welfare System Institute for Decision Sciences :Sep 1976

Anderson, Rolph E. and Hair, Joseph F.. Profiling the Complaining Consumer: A Cluster Analysis Approach Institute for Decision Sciences :Sep 1976

Anderson, Rolph E. and Gunter, Thomas . Ethical Value Orientations Among Lower and Upper-Middle Class Blacks Institute for Decision Sciences :Sep 1976

Anderson, Rolph E. and Hair, Joseph F.. Aspirations, Acculturation and Buyer Behavior: An Exploratoty Study of the Black Consumer Institute for Decision Sciences :Sep 1973

Anderson, Rolph E. and Hair, Joseph F.. Culture, Acculturation and Consumer Behavior: An Empirical Study American Marketing Association :Sep 1973

Anderson, Rolph E. and Hair, Joseph F.. Consumerism, Consumer Expections, and Perceived Prodcut Quality Association for Consumer Research National Conference :Sep 1972

Conferences

61st International American Marketing Association, Co-Chair Mar 27, 1987 - Mar 29, 1987

Awards

2004 Selected Distinguished Panelist for Sales Interest Group Special Session on Revolution in Selling and Sales Management Education: Market Driven Change (American Marketing Association Summer Educators Conference)

2003-2004 Distinguished Fellow of Center for Teaching Excellence (LeBow College of Business)

2003 Award for Academic Leadership in Textbook Publishing (LeBow College of Business)

2000 Sole author of article nominated in 2000 for consideration as one of the ten most influential academic articles of the 20th century (Society for Marketing Advances (SMA))

1998 Excellence in Sales Scholarship Award (AMA SI Group) (American Marketing Association)

1995 National Excellence in Reviewing, Editor's Award (Journal of Personal Selling & Sales Management)

1992 Faculty Appreciation Award for Outstanding Teaching and Service (LeBow College of Business)

1987 Best article published in the Journal of Personal Selling & Sales Management (National Mu Kappa Kau)

1976 Faculty Appreciation Award for Outstanding Teaching and Service (Drexel College of Business)

Professional Experience

Chair - Department of Marketing, Management, Finance, and Law, Old Dominion University Jan 1974-Aug 1975

Head of Department of Marketing, Drexel University Sep 1975-Aug 1997

Editorial Board Member, Journal of Personal Selling & Sales Management Sep 1982-present

Editorial Board Member, Review of Business Sep 1989-present

Editorial Board Member, Journal of Marketing Channels Sep 1989-present

Editorial Board Member, Journal of Managerial Issues Sep 1989-present

Editorial Board Member, Journal of Selling and Major Account Management Sep 2006-present