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Education

Ph.D. Economics and Business Administration (Marketing Management) - University of Florida Gainesville, FL 1971

Areas of Expertise

Marketing

Business to Business 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

Kothandaraman, Prabakar , Agnihotri, Raj and Anderson, Rolph E.. "Salesperson's Role in CRM Success: Exploring the Value of Salesperson's Mapping of Buying Center Structure" The Marketing Review 11.3 (Oct 2011):249-261

Rocereto, Joseph , Puzakova, Marina , Anderson, Rolph E. and Kwak, Hyokjin . "The Role of Response Formats On Extreme Response Style: A Case of Likert-Type vs. Semantic Differential Scales" ADVANCES IN INTERNATIONAL MARKETING 22. (Fall 2011):53-71

Christ, Paul and Anderson, Rolph E.. "The Impact of Technology On Evolving Roles of Salespeople" Journal of Historical Research in Marketing 3.2 (Spring 2011):173-193

Mehta, Rajiv , Anderson, Rolph E., Dubinsky, Alan , Polsa, Pia and Muzur, Jolanta . "Managing Channel Partner Relationships: A Cross-National Study" JOURNAL OF GLOBAL MARKETING 24.2 (Spring 2011):105-124

Anderson, Rolph E. and Swaminathan, Srinivasan . "Customer Satisfaction and Loyalty in E-Markets: A PLS Path Modeling Approach " Journal of Marketing Theory and Practice 19.2 (Spring 2011):219-233

Mehta, Rajiv , Anderson, Rolph E., Dubinsky, Alan , Polsa, Pia and Mazur, Jolanta . "Managing International Distribution Channel Partners" JOURNAL OF MARKETING CHANNELS 17.2 (Spring 2010):89-117

Anderson, Rolph E., Swaminathan, Srinivasan and Yim, Hong-kit "Frederick". "Psychological Empowerment of Salespeople: Antecedents and Consequences" Journal of Selling & Major Account Management 10. (Fall 2010):28-42

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, Apr 2009

Hair, Joseph F., Anderson, Rolph E., Mehta, Rajiv and Babin, Barry . Sales Management: Building Customer Relationships and Partnerships Boston:Houghton Mifflin, Inc., Feb 2009

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

Proceedings

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 Aug 2009 :Aug 2009

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

Swaminathan, Srinivasan , Anderson, Rolph E. and Kumar, V. . Customer Loyalty in E-Commerce: Why Businesses Do Not Have Complete Control American Marketing Association Winter Educators' Conference, Tampa, FL Feb 2009 American Marketing Association:Feb 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

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)

2000-2001 Excellent Award for Research Achievement (Drexel University - LeBow College of Business)

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

Professional Experience

New Product Development Manager, Quaker Oats Company Chicago, IL Sep 1964-Mar 1967

Navy Supply Corps Officer (Retired as Navy Captain - 06), U.S. Navy Reserves Dec 1964-Oct 1982

Chair - Department of Marketing, Management, Finance, and Law, Old Dominion University Sep 1973-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