Rolph Anderson

Candid photo of Rolph Anderson

Areas of Expertise

  • Customer Satisfaction and Loyalty
  • Marketing Strategy
  • Selling and Sales Management

Selected Works

Articles

Anderson, Rolph E., Cohen, Alex, Christ, Paul, Mehta, Rajiv, and Dubinsky, Alan, Provenance, Evolution, and Transition of Personal Selling and Sales Management To Strategic Marketing Channel Management. Journal of Marketing Channels (Forthcoming)

Song, Lei, Weisstein, Fei L., Anderson, Rolph E., Srinivasan, Swaminathan, Wu, Gavin Jiayun, Feng, Shan, and Frank, Kang Tan, The Effects of Expectation Disconfirmations on Customer Outcomes in E-Markets: Impact of National Culture. Journal of Marketing Channels 23 (Nov 2016): 217-229.

Song, Lei, Swaminathan, Srinivasan, and Anderson, Rolph E., Differences in Customers’ Online Service Satisfaction Across Cultures: The Role of Thinking Style. Journal of Marketing Channels 22 (Spring 2015): 52-61.

Anderson, Rolph E., Swaminathan, Srinivasan, and Mehta, Rajiv, Prospering in Tough Economic Times Through Loyal Customers. International Journal of Management and Economics 41 (Spring 2014): 76-91.

Mehta, Raj, Ito, Takao, Mazur, Jolanta, and Anderson, Rolph E., Determinants and Consequences of Cooperation in International Strategic Distribution Channel Alliances. Journal of Contemporary Management Research 9 (Dec 2013): 362-368.

Anderson, Rolph E., Swaminathan, Srinivasan, and Mehta, Rajiv, How To Drive Customer Satisfaction. MIT Sloan Management Review 54 (Summer 2013):

Mehta, Rajiv, Anderson, Rolph E., Ito, Takao, and Mazur, Jolanta, Outcome and Behavior Based Performance Assessment of Sales Managers: The Influence of Hierarchical Level. International Journal of Management and Economics 36 (Fall 2012): 51-69.

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 (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.

Anderson, Rolph E., and Swaminathan, Srinivasan, Customer Satisfaction and Loyalty in E-Markets: A PLS Path Modeling Approach. Journal of Marketing Theory & Practice 19 (May 2011): 219-233.

Christ, Paul, and Anderson, Rolph E., The Impact of Technology On Evolving Roles of Salespeople. Journal of Historical Research in Marketing 3 (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 (Spring 2011): 105-124.

Mehta, Rajiv, Anderson, Rolph E., Dubinsky, Alan, Polsa, Pia, and Mazur, Jolanta, Managing International Distribution Channel Partners. Journal of Marketing Channels 17 (Spring 2010): 89-117.

Books

Anderson, Rolph E., Dubinsky, Alan, and Mehta, Rajiv, PERSONAL SELLING: BUILDING CUSTOMER RELATIONSHIPS and PARTNERSHIPS, 3rd Ed.. Dubuque, IA: Kendall-Hunt Publishing Co., (2014):

Hair, Joseph F., Anderson, Rolph E., Mehta, Rajiv, and Babin, Barry, SALES MANAGEMENT: BUILDING CUSTOMER RELATIONSHIPS and PARTNERSHIPS. Boston: Houghton Mifflin, Inc., (2009):

Hair, Joseph F., Black, William, Babin, Barry, and Anderson, Rolph E., MULTIVARIATE DATA ANALYSIS, 7th Ed. Upper Saddle River, N.J. 07458: Prentice Hall, (2009):

Anderson, Rolph E., Dubinsky, Alan, and Mehta, Rajiv, PERSONAL SELLING: BUILDING CUSTOMER RELATIONSHIPS and PARTNERSHIPS, 2nd Ed. Boston, MA: Houghton Mifflin, (2007):

Hair, Joseph F., Black, William, Babin, Barry, Anderson, Rolph E., and Tatham, Ronald, MULTIVARIATE DATA ANALYSIS, 6th Ed. Englewood Cliffs, N.J.: Prentice Hall, (2007):

Anderson, Rolph E., and Dubinsky, Alan, PERSONAL SELLING: ACHIEVING CUSTOMER SATISFACTION and LOYALTY. Boston, MA: Houghton-Mifflin, (2004):

Anderson, Rolph E., Hair, Joseph F., and Bush, Alan, PROFESSIONAL SALES MANAGEMENT, 3rd Ed. Houston: Thompson Learning, (1999):

Hair, Joseph F., Anderson, Rolph E., Black, William, and Tatham, Ronald, MULTIVARIATE DATA ANALYSIS, 5th Ed. Englewood Cliffs, NJ: Prentice Hall, (1998):

Anderson, Rolph E., ESSENTIALS OF PERSONAL SELLING: THE NEW PERSPECTIVE. New York: McGraw-Hill, (1998):

Anderson, Rolph E., ESSENTIALS OF PERSONAL SELLING: THE NEW PROFESSIONALISM. Englewood Cliffs, NJ: Prentice Hall, (1995):

Hair, Joseph F., Anderson, Rolph E., Black, William, and Tatham, Ronald, MULTIVARIATE DATA ANALYSIS WITH READINGS, 4th Ed. Englewood Cliffs, NJ: Prentice Hall, (1995):

Anderson, Rolph E., Hair, Joseph F., and Bush, Alan, PROFESSIONAL SALES MANAGEMENT, 2nd Ed. New York: McGraw Hill Company, (1995):

Hair, Joseph F., Anderson, Rolph E., and Tatham, Ronald, MULTIVARIATE DATA ANALYSIS WITH READINGS, 3rd Ed. New York: Macmillan Publishing Company, (1992):

Anderson, Rolph E., PROFESSIONAL PERSONAL SELLING. Englewood Cliffs, NJ: Prentice Hall, (1991):

Hair, Joseph F., Anderson, Rolph E., and Tatham, Ronald, MULTIVARIATE DATA ANALYSIS WITH READINGS, 2nd Ed. New York: Maxwell Macmillan International Editions, (1990):

Anderson, Rolph E., Hair, Joseph F., and Bush, Alan, PROFESSIONAL SALES MANAGEMENT. New York: McGraw-Hill Book Company, (1988):

Hair, Joseph F., Anderson, Rolph E., and Tatham, Ronald, MULTIVARIATE DATA ANALYSIS WITH READINGS. New York: Macmillan, (1987):

Anderson, Rolph E., and Hair, Joseph F., SALES MANAGEMENT: TEXT WITH CASES. New York: Random House, (1983):

Hair, Joseph F., Anderson, Rolph E., and Grabowsky, Bernie, MULTIVARIATE DATA ANALYSIS. Tulsa, Oklahoma: Pennwell Books, (1978):

Hair, Joseph F., and Anderson, Rolph E., INTRODUCTION TO MULTIVARIATE DATA ANALYSIS. Virginia Beach, Virginia: Commerce Press, (1976):

Chapters

Swaminathan, Srinivasan, Anderson, Rolph E., and Ponnavolu, Kishore, “Customer Satisfaction and Loyalty Marketing Scales.” Marketing Scales Handbook, Ed. Gordon Bruner. Mason, Ohio: South-Western Educational Publications, (2011):

Proceedings

Cohen, Alex, Fresneda, Jorge, and Anderson, Rolph E., Arguing for Policy Change: Vision Impaired Consumers’ Anti-Firm Reaction to Accessibility Related Service Failures in the Online Marketplace, American Marketing Association Winter Educators’ Conference, Orlando, FL Feb 2017. (Feb 2017):

Yim, Frederick Hong-kit, Swaminathan, Srinivasan, and Anderson, Rolph E., Salesperson Empowerment, North American Society for Marketing Education in India, 10th Conference, Manamai, India Dec 2016. (Dec 2016):

Cohen, Alex, Fresneda, Jorge, and Anderson, Rolph E., Online Accessibility of Retail Websites for Visually Impaired Consumers: Creating a Dialogue for Policy Change, American Marketing Association Marketing and Public Policy Conference, San Luis Obispo, CA Jun 2016. (Jun 2016):

Cohen, Alex, Fresneda, Jorge, and Anderson, Rolph E., Online Accessibility of Sports Teams’ Websites: Impact on Fanship and Purchase Intentions, American Marketing Association Winter Educators’ Conference, Las Vegas. Feb 2016. (Feb 2016):

Cohen, Alex, and Anderson, Rolph E., Effectiveness of Retail Atmospherics: A Comparative Study Between Normally Sighted and Visually Impaired Consumers, American Marketing Association Winter Educators’ Conference Feb 2015. (Feb 2015):

Song, Lei, Swaminathan, Srinivasan, Anderson, Rolph E., and Suri, Rajneesh, Satisfaction Toward Online Services in China and the US: The Impact of Confusian Versus Aristotelian Views, American Marketing Association Winter Marketing Educators’ Conference, Orlando, FL Feb 2014. (Feb 2014):

Gao, Ronnie, and Anderson, Rolph E., Psychological Empowerment and the Mediating Effects of Motivation and Employee Vigor, American Marketing Association Winter Educators’ Conference, Las Vegas Feb 2013. (Feb 2013):

Song, Lei, Anderson, Rolph E., and Swaminathan, Srinivasan, Performance Discrepancy and Customer Outcomes in E-Markets: Impact of National Culture, American Marketing Association, Las Vegas Feb 2013. (Feb 2013):

Song, Lei, Swaminathan, Srinivasan, and Anderson, Rolph E., Occurrence of Mixed Emotions in E-Commerce: A Cross National Examination, American Marketing Association Winter Marketing Educators’ Conference, Las Vegas Feb 2013. (Feb 2013):

Song, Lei, Swaminathan, Srinivasan, and Anderson, Rolph E., Decoding B2B E-Commerce: The Invisible Hand of National Culture, Association for Consumer Research North American Conference, Vancouver, BC, Canada Sep 2012. Advances in Consumer Research, Vol. 39 (Sep 2012):

Mehta, Rajiv, Ito, Takao, Mazur, Jolanta, and Anderson, Rolph E., Determinants and Consequences of Cooperation in International Distribution Channel Alliances, International Conference on Marketing Studies - Bangkok, Thailand Sep 2012. (Sep 2012):

Yim, Frederick H., Srinivasan, Swaminathan, and Anderson, Rolph E., Empowering Salespeople: Does It Work?, Academy of Marketing Science, New Orleans, LA Jun 2012. (Jun 2012):

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, Frederick, Kwak, Hyokjin, and Strong, James, Sales Management Performance Appraisal: An Empirical Investigation, 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):

Education

MBA Marketing Management - Michigan State University East Lansing, MI USA 1964
PhD Economics and Business Administration (Marketing Management) - University of Florida Gainesville, FL 1971

Professional Experience

Other -U.S. Navy Reserves Supply Corps Officer (Retired as Navy Captain - 06) Jan 1959 - Oct 1982
Corporate-Quaker Oats Company New Product Development Manager Chicago IL Sep 1964 - Mar 1967
Academic-Old Dominion University Chair - Department of Marketing, Management, Finance, and Law Sep 1973 - Aug 1975
Academic-Drexel University Head of the Department of Marketing Sep 1975 - Aug 1997

Awards

2015 Who’s Who in America (Marquis)
2015 Who’s Who in the World (Marquis)
2014 Emerald Publishing Literati Journal of Historical Research in Marketing Highly Commended Award (Emerald Publishing )
2005 Inaugural AMA Excellence in Sales Scholarship Award (American Marketing Association - SIG)
2005 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)
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))
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)

WWW Resources


College News

A team of LeBow-connected researchers examined how cultural factors impact American and Chinese consumers’ reactions to online retailers such as Amazon.

Drexel LeBow PhD candidates Alex Cohen and Hoori Rafieian Koopaei have won Teaching Assistant Excellence awards given by Drexel’s Graduate College.