Awards and Honors

 

1.      Doctoral Travel Fellowship, Houston Conference in Selling and Sales Management, 2009.

2.      Doctoral Fellow, AMA-Sheth Doctoral Consortium, University of Missouri, 2008.

3.   Doctoral Travel Fellowship from MSI, 2^nd Biennial Conference on Enhancing Sales Force Productivity, Kiel, Germany, May 2008.

4.     Travel Grant, ISBM PhD Students Research Camp on B2B markets, Aug 2007, Georgetown University, USA.

5.      Doctoral Fellowship, IIM Ahmedabad, 2005-2009.

  

Selected Refereed Publications

 

“Determinants of B2B Salesperson’s Performance: A Review and Synthesis of Literature” (with Abraham Koshy),  accepted for publication in Journal of Business and Industrial Marketing.

 

“Does My Structural Model Represent the Real Phenomenon?  A Review of the Appropriate use of Structural Equation Modeling Model Fit Indices,” The Marketing Review, 9(3),199-212.

 

Singh, Ramendra, Rodolfo P. Ang and Joseph A. Sy-Changco (2009), “Buying Less, More Often: An Evaluation of Sachet Marketing Strategy in an Emerging Market,” The Marketing Review, 9(1), 3-17.

 

Singh, Ramendra (2008), “Network Connectedness of Pharmaceutical Sales Rep (FLE)-Physician Dyad and Physician Prescription Behavior: A Conceptual Model", Journal of Medical Marketing, 8(3), 257-68.

 

Singh, Ramendra (2008), “Relational Embeddedness, TIO and Relationship Quality in Emerging Markets,” Asia Pacific Journal of Marketing and Logistics, 20(4), 479-492.

 

Singh, Ramendra (2008), “Trust and Distrust in Salesperson-Supervisor Dyadic Relationship and Its Impact on Sales Performance: Few Propositions,” Global Business Review, 9(1), 101-113.

 

Manuscripts under review

 

“A New Expanded Conceptualization of Salesperson’s Customer Orientation as a Multi-Dimensional Construct” (with Abraham Koshy; under review with Journal of Selling and Major Accounts Management).

 

A Proposed New Measure of Salesperson's Sales Call Performance Using Means-End Chain Theory Approach: An Exploratory Study (under review with Journal of Marketing Management).

 

“Does Life Happiness and Attachment with Service Usage Impact Attitude? An Exploratory Study of Young People's Use of Text Messaging" (with Xie Yi and Joseph Sy-Changco under review with Journal of Consumer Behaviour).

 

 

Book Chapters

 

“Knowledge Management Strategies for Sales and Marketing”, Knowledge Management Strategies for Business Development, Edited by Dr Meir Russ, University of Wisconsin-Green Bay, USA, to be published by IGI Global (formerly Idea Group Inc.), with Amit Karna and Sanjay Verma (Accepted).

 

Research Contribution to Marketing Management: A South Asian Perspective, by Philip Kotler, Kevin Keller, Abraham Koshy and Mithileshwar Jha, 13^th Edition, Pearson Education, New Delhi, 2008.

 

Book Reviews                                            

“Buying In” by Rob Walker, Random House Publishers, 2008 (Forthcoming in Journal of Product and Brand Management).

“The Way We’ll Be” by John Zogby, Random House Publishers, 2008 (Accepted for publication in Journal of Consumer Marketing).

Work in Progress

“How does Salespersons' Sales Call Length and Call Frequency Impact their Sales Effectiveness?”

“Issues at Sales-Marketing Interfaces: A Qualitative Investigation."

 

 

Conference Presentations and Proceedings

“Revisiting Salespersons’ Customer Orientation: What It Actually Means and When It Is Important,” (with Abraham Koshy), accepted for AMA Winter Educators Conference, Tampa, USA, February 20-23, 2009.

 

“Salesperson's Customer Orientation as a Multi-dimensional Construct:  A Review and Reconceptualization”, 24^th National Conference in Sales Management, Norfolk, USA, March 25-28, 2009.

 

“Salesperson’s Customer Orientation: Conceptualization, Measurement and Impact in Selling Situations,” The Houston Conference in Selling and Sales Management, Houston, USA, April 2-4, 2009.

 

“Salesperson’s Sales Call Activities and Selling Performance: A Means-End Chain Theory Approach,” 3rd IIMA Conference on Marketing Paradigms for Emerging Economies, IIM Ahmedabad, India, January 7-9, 2009.

 

“Mobile Text Messaging by Young Students and Assertion of their Social Identity,” (with Joseph A. Sy-Changco), Proceedings of the Academy of International Business Southeast Asia Regional Conference, Kuala Lumpur, Malaysia, 4-6 December, 2008.

 

 “HK Disneyland vs. Ocean Park: A Case Study on Chinese Tourists’ Behavior and Disneyland’s Internationalization Strategy using I-R Framework", (with Joseph A. Sy-Changco), 9th International Joint World Cultural Tourism Conference, Seoul, Korea, November 14-16, 2008.

 

"What Determines Salespersons' Effectiveness: A Study of Salespersons' Sales Call Length and Sales Call Frequency on Salespersons' Effectiveness,"(with Abraham Koshy, Prathap Oburai and Biju Varkkey), 21st EMAC Doctoral Colloquium, Brighton, UK, May 25-27, 2008.

 

“Embeddedness of Pharma Company-Physician Dyad and Physician Prescription Behavior: A Conceptual Model and Empirical Assessment,” Second Biennial Conference on Enhancing Sales Force Productivity (co-sponsored by Marketing Science Institute in collaboration with International Journal of Research in Marketing), Christian-Albrechts-University at Kiel, Germany, May 23-25, 2008.

 

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