Selected Publications/Presentations
Dubinsky, A.J., Chonko, L.D., Jones, E.P., & Roberts, J.A. (2003). Development of a relationship selling mindset: Organizational influencers. Journal of Business-to-Business Marketing, 10(1), 1-30.
Chen, Z. & Dubinsky, A.J. (2003). A conceptual model of perceived customer value in e-commerce: A preliminary investigation. Psychology & Marketing, 20(April), 323-347.
Anderson, R.E., Mehta, R., & Dubinsky, A.J. (2003). Will the real channel manager please stand up? Business Horizons, 46(January/February), 61-68.
Mehta, R., Dubinsky, A.J., & Anderson, R.E. (2002). Marketing channel management and the sales manager. Industrial Marketing Management, 31, 429-439.
Chonko, L.B., Jones, E.P., Roberts, J.A., & Dubinsky, A.J. (2002). The role of environmental turbulence, readiness for change, and salesperson learning in the success of sales force change. Journal of Personal Selling and Sales Management, 22(4), 227-446.
Dubinsky, A.J. & Skinner, S.J. (2002). Going the extra mile: Antecedents of salespeople's discretionary effort. Industrial Marketing Management, 31, 589-598.
Liu, S.S., Comer, L.B., & Dubinsky, A.J. (2001). Gender differences in attitudes toward women as sales managers in the People's Republic of China. Journal of Personal Selling and Sales Management, 21(Fall), 303-312.
Yammarino, F.J., Dubinsky, A.J., & Spangle, W.D. (1998). Transformational and contingent reward leadership: Individual, dyad and group leaves of analysis. Leadership Quarterly, 9(1), 27-54.
Yammarino, F.J., Dubinsky, A.J., Comer, L.B., & Jolson, M.A. (1997). Women and transformational and contingent reward leadership: A multiple levels-of-analysis perspective. Academy of Management Journal, 40(1), 205-222.
Current Research Interests
- Causes of employee peak performance
- Leadership and influence behavior of managers
Teaching Philosophy
- I believe that all students have the capacity to do well in a class if they expend the energy. Therefore, they must be energized through being persuaded about the merit of the course content as well as the pedagogical approaches of the course.
Teaching Interests
- Readings in Marketing (graduate)
- Issues in Marketing Management (graduate)
- Introduction to Market Analysis (undergraduate)
- Sales Management (undergraduate)
- Relationship Selling (undergraduate)
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