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ArticlesPeer ReviewedFull Text
A Theories-in-Use Approach to Building Marketing Theory
Author / Creator:Zeithaml, Valarie A. ; Jaworski, Bernard J. ; Kohli, Ajay K. ; Tuli, Kapil R. ; Ulaga, Wolfgang ; Zaltman, Gerald
Publisher:Los Angeles, CA: Sage Publications, Inc
Journal title:Journal of marketing, 2020-01, Vol.84 (1), p.32-51
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ArticlesPeer ReviewedFull Text
Secondary Selling: Beyond the Salesperson–Customer Dyad
Author / Creator:Burchett, Molly R. ; Murtha, Brian ; Kohli, Ajay K.
Publisher:Los Angeles, CA: SAGE Publications
Journal title:Journal of marketing, 2023-07, Vol.87 (4), p.575-600
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ArticlesPeer ReviewedFull Text
Local Roots and Global Responsibility: Terroir Brands and Their Responsible Engagement
Author / Creator:Spielmann, Nathalie ; Williams, Christopher ; Kohli, Ajay K.
Publisher:Los Angeles, CA: SAGE Publications
Journal title:Journal of international marketing (East Lansing, Mich.), 2024-09, Vol.32 (3), p.65-82
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ArticlesPeer ReviewedFull Text
Guest Editorial: Responsible Research in Marketing
Author / Creator:Haenlein, Michael ; Bitner, Mary Jo ; Kohli, Ajay K. ; Lemon, Katherine N. ; Reibstein, David J.
Publisher:New York: Springer US
Journal title:Journal of the Academy of Marketing Science, 2022-01, Vol.50 (1), p.8-12
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ArticlesPeer ReviewedFull Text
Rethinking Customer Solutions: From Product Bundles to Relational Processes
Author / Creator:Tuli, Kapil R. ; Kohli, Ajay K. ; Bharadwaj, Sundar G.
Publisher:American Marketing Association
Journal title:Journal of marketing, 2007-07, Vol.71 (3), p.1-17
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ArticlesPeer ReviewedFull Text
Implementing Changes in Marketing Strategy: The Role of Perceived Outcome-and Process-Oriented Supervisory Actions
Author / Creator:SARIN, SHIKHAR ; CHALLAGALLA, GOUTAM ; KOHLI, AJAY K.
Publisher:Chicago: American Marketing Association
Journal title:Journal of marketing research, 2012-08, Vol.49 (4), p.564-580
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ArticlesPeer ReviewedFull Text
Theorizing with managers: Nenonen et al. are right on
Author / Creator:Kohli, Ajay K
Publisher:Bradford: Emerald Publishing Limited
Journal title:European journal of marketing, 2017-01, Vol.51 (7/8), p.1161-1162
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ArticlesPeer ReviewedFull Text
Ties That Bind: The Impact of Multiple Types of Ties with a Customer on Sales Growth and Sales Volatility
Author / Creator:Tuli, Kapil R. ; Bharadwaj, Sundar G. ; Kohli, Ajay K.
Publisher:Chicago: American Marketing Association
Journal title:Journal of marketing research, 2010-02, Vol.47 (1), p.36-50
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ArticlesPeer ReviewedFull Text
Proactive Postsales Service: When and Why Does It Pay off?
Author / Creator:Challagalla, Goutam ; Venkatesh, R. ; Kohli, Ajay K.
Publisher:Chicago: American Marketing Association
Journal title:Journal of marketing, 2009-03, Vol.73 (2), p.70-87
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ArticlesPeer ReviewedFull Text
Conducting field-based, discovery-oriented research: lessons from our market orientation research experience
Author / Creator:Jaworski, Bernard J. ; Kohli, Ajay K.
Publisher:New York: Springer US
Journal title:AMS review, 2017-06, Vol.7 (1-2), p.4-12
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ArticlesPeer ReviewedFull Text
Does Brand Licensing Increase a Licensor's Shareholder Value?
Author / Creator:Robinson, Adina Bărbulescu ; Tuli, Kapil R. ; Kohli, Ajay K.
Publisher:Linthicum: INFORMS
Journal title:Management science, 2015-06, Vol.61 (6), p.1436-1455
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ArticlesPeer ReviewedFull Text
Flow Signals: How Patterns over Time Affect the Acceptance of Start-up Firms
Author / Creator:DeKinder, Jade S. ; Kohli, Ajay K.
Publisher:American Marketing Association
Journal title:Journal of marketing, 2008-09, Vol.72 (5), p.84-97
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ArticlesPeer ReviewedFull Text
Marketing an IPO issuer in early stages of the IPO process
Author / Creator:Bahadir, S. Cem ; DeKinder, Jade S. ; Kohli, Ajay K.
Publisher:Boston: Springer US
Journal title:Journal of the Academy of Marketing Science, 2015-01, Vol.43 (1), p.14-31
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ArticlesPeer ReviewedFull Text
Netflix: reinvention across multiple time periods, reflections and directions for future research
Author / Creator:Mier, Joel ; Kohli, Ajay K.
Publisher:New York: Springer US
Journal title:AMS review, 2021-06, Vol.11 (1-2), p.194-205
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ArticlesPeer ReviewedFull Text
Market-Driven Versus Driving Markets
Author / Creator:Jaworski, B. ; Kohli, A. K. ; Sahay, A.
Publisher:New York: JAI Press, etc
Journal title:Journal of the Academy of Marketing Science, 2000, Vol.28 (1), p.45-54
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ArticlesPeer ReviewedFull Text
The Threat from Within: Account Managers' Concern About Opportunism by Their Own Team Members
Author / Creator:Murtha, Brian R. ; Challagalla, Goutam ; Kohli, Ajay K.
Publisher:Linthicum: INFORMS
Journal title:Management science, 2011-09, Vol.57 (9), p.1580-1593
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ArticlesPeer ReviewedFull Text
Market Orientation: Antecedents and Consequences
Author / Creator:Jaworski, Bernard J. ; Kohli, Ajay K.
Publisher:New York: American Marketing Association
Journal title:Journal of marketing, 1993-07, Vol.57 (3), p.53-70
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ArticlesPeer ReviewedFull Text
Sales and Marketing Integration: A Proposed Framework
Author / Creator:Rouziès, Dominique ; Anderson, Erin ; Kohli, Ajay K. ; Michaels, Ronald E. ; Weitz, Barton A. ; Zoltners, Andris A.
Publisher:Abingdon: Routledge
Journal title:The Journal of personal selling & sales management, 2005-03, Vol.25 (2), p.113-122
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ArticlesPeer ReviewedFull Text
Reducing Marketing's Conflict with Other Functions: The Differential Effects of Integrating Mechanisms
Author / Creator:Maltz, E. ; Kohli, A. K.
Publisher:New York: JAI Press, etc
Journal title:Journal of the Academy of Marketing Science, 2000-10, Vol.28 (4), p.479-492
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ArticlesPeer ReviewedFull Text
How Do They Know Their Customers So Well?
Author / Creator:Davenport, Thomas H ; Harris, Jeanne G ; Kohli, Ajay K
Publisher:Cambridge: MIT Sloan Management Review
Journal title:MIT Sloan management review, 2001-12, Vol.42 (2), p.63
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A Theories-in-Use Approach to Building Marketing Theory

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Secondary Selling: Beyond the Salesperson–Customer Dyad

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Local Roots and Global Responsibility: Terroir Brands and Their Responsible Engagement

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Guest Editorial: Responsible Research in Marketing

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Rethinking Customer Solutions: From Product Bundles to Relational Processes

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Implementing Changes in Marketing Strategy: The Role of Perceived Outcome-and Process-Oriented Supervisory Actions

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Theorizing with managers: Nenonen et al. are right on

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Ties That Bind: The Impact of Multiple Types of Ties with a Customer on Sales Growth and Sales Volatility

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Proactive Postsales Service: When and Why Does It Pay off?

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Conducting field-based, discovery-oriented research: lessons from our market orientation research experience

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Does Brand Licensing Increase a Licensor's Shareholder Value?

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Flow Signals: How Patterns over Time Affect the Acceptance of Start-up Firms

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Marketing an IPO issuer in early stages of the IPO process

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Netflix: reinvention across multiple time periods, reflections and directions for future research

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Market-Driven Versus Driving Markets

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The Threat from Within: Account Managers' Concern About Opportunism by Their Own Team Members

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Market Orientation: Antecedents and Consequences

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Sales and Marketing Integration: A Proposed Framework

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Reducing Marketing's Conflict with Other Functions: The Differential Effects of Integrating Mechanisms

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How Do They Know Their Customers So Well?

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