Ivy Profile

Bio

Before joining Iowa State, Dr. Raj Agnihotri held the first John Merrill Endowed Professorship in Consultative Sales at the University of Texas-Arlington; Freeman Professor of Sales Leadership, and Chair of the Marketing Department at Ohio University. At Ohio, he served as the academic director of Schey Sales Centre and also conceived and launched Consumer Research Center.

Currently serving as the Editor-in-Chief of Journal Marketing Theory & Practice, Raj has published over 70 articles in leading scholarly journals. He serves on the editorial review boards of several reputed journals, such as the Journal of the Academy of Marketing Science, Industrial Marketing Management, and Journal of Business Research. His work has been cited over 6000 times (h-index = 34; i10 = 55). 

Before entering academia, Raj held several sales and marketing positions with startup ventures to major corporations and currently serves on the advisory boards of startups based in the US, Europe, and India. He has given sales seminars to industry professionals from North America, Brazil, Europe, and India.

Raj is a co-author of ABCs of Relationship Selling (McGraw Hill, 13 ed.), a market leader in sales classes globally, and its contents can be found in four international versions. Numerous sales trainers worldwide use its selling process to prepare their salespeople.

Expertise

• Relational Selling

• Digital Selling/Sales Enablement

• Social Media in B2B sales process

• Salesforce Training

Selected Publications

• Gabler, C. B., Landers, V. M., Agnihotri, R., & Morgan, T. R. (2023) "Environmental Orientation on the Frontline: A Boundary-Spanning Perspective for Supply Chain Management", Journal of Business Logistics, 44 (3):369-386. Link to Paper

• Agnihotri, R., Kalra, A., Chen, H., and Daugherty, P. (2022) "Utilizing Social Media in a Supply chain B2B Setting: A Knowledge Perspective", Journal of Business Logistics, 43 (2):189-208. Link to Paper

• Mullins, R., & Agnihotri, R. (2022) "Digital Selling: Organizational and Managerial Influences for Frontline Readiness and Effectiveness", Journal of the Academy of Marketing Science, Link to Paper

• Agnihotri, R., Mani, S., Chaker, N. N., Daugherty, P. J., & Kothandaraman, P. (2020) "Drivers and Performance Implications Of Frontline Employees’ Social Capital Development And Maintenance: The Role Of Online Social Networks", Decision Sciences, Link to Paper

• Vieira, V. A., de Almeida, M. I. S., Agnihotri, R., da Silva, N. S. D. A. C., & Arunachalam, S. (2019) "In Pursuit of an Effective B2B Digital Marketing Strategy in an Emerging Market", Journal of the Academy of Marketing Science, 47 (6):085-1108. Link to Paper

• Rapp, A., Agnihotri, R., Baker, T. L., & Andzulis, J. M. (2015) "Competitive Intelligence Collection and Use by Sales and Service Representatives: How Managers' Recognition and Autonomy Moderate Individual Performance", Journal of the Academy of Marketing Science, 43 (3):357-374. Link to Paper