Detailed Information for Alan Dubinsky

Refereed Articles 

Kim, M., Park, J. E., Dubinsky, A. J. , & Chaiy, S. (2012).  Frequency of CRM Implementation Activities: A Customer-Centric View.  Journal of Services Marketing, 26 (2), 83-93.  

Lee, S., Dubinsky, A. J., & Kim, J. (in press, 2012).  Measuring Mediating Factors in the Use of Interpersonal Sensitivity.  Journal of Business Research.  

Huang, W. & Dubinsky, A. J. (in press, 2012).  Measuring Pre-Purchase Satisfaction in a Retail Setting.  The Services Industry Journal.  

Stambaugh, J. E., Yu, A., & Dubinsky, A. J. (2011).  Before the Attack: A Typology of Strategies for Competitive Aggressiveness.  Journal of Management Policy and Practice, 12 (1), 49-63.  

Zhang, G., Dubinsky, A. J., & Tan, Y. (in press, 2011).  Impact of Blogs on Sales Revenue: Test of a Network Model.  International Journal of Virtual Communities and Social networking.  

Park, J. Y., Park, K., & Dubinsky, A. J. (2011).  Impact of Retailer Image on Private Brand Attitude: Halo Effect and Summary Construct.  Australian Journal of Psychology, 63, 173-184.  

Dubinsky, A. J., Kim, J., & Lee, S. (2011).  Imparting Negative News to Salespeople.  Psychology & Marketing, 28 (8), 803-824.  

Dubinsky, A. J., Zhang, G., & Wood, M. (2011).  Revelations from Data Mining: A Case Study.  Journal of Selling and Major Account Management, 10 (2), 8-26.  

Lee, S., Comer, L., Dubinsky, A. J. , & Schafer, K. (2011).  The Role of Emotion in the Relationship between Customers and Automobile Salespeople.  Journal of Managerial Issues, 23 (2), 206-226.  

Yi, H. T., Lee, J., & Dubinsky, A. J. (2010).  An Empirical Investigation of Relational Conflicts in Co-Marketing Alliances.  Journal of Business-To-Business Marketing, 17 (3), 249-278.  

Yi, H., Dubinsky, A. J., & Lim, C. U. (in press, 2011).  Determinants of Telemarketer Misselling in Life Insurance Services.  Journal of Services Marketing.  

Park, J., Kim, J., Dubinsky, A. J. , & Lee, H. (2010).  How Does Sales Force Automation Influence Relationship Quality and Performance? The Mediating Roles of Learning and Selling Behaviors.  Industrial Marketing Management, 39 (10), 1128-1138.  

Mehta, R., Anderson, R. E., Dubinsky, A. J. , Mazur, J., & Polsa, P. (2011).  Managing Channel Partner Relationships: A Cross-National Study.  Journal of Global Marketing, 24, 105-124.  

Mehta, R., Anderson, R. E., Dubinsky, A. J. , Polsa, P., & Mazur, J. (2010).  Managing International Channel Distribution Partners: A Cross-Cultural Perspective.  Journal of Marketing Channels, 17, 89-117.  

Sager, J. K., Dubinsky, A. J., & Wilson, P. H. (2010).  Psychological Climate Dimensions As Antecedents To Salespeople's Organizational Commitment, Turnover,.  Journal of Selling and Major Account Management, 9 (4), 8-27.  

Dubinsky, A. J., Nataraajan, R., & Huang, W. (2005).  Consumers' Moral Philosophies: Identifying the Idealist and the Relativist.  Journal of Business Research, 58, 1690-1701.  

Dubinsky, A. J., Mehta, R., Polsa, P., Mazur, J., & Xiucheng, F. (2006).  Strategic Alliances in International Distribution Channels.  Journal of Business Research, 59, 1094-1104.  

Dubinsky, A. J. & Lim, H. (2005).  The Theory of Planned Behavior in E-Commerce: Making a Case for Interdependencies between Salient Beliefs.  Psychology & Marketing, 22, 833-855.  

Dubinsky, A. J. & Lim, H. (2004).  Consumers' Perceptions of E-Shopping Characteristics: An Expectancy-Value Approach.  Journal of Services Marketing, 18 (6/7), 500-513.  

Dubinsky, A. J. & Chakravarty, S. (2005).  Individual Investors' Reactions to Decimalization: Innovation Diffusion in Financial Markets.  Journal of Economic Psychology, 26, 89-103.  

Dubinsky, A. J., Nataraajan, R., & Huang, W. (2004).  Influence of Moral Philosophy on Retail Salespeople's Ethical Perceptions.  Journal of Consumer Affairs, 38, 297-319.  

Dubinsky, A. J. & Chang, C. (2005).  Organizational Justice in the Sales Force: A Literature Review with Propositions.  Journal of Business-To-Business Marketing, 12, 35-71.  

Dubinsky, A. J., Lee, S., & Su, H. (2005).  Relationship Selling in the Meeting Planner/Hotel Salesperson Dyad.  Journal of Hospitality and Tourism Research, 29 (4), 427-447.  

Dubinsky, A. J., Huang, W., & Schrank, H. (2004).  Effect of Brand Name on Consumers' Perceptions of Online Shopping.  Journal of Consumer Behaviour, 4 (1), 40-50.  

Dubinsky, A. J. & Yen, W. (2004).  Framing Effects of Coupon Face Value on Coupon Redemption: A Literature Review with Propositions.  Journal of Marketing Management, 20, 877-896.  

Dubinsky, A. J., Chonko, L. B., Jones, E., & Roberts, J. B. (2003).  Organizational and Individual Learning in the Sales Force: An Agenda for Sales Research.  Journal of Business Research, 56, 953-946.  

Dubinsky, A. J. & Chen, Z. (2003).  A Conceptual Model of Perceived Customer Value in E-Commerce: A Preliminary Investigation.  Psychology & Marketing, 20, 232-348.  

Dubinsky, A. J., Metha, R., & Anderson, R. E. (2003).  Leadership Style, Motivation, and Performance in International Marketing Channels: An Empirical Investigation of the United States, Finland, and Poland.  European Journal of Marketing, 37 (1/2), 50/85.  

Dubinsky, A. J. & Skinner, S. J. (2002).  Going the Extra Mile: Antecedents of Salespeople's Peak Performance.  Industrial Marketing Management, 31, 589-598.  

Dubinsky, A. J., Lui, S. S., & Shi, Y. (2000).  Institutional Entrepreneurship: A Panacea for Universities-in-Transition.  European Journal of Marketing, 35 (11/12), 1315-1337.  

Dubinsky, A. J., Mehta, R., & Anderson, R. E. (2000).  Satisfaction with Sales Manager Training: Design and Implementation Issues.  European Journal of Marketing, 34 (1/2), 27-50.  

Dubinsky, A. J. & Yammarino, F. J. (1998).  Employee Responses: Gender- or Job-Related Differences?  Journal of Vocational Behavior (32), 366-383.  

Dubinsky, A. J., Yammarino, F. J., & Spangler, W. D. (1998).  Transformational and Contingent Reward Leadership: Individual, Dyad, and Group Levels of Analysis.  Leadership Quarterly, 9 (1), 27-54.  

Dubinsky, A. J., Kotabe, M., Lim, C. U. , & Wagner, W. (1997).  The Impact of Values on Salespeople's Job Responses: A Cross-National Investigation.  Journal of Business Research, 39, 195-208.  

Dubinsky, A. J. (1996).  The Super Sales Force--Politicians in the World Market.  Journal of International Marketing, 4 (3), 73-87.  

Dubinsky, A. J. (1996).  Some Assumptions About the Effectiveness of Sales Training.  Journal of Personal Selling & Sales Management, 16, 67-76.  

Dubinsky, A. J., Michaels, R. E., Kotabe, M., & Lim, C. U. (1996).  The Effects of Organizational Formalization on Organizational Commitment and Work Alienation in U.S., Japanese, and Korean Industrial Sales Forces.  European Journal of Marketing, 30 (7), 8-24.  

Dubinsky, A. J., Comer, L. B., Jolson, M. A. , & Yammarino, F. J. (1995).  When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople Gender and their Responses to Leadership Styles.  Journal of Personal Selling & Sales Management, 15, 17-32.  

Dubinsky, A. J. & belich, T. J. (1995).  Factors Related to Information Acqusition in Exporting Organizations.  Journal of Business Research, 33, 1-11.  

Dubinsky, A. J. & Yammarino, F. J. (1994).  Transformational Leadership Theory: Using Levels of Analysis to Determine Boundary Conditions.  Personnel Psychology, 47, 787-811.  

Dubinsky, A. J., Yammarino, F. J., Jolson, M. A. , & Spangler, W. D. (1995).  Transformational Leadership: An Initial Investigation in Sales Management.  Journal of Personal Selling & Sales Management, 15, 17-32.  

Dubinsky, A. J., Michaels, R. E., Kotabe, M., & Lim, C. U. (1994).  Differences in Motivational Perceptions Among U.S., Japanese, and Korean Sales Personnel.  Journal of Business Research, 30, 175-185.  

Dubinsky, A. J., Kotabe, M., & Lim, C. U. (in press, 1993).  Effects of Organizational Fairness on Japanese Sales Personnel.  Journal of International Marketing, 1, 5-24.  

Dubinsky, A. J., Yammarino, F. J., & Jolson, M. A. (in press, 1994).  Influence of Closeness of Supervision on Salesperson Work Outcomes: An Alternate Perspective.  Journal of Business Research, 29, 225-237.  

Dubinsky, A. J., Micheals, R. E., & Kotabe, M. (in press, 1993).  Perceptions of Motivational Components: Salesmen and Saleswomen Revisited.  Journal of Personal Selling & Sales Management, 13, 25-37.  

Dubinsky, A. J., Jolson, M. A., Michaels, R. E. , Kotabe, M., & Lim, C. U. (in press, 1992).  Ethical Perceptions of Field Sales Personnel: An Empirical Assessment.  Journal of Personal Selling & Sales Management, 12, 9-21.  

Dubinsky, A. J., Jolson, M. A., Yammarino, F. J. , & Comer, L. B. (in press, 1993).  Transforming The Salesforce With Leadership.  Sloan Management Review, 34, 95-106.  

Dubinsky, A. J., Michaels, R. E., Kotabe, M., & Lim, C. U. (in press, 1992).  Influence of Role Stress on Industrial Salespeople's Work Outcomes in the United States, Japan, and Korea.  Journal of International Business Studies, 23 (1), 77-99.  

Dubinsky, A. J., Kotable, M., & Lim, C. U. (in press, 1992).  Perceptions of Organizational Fairness: A Cross-National Perspective.  International Marketing Review, 9 (2), 41-58.  

Dubinsky, A. J. & Yammarino, F. J. (in press, 1992).  Superior-Subordinate Relationships: A Multiple Levels of Analysis Approach.  Human Relations, 45 (6), 575-600.  

Dubinsky, A. J., Jolson, M. A., Kotable, M., & Lim, C. U. (in press, 1991).  A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions.  Journal of International Business Studies, 22 (4), 651-670.  

Dubinsky, A. J. & Gotlieb, J. (1991).  Influence of Price on Aspects of Consumers' Cognitive Process.  Journal of Applied Psychology, 22 (4), 1991.  

Dubinsky, A. J., Dougherty, T. W., & Wunder, S. (1990).  Influence of Role Stress on Turnover of Sales Personnel and Sales Managers.  International Journal of Research Marketing (7), 121-133.  

Dubinsky, A. J., Childers, T. L., & Skinner, S. J. (1990).  Leadership Substitutes as Moderators of Sales Supervisory Behavior.  Journal of Business Research (21), 393-382.  

Dubinsky, A. J. & Loken, B. (1989).  Analyzing Ethical Decision Making in Marketing.  Journal of Business Research (12), 83-107.  

Dubinsky, A. J. & Yammarino, F. J. (1990).  Salesperson Performance and Managerially Controllable Factors: An Investigation of Individual and Work Group Effects.  Journal of Management (16), 87-106.  

Dubinsky, A. J., Skinner, S. J., & Whittler, T. E. (1989).  Evaluating Sales Personnel: An Attribution Theory Perspective.  Journal of Business Research (9), 9-21.  

Dubinsky, A. J., Michaels, R. E., Cron, W. L. , & Joachimsthaler, E. A. (1988).  Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers.  Journal of Marketing Research (24), 376-383.  

Dubinsky, A. J., Yammarino, F. J., & Hartley, S. W. (1987).  An Approach for Assessing Individual versus Group Effects in Performance Evaluations.  Journal of Occupational and Organizational Psychology (60), 157-167.  

Dubinsky, A. J., Jolson, M. A., & Anderson, R. E. (1987).  Correlates and Determinants of Sales Force Turnover: An Exploratory Study.  Journal of Personal Selling & Sales Management (7), 9-27.  

Dubinsky, A. J., Childers, T. L., Skinner, S. J. , & Gencturk, E. (1988).  Impact of Sales Supervisor Leadership Behavior on Insurance Agent Attitudes and Performance.  Journal of Risk and Insurance (55), 132-144.  

Dubinsky, A. J. & Yammarino, F. J. (1987).  On Job Satisfaction: It's the Relationships That Count!  Journal of Risk and Insurance (54), 804-809.  

Dubinsky, A. J., Cron, W. L., & Micheals, R. E. (1988).  The Influence of Career Stages on Components of Salesperson Motivation.  Journal of Marketing (52), 78-92.  

Dubinsky, A. J., Hampton, R., & Skinner, S. J. (1986).  A Model of Sales Supervisor Leadership Behavior and Retail Salespeople's Job-Related Outcomes.  Journal of the Academy of Marketing Science (14), 33-.  

Dubinsky, A. J., Ingram, T. N., Howell, R. D. , & Bellenger, D. N. (1986).  Sales Force Socialization.  Journal of Marketing (50), 192-207.  

Dubinsky, A. J. & Hartley, S. W. (1986).  A Path-Analytic Study of a Model of Salesperson Performance.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J. & Hartley, S. W. (in press, 1986).  Antecedents of Retail Salesperson Performance: A Path-Analytic Perspective.  Journal of Business Research (14), 253-268.  

Dubinsky, A. J. & Yammarino, F. J. (1985).  Job-Related Responses of Insurance Agents: A Multi-Firm Investigation.  Journal of Risk and Insurance.  

Dubinsky, A. J., Ingram, T. N., & Fay, C. H. (1984).  An Empirical Examination of the Assumed Job Tenure-Vocational Maturity Linkage in the Industrial Sales Force.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J., Ingram, T. N., & Rudelius, W. (1985).  Ethics in Industrial Selling: How Product and Service Salespeople Compare.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J. & Levy, M. (1985).  Ethics in Retailing: Perceptions of Retail Salespeople.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J. & Hensel, P. J. (1985).  Identification and Classification of Problems Associated with Evaluating Social Marketing Efforts.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J. & Skinner, S. J. (1984).  Purchasing Insurance: Predictors of Family Decision-Making Responsibility.  Journal of Risk and Insurance.  

Dubinsky, A. J., Skinner, S. J., & Donnelly, J. H. (1984).  The Use of Social Bases of Power in Retail Sales.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. & O'Connor, P. J. (1983).  A Multidimensional Analysis of Preferences for Sales Positions.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. & Skinner, S. J. (1984).  Impact of Job Characteristics on Retail Salespeople's Reactions to Their Jobs.  Journal of Retailing.  

Dubinsky, A. J. & Levy, M. (1983).  Identifying and Addressing Retail Salespeople's Ethical Problems: A Method and Application.  Journal of Retailing.  

Dubinsky, A. J. & Ingram, T. N. (1983).  Important First-Line Sales Management Qualifications: What Executives Think.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. & Hansen, R. W. (1982).  Improving Marketing Productivity: The 80/20 Principle Revisite.  California Management Review.  

Dubinsky, A. J. & Ingram, T. N. (1982).  A Classification of Industrial Buyers: Implications for Sales Training.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. (1981).  Perceptions of the Sales Job: How Students Compare with Industrial Salespeople.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J. & Staples, W. A. (1981).  Sales Training: Salespeople's Preparedness and Managerial Implications.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. & Hansen, R. W. (1981).  The Sales Force Management Audit.  California Management Review.  

Dubinsky, A. J. (1981).  A Factor Analytic Study of the Personal Selling Process.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J., Barry, T. E., & Kerin, R. A. (1981).  Sales-Advertising Interface in Promotion Planning.  Journal of Advertising.  

Dubinsky, A. J. & Rudelius, W. (1981).  Selling Techniques for Industrial Products and Services: Are They Different?  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. & Mattson, B. E. (1979).  Consequences of Role Conflict and Ambiguity Experienced by Retail Salespeople.  Journal of Retailing.  

Refereed Proceedings 

Full Paper

Dubinsky, A. J., Yi, H., Lee, J., & Lim, C. (2010).  The Determinants of Misselling in the Financial Services Industry.  Korean Academic Society of Business Administration (KASBA), Seoul, Korea: .  

Dubinsky, A. J., Kim, J., & Lee, S. (2010).  Development of a Scale for Assessing the Model of Necessary Evils.  2010 Global Marketing Conference, Tokyo, Japan: Korean Academy of Marketing Science, Tokyo, Japan: Korean Academy of Marketing Science.  

Book 

Dubinsky, A. J., Anderson, R. E. , & Mehta, R. (2007).  Personal Selling: Building Customer Relationships and Partnerships, Boston, MA:  Houghton Mifflin.  

Dubinsky, A. J. & Skinner, S. J. (2003).  Recruiting and Retaining Top Performers, Cincinnati, OH:  Thomson/Southwestern Publishing.  

Dubinsky, A. J. & Comer, J. M. (1985).  Managing the Successful Sales Force, Lexington Books:  Lexington, MA.  

Dubinsky, A. J. (1980).  Sales Training: An Analysis of Field Sales Techniques, Ann Arbor, MI:  UNI Research Press.