Ivy Profile

Bio

Dr. Raj Agnihotri is the Raisbeck Endowed Dean, Morrill Professor, and Mary Warner Professor of Marketing at Ivy College of Business-Iowa State University.

Raj has published over 80 articles in leading scholarly journals, including several FT-50 publications. A prolific researcher in sales technology, Raj is considered a global authority in digital mediation in the sales processes. 

He has been actively involved in executive education and has guided industry professionals from North America, Brazil, Europe, and India. Raj has done training and consulting work with senior-level executives in dozens of organizations in the past decade, including PricewaterhouseCoopers (PwC), Microsoft, Cleveland Clinic, KENT Corporation, Vermeer Corporation, NIIT, Iowa Department of Public Health, Wipro, etc.

Raj is a co-author of ABCs of Relationship Selling (McGraw Hill, 14 ed.), a global market leader in sales classes, and its contents can be found in four international versions. Numerous sales trainers worldwide use its selling process to prepare their salespeople.

Academic History

• Ph.D., Kent State University, Ohio, 2009

• M.B.A, Oklahoma City University, Oklahoma

• B.Eng., University of Pune, India

Expertise

• Social Media in B2B sales process

• Salesforce Training

• Relational Selling

• Digital Selling/Sales Enablement

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., & 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, 50:800-821. Link to Paper

• Agnihotri, R., Mani, S., Chaker, N. N., Daugherty, P. J., & Kothandaraman, P. (2022) "Drivers and Performance Implications Of Frontline Employees’ Social Capital Development And Maintenance: The Role Of Online Social Networks", Decision Sciences, 53 (1):181-215. 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