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Raj S Agnihotri

Title: Mary Warner Fellow and Director of Ivy Sales Forum / Associate Professor
Department: Marketing

Office: 3185 Gerdin Business Building
Phone number: (515) 294-0475

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Bio

Dr. Raj Agnihotri serves as the Mary Warner Fellow and founding Director of Ivy Sales Forum. Previously, Raj held the first John Merrill Endowed Professorship in Consultative Sales at University of Texas-Arlington. He had served as Freeman Professor of Sales, Chair of the Marketing Department, and Academic Director of Schey Sales Centre at Ohio University. At Ohio, he conceived and launched Consumer Research Center.

Currently servig as the Editor-in-Chief of Journal Marketing Theory & Practice, Raj has published over 60 articles in leading scholarly journals. He serves on the editorial review boards of several reputed journals such as Journal of Academy of Marketing Science and Industrial Marketing Management. Just in last 5 years, his work has been cited over 3000 times (h-index = 30; i10 = 41). 

Before entering academia, Raj held a number of sales and marketing positions with startup ventures to major corporations and currently serves on the advisory boards of startups based in US, Europe, and India. Raj served on the faculty of prestigious Samson Global Leadership Program at Cleveland Clinic from 2014 to 2017. 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 around the world 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

  • Professional Selling
  • Digital Selling/Sales Technology
  • Social Media in B2B sales process

Selected Publications

  • Mullins, Ryan and Raj Agnihotri (2022) "Digital Selling: Organizational and Managerial Influences for Frontline Readiness and Effectiveness", Journal of the Academy of Marketing Science, Link to Paper
  • Agnihotri, Raj, Ashish Kalra, Haozhe Chen, and Patricia J. Daugherty (2021) "Utilizing Social Media in a Supply chain B2B Setting: A Knowledge Perspective", Journal of Business Logistics, Link to Paper
  • Agnihotri, Raj, Sudha Mani, Nawar N. Chaker, Patricia J. Daugherty, and Prabakar Kothandaraman (2020) "Drivers and Performance Implications Of Frontline Employees’ Social Capital Development And Maintenance: The Role Of Online Social Networks", Decision Sciences, Link to Paper
  • Valter Vieira, Marcos Inácio Severo de Almeida, Raj Agnihotri, Nôga Simões De Arruda Corrêa da Silva, and S. Arunachalam (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, Adam, Raj Agnihotri, Tom Baker, and James Andzulis (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