Department of Professional Sales

Dr. Prabakar (P.K.) Kothandaraman

Office:   V4036
Phone:   973-720-3864
Email:KothandaramanP@wpunj.edu
Office Hours:   By appointment

Department: Professional Sales
Position: RBI Executive Director; Chair, Professional Sales Department; Associate Professor

Education

Ph D, (Business Administration). Pennsylvania State University, 2001.
MBA, (Marketing). Xavier Institute of Management, 1993.
Bachelor of Engineering, (Chemical Engineering). Birla Institute of Technology & Science, 1986.

Representative Publications and Presentations

Refereed Journal Articles

Mani, S., Kothandaraman, P., Kashyap, R. K., Ashnai, B. (2015). Sales Role-Plays and Mock Interviews: An Investigation of Student Performance in Sales Competitions. Journal of Marketing Education.

Kothandaraman, P., Agnihotri, R., Dingus, R. E. (2014). Pursuing success in service recovery: A conceptual framework of salesperson's power in selling centre. Journal of Services Research, 14(1), 141-159.

Agnihotri, R., Shanker, M., Kothandaraman, P. (2012). Theorization of the Open Source Software Phenomenon: A Complex  Adaptive System Approach. Journal of Management and Marketing Research, 10, 1-10.

Schultz, C., Deshpand, R., Cornwell, B., Ekici, A., Kothandaraman, P., Peterson, M., Shapiro, S., Turkul, D., Veeck, A. (2012). Marketing and Public Policy: Transformative Research in Developing Markets. Journal of Public Policy and Marketing, 32(4), 178-184.

Kothandaraman, P., Agnihotri, R. (2012). Purchase Professionals’ Cynicism about Cooperating with Suppliers: Does it Impact Top Management Efforts to Induce Relational Behaviors in Buyer-supplier Relationships? Marketing Management Journal, 22(2), 1-18.

Agnihotri, R., Rapp, A., Kothandaraman, P., Singh, R. K. (2012). An Emotion-Based Model of Salesperson Ethical Behaviors. Journal of Business Ethics, 109(2), 243-257.

Agnihotri, R., Kothandaraman, P., Kashyap, R. K., Singh, R. (2012). Bringing "Social" into Sales: The Impact of Salespeople's Social Media Use on Service Behaviors and Value Creation. Journal of Personal Selling and Sales Management, 32(3), 333-348.

Kothandaraman, P., Agnihotri, R., Anderson, R. E. (2011). The Salesperson’s Role in CRM Success: Exploring the Value of Salesperson’s Mapping of Buying Center Structure. Marketing Review, 11(3), 249-261.

Conference Proceedings

Fresneda, J., Korschun, D., Kothandaraman, P. (2016). "CSR as an adaptive selling tool: a novel framework and a robust analysis proposal," K.K. Kim (ed.), Celebrating America's pastimes: Baseball, Hot Dogs, Apple Pie and Marketing? (pp. 373-387). Academy of Marketing Sciences Proceedings.

Mani, S., Kothandaraman, P., Kashyap, R. K., Ashnai, B. (2014). Drivers of Student Performance in Sales Role-play Competitions (pp. 182-183). Society for Marketing Advances Proceedings. http://www.marketingadvances.org/?page=A1

Kashyap, R. K., Mani, S., Kothandaraman, P., Agnihotri, R. (2014). In Gittha Hegde and G. Shainesh (Ed.), Sales Professionals’ Use of Social Media to Create and Deploy Social Capital in US And Indian Firms (pp. 248-260). Bengaluru: International Conference on Social Media Marketing in Emerging Markets.

Kothandaraman, P., Healy, W. J., Agnihotri, R. (2014). In R. VanMeter and J. Weiser (Ed.), Teaching 'Strategic Selling': Challenges and Remedy (pp. 182-183). New Orleans, Lousiana: Transformational Marketing: 2014 SMA Conference.

Kothandaraman, P., Mani, S., Kashyap, R. K., Agnihotri, R. (2013). End of Quarter Scrambling (EOQS): Aligning Incentives or Power of Habit?. Aalen: Global Sales Science Conference.

Kothandaraman, P., Kashyap, R. K., Agnihotri, R. (2013). In Aric Rindfleisch, Jim Burroughs (Ed.), Understanding The Role Of Social Media In Salesperson Customer Relationship Performance: A Social Capital Perspective (vol. 34, pp. 157). Las Vegas, NV: AMA Winter Educator’s Conference. http://toc.proceedings.com/19018webtoc.pdf

Agnihotri, R., Rapp, A., Kothandaraman, P. (2011). A Theoretical Framework for Salesperson-Manager Relational Identification. Orlando, Florida: National Conference In Sales Management.

Other Publications

Kothandaraman, P., Mani, S., Healy, W. J. (2016). Konica Minolta Business Solutions: A Professional Approach to Selling. Case Research Journal.