Department of Professional Sales

Dr. Prabakar (P.K.) Kothandaraman

Office:   V4036
Phone:   973-720-3864
Office Hours:   By appointment

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


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.

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.

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.