________________________________________________________________________ Bahar Ashnai Associate ProfessorDepartment of Marketing, Management, & Professional SalesWilliam Paterson University1600 Valley Road, Room 4038Wayne, NJ 07474(973) 720-3835Email View Academic ProfileDr. Bahar Ashnai has completed her Ph.D. at Manchester Business School, at the University of Manchester in the UK. She has joined the Department of Professional Sales at the Cotsakos College of Business at William Paterson University in September 2012. Bahar has completed a bachelor’s degree in Electrical Engineering at Shahid Beheshti University in Iran, and a master’s degree in Marketing and Electronic Commerce at Lulea University of Technology in Sweden. She has been a research assistant and Ph.D. candidate at Manchester Business School since August 2007. She has published in peer-reviewed journals (including Industrial Marketing Management, Journal of Business and Industrial Marketing, Marketing Intelligence and Planning and Total Quality Management and Business Excellence), has presented at a number of conferences (including American Marketing Association, Industrial Marketing and Purchasing, Society for Marketing Advances and Academy of Marketing Science) and won several awards (including the Best Paper Award for B2B/CRM Track at Society for Marketing Advances 2011 and 2010, the Literati Network Outstanding Paper Award for Excellence 2010, and the Pearson Education Best Abstract Award 2007). Her primary research and teaching interests are Business-to-Business Marketing and Selling, Sales, Buyer-Seller Relationships, International Marketing/Selling, and Quantitative Methods. Her research contributes to understanding how businesses can enhance their sales growth and performance, successfully manage buyer-seller relationships, manage and handle complaints, build trust, motivate cooperative behavior in business relationships and networks, and improve inter-functional collaboration. It has further implications with regard to selecting and training the personnel, including salespeople; also how firms can successfully practice sales and marketing strategies in a global and international environment.