________________________________________________________________________ Rajiv Kashyap Department Chair and ProfessorDepartment of Marketing, Management, & Professional SalesWilliam Paterson University1600 Valley Road, Room 3066Wayne, NJ 07474(973) 720-3850Email Rajiv Kashyap is the department chair and full professor of Marketing. His research has been published in the Journal of Marketing, Academy of Management Learning and Education, Journal of Marketing Theory and Practice, Journal of Personal Selling and Sales Management, Journal of Marketing Education, Academy of Marketing Science Review, among others. Professor Kashyap helps companies, non-profits, and, local entrepreneurs evaluate project feasibility and develop digital marketing and analytics strategy. Professor Kashyap has led and continues to assist the College with its AACSB accreditation efforts.
________________________________________________________________________ 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.
________________________________________________________________________ Saeed Shekari Assistant ProfessorDepartment of Marketing, Management, & Professional SalesWilliam Paterson University1600 Valley Road, Room 4038Wayne, NJ 07474(973) 720-3872Email Dr. Saeed Shekari is currently an Assistant Professor at Russ Berrie Institute for Professional Sales at William Paterson University. Saeed has a profound interest in quantitative research in the context of Business-to-Business (B2B) relationships. Before earning his Ph.D. in Business-Marketing, he has gained significant industry experience both in Engineering and Marketing & Sales. Besides his Ph.D., he holds an MBA and a bachelor's degree in Engineering. Currently, his research focuses on inter-organizational governance, e.g., contractual arrangements, product monitoring technologies as in the IoT domain (Internet of Things), firm performance, marketing strategy, and B2B sales practices. Saeed is passionate about theory-driven data analytics for practitioner relevant issues. Dr. Shekari also teaches negotiation, sales, industry analysis, and Influence and persuasion courses to both undergraduate and graduate-level students.
________________________________________________________________________ Michael G. Taylor Full-Time InstructorDepartment of Marketing, Management, & Professional SalesWilliam Paterson University1600 Valley Road, Room 4038Wayne, NJ 07474(973) 720-3864Email Professor Taylor is a Full-Time Instructor with the Russ Berrie Institute for Professional Sales at William Paterson University. His record of accomplishment for over forty years in business is a unique blend of entrepreneurial, corporate, consulting, and academic experience. Taylor is a U.S. Army veteran with deployment overseas. His life lessons from that experience are ones that everyone can use; Adapt, Improvise, and Overcome as a powerful way of thinking for any person who is faced with an obstacle or a desired objective in life. Academically, Professor Taylor has earned his B.A, in Business from William Paterson College and an MBA, from Fairleigh Dickinson University degree in Management, both at night, while working full time at responsible jobs. He has been an Adjunct Professor with RBI at William Paterson University since 2015. He has taught Human Resources and Organizational Behavior at Berkeley College; guest lecturer at (FIT) Fashion Institute of Technology; Baruch College; DeVry University, all on the topics of Business Management and Marketing. Some of his professional development training includes Miller Heiman: Conceptual Selling; Strategic Selling; Negotiation Success; IBM and EDS sales training boot camps. As an entrepreneur, he created and managed MTA Marketing as a sales promotion company and was a leader in novel ideas for customers to have greater brand awareness. He later started Key Solutions, LLC where he was the Managing Director, consulting with clients on improving their sales teams and systems to be more profitable. Taylor's corporate achievements have focused on large-scale sales using consultative selling of services, with extensive experience across industries from start-ups to high-growth Fortune 200 companies. He has a strong background in strategic planning and problem solving to design novel programs for rapid growth and turnarounds. His expertise is focused on forging high-powered partnerships and generating new income streams for bottom-line profitability improvement. His consulting and sales engagements include: Advertising/Media: EMI, Reader’s Digest, McGraw-Hill, Time Warner, Factiva, WebMD, D&B, Peoples Publishing | Technology: After-Mouse.com, Casey Group, CGS, IPSoft, Vortalsoft, Nobelstar, | Financial: Deutsche Bank, Credit Suisse, The Investment Center, M Holdings, ING Direct, Chubb Insurance, Goldman Sachs | Telecom: AT&T, Verizon, | Retail: A&P, Footstar, Liz Claiborne | Chemical: Cytec, BOC | Pharma: Pfizer, Warner-Lambert, Hoffman LaRoche | Manufacturing: GAF, WR Grace, Lockheed Martin | Health Care: St. Barnabas, Princeton HCS | Transportation: Hertz | Government: USPS, Picatinny Arsenal.
________________________________________________________________________ Michael Gatlin Professional Service SpecialistDepartment of Marketing, Management, & Professional SalesWilliam Paterson University1600 Valley Road, Room G065Wayne, NJ 07474(973) 720-7429Email Rajiv Kashyap is the department chair and full professor of Marketing. His research has been published in the Journal of Marketing, Academy of Management Learning and Education, Journal of Marketing Theory and Practice, Journal of Personal Selling and Sales Management, Journal of Marketing Education, Academy of Marketing Science Review, among others. Professor Kashyap helps companies, non-profits, and, local entrepreneurs evaluate project feasibility and develop digital marketing and analytics strategy. Professor Kashyap has led and continues to assist the College with its AACSB accreditation efforts.
