Publications


Below is an updated list of publications divided into subject areas:

Sustainability & Supply Chain Management

  1. Gabler, Colin B., Nikolaos Panagopoulos, Pavlos A. Vlachos, and Adam Rapp (2017), "Developing an Environmentally Sustainable Business Plan: An International B2B Case Study," Corporate Social Responsibility & Environmental Management, 24 (4), 261-272.
  2. Gabler, Colin B., R. Glenn Richey, and Geoffrey Stewart (2017), "Disaster Resilience through Public-Private Short-Term Collaboration," Journal of Business Logistics, 38 (2), 130-144.
  3. Gabler, Colin B., R. Glenn Richey, and Adam Rapp (2015), “Developing an Eco-Capability through Environmental Orientation and Innovation,” Industrial Marketing Management, 45, 151-161.
  4. Adams, Frank G., R. Glenn Richey, Chad W. Autry, Tyler R. Morgan and Colin B. Gabler (2014), “Supply Chain Collaboration, Integration, and Relational Technology: How Complex Operant Resources Increase Performance Outcomes,” Journal of Business Logistics, 35 (4), 299-317.
  5. Gabler, Colin B., Raj Agnihotri and Christopher R. Moberg (2014), “Collaborative Communication and its Impact on Value Creation through Sales and Logistics: A Theoretical Approach,” Journal of Marketing Channels, 21 (4), 242-253. Special Issue on Sales and Negotiations within Marketing Channels.
  6. Richey, R. Glenn, Carolyn Sara (Casey) Findley, Stephanie T. Gillison and Colin B. Gabler (2014), “The Effects of Environmental Focus and Program Timing on Green Marketing Performance and the Moderating Role of Resource Commitment,” Industrial Marketing Management, 43 (7), 1246-1257.
  7. Gabler, Colin B., Frank G. Adams and Tyler R. Morgan (2013), “Crisis Management and Philanthropic Motives: A Multiple-Theory Driven View of Research Opportunities,” International Journal of Transitions & Innovation Systems, 13 (1), 70-84.
  8. Genchev, Stefan E., R. Glenn Richey and Colin B. Gabler (2011), “Evaluating reverse logistics programs: A suggested process formalization,” International Journal of Logistics Management, 22 (2), 242-263.

Sales & Service
  1. Gabler, Colin B. and Raj Agnihotri, "Sales Role Play...Take Two...Action! Using Video Capture Technology to Improve Student Performance," Journal of the Academy of Business Education, (forthcoming in 2018).
  2. Gabler, Colin B., Jessica Ogilvie, Adam A. Rapp, and Daniel Bachrach, "Is there a Dark Side of Ambidexterity? Implications of Dueling Sales and Service Orientations," Journal of Service Research, (forthcoming in 2018).
  3. Gabler, Colin B., Raj Agnihotri and Omar Itani, "Can Salesperson Guilt Lead to More Satisfied Customers? Findings from India," Journal of Business and Industrial Marketing, 32 (7), 951-961.
  4. Gabler, Colin B., Adam Rapp, R. Glenn Richey, and Frank G. Adams, "Can Service Climate Detract from Employee Performance: The Role of Experience in Optimizing Satisfaction and Sales Performance," Decision Sciences (forthcoming).
  5. Agnihotri, Raj, Jorge Fernando, Colin B. Gabler, Omar Itani, and Michael Krush (2017), "Salesperson Ambidexterity and Customer Satisfaction: Examining the Role of Customer Demandingness, Adaptive Selling, and Role Conflict," Journal of Personal Selling & Sales Management, 37 (1), 27-41.
  6. Agnihotri, Raj, Valter Alfonso Vieira, Karin Borges Senra, and Colin B. Gabler (2016), "Examining the Impact of Salesperson Interpersonal Mentalizing Skills on Performance: The Role of Attachment Anxiety and Subjective Happiness," Journal of Personal Selling & Sale Management, 16 (2), 174-189, special issue on Emerging Economies.
  7. Gabler, Colin B. and Ronald Paul Hill (2015), "Abusive Supervision, Distributive Justice, and Work-Life Balance: Perspectives from Salespeople and Sales Managers," Journal of Personal Selling & Sale Management, 35 (3), 247-261.
  8. Gabler, Colin B., Adam Rapp and R. Glenn Richey (2014), “The Effect of Environmental Orientation on Salesperson Effort and Participation: The Moderating Role of Organizational Identification,” Journal of Personal Selling & Sales Management, 34 (3), 173-187.
  9. Agnihotri, Raj, Adam Rapp, James ‘Mick’ Andzulis and Colin B. Gabler (2014), “Examining the Drivers and Performance Implications of Boundary Spanner Creativity,” Journal of Service Research, 17 (2), 164-181.
  10. Gabler, Colin B., Katy Nagy and Ronald Paul Hill (2014), “Abusive Leadership in Sales Organizations: Antecedents and Consequences,” Psychology & Marketing, 31 (4), 278-293.

Consumer Behavior
  1. Gabler, Colin B., V. Myles Landers, and Kristy E. Reynolds (2017), "Purchase Decision Regret: Negative Consequences of the Steadily Increasing Discount StrategyJournal of Business Research, 76, 201-208 in special issue on the Micro-Foundations of Pricing.
  2. Jones, Michael A., Kristy E. Reynolds, Mark J. Arnold, Colin B. Gabler, Stephanie T. Gillison, and V. Myles Landers (2015), "Exploring Consumers’ Attitude towards Relationship Marketing," Journal of Services Marketing, 29 (3), 188-199.
  3. Arnold, Mark J., Michael A. Jones, Kristy E. Reynolds, Meltem Tugut and Colin B. Gabler (2014), “Regulatory Focus Intensity and Evaluations of Retail Experiences,” Psychology & Marketing, 31 (11), 958-975.
  4. Lee, JiungYee, Jonny, Michael L. Capella, Charles R. Taylor, Meg Luo and Colin B. Gabler (2014), “The Financial Impact of Loyalty Programs in the Hotel Industry: A Social Exchange Theory Perspective,” Journal of Business Research, 67 (10), 2139-2146.
  5. Gabler, Colin B., Timothy Butler and Frank G. Adams (2013), “The Environmental Belief-Behavior Gap: Exploring Barriers to Green ConsumerismJournal of Customer Behaviour, 12 (2/3), 159-176. Special Issue for Emerging Scholars.
  6. Gabler, Colin B. and Kristy E. Reynolds (2013), “Buy Now or Buy Later: The Effects of Scarcity and Discount on Purchase Decisions,” Journal of Marketing Theory and Practice, 21 (4), 441-456.
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