List of Publications

Marketing & Supply Chain Strategy

Agnihotri, Raj and Colin B. Gabler, "Pursuing Competitive Advantages in the Interactive Digital Marketplace and Resource-Advantage (R-A) Theory of Competition: A Research Agenda," Journal of Marketing Management, (forthcoming).
Padgett, Daniel, Christopher Hopkins, and Colin B. Gabler (2024), "Turning Commitment into Performance through Buyer Dependence: A Dual Pathway Approach," European Journal of Marketing, 58 (4), 869-899.
Morgan, Tyler R., Colin B. Gabler, and Pamela Manhart (2023), "Supply Chain Transparency: Theoretical Perspectives for Future Research," International Journal of Logistics Management, 34 (5), 1422-1445.
Gabler, Colin B., V. Myles Landers, Raj Agnihotri, and Tyler R. Morgan (2023), "Environmental Orientation on the Frontline: A Boundary-Spanning Perspective for Supply Chain Management," Journal of Business Logistics, 44 (3), 369-386.
Adams, Frank A., Colin B. Gabler, and V. Myles Landers (2021), "The Hierarchical Resource Nature of Green Logistics Competency," Journal of Business and Industrial Marketing, 36 (8), 1474-1485.
Gabler, Colin B. Landers, V. Myles, and R. Glenn Richey (2020), "Benefits and Challenges of Developing an Eco-Social Orientation: Implications for Marketing Practice," European Journal of Marketing, 55 (4), 1155-1176.
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.
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.
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.
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.
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.
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.
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.
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.

Frontline Strategy

Vieira, Valter Afonso, Valter Faia, Juliano Domingues de Silva, and Colin B Gabler (2024), "Drivers of Industrial Sales Performance in the Agent-Buyer Chat Channel: The Role of Social and Functional Content, Message Valence, and Synchronicity," Journal of Retailing and Consumer Services, forthcoming.
Gabler, Colin B., and Ashish Kalra (2024), "How Ethical Leaders Foster Salesperson Creativity: Exploring the Roles of Social Power, Job Autonomy, & Internal Competitive Work Environment," Journal of Marketing Theory and Practice, forthcoming.
de Silva, Valter F., Vieira, Valter A., and Colin B. Gabler (2023), "There's No 'I' in Team: Aligning Self- and Group-Efficacy to Optimize the Effects of Support on Sales Outcomes," Journal of Personal Selling & Sales Management, 1-29.
Gleim, Mark, Heath McCullough, O.C. Ferrell, and Colin B. Gabler (2024), "Metaverse: Shifting the Reality of Services," Journal of Services Marketing, 38 (1), 13-27.
Gabler, Colin B., V. Myles Landers, and Omar Itani (2023), "Sustainability and professional sales: a review and future research agenda," Journal of Personal Selling & Sales Management, 43 (4), 336-353.
Gabler, Colin B., Omar Itani, and Raj Agnihotri (2023), "Activating Corporate Environmental Ethics on the Frontline: A natural resource-based view," Journal of Business Ethics, 186 (1), 63-86.
Vieira, Valter A., Marcos Severo, Colin B. Gabler, Ricardo Limongi, Milena Costa, and Miriam Pires (2021), "Optimizing Digital Marketing and Social Media Strategy: From Push to Pull to Performance," Journal of Marketing Management, 38 (7-8), 709-739.
Vieira, Valter A., Valter da Silva Faia, Colin B. Gabler, and Rosinaldo Nunes Cardoso (2020), "The Impact of Intuition and Deliberation on Acquisition-Retention Ambidexterity and Sales Performance: Comparing the Dual-Process and Uni-Process Models," Journal of Personal Selling & Sales Management, 41 (1), 56-69.
Rapp, Adam A., Colin B. Gabler, and Jessica Ogilvie (2020), "A Holistic Perspective of Sales Research: Areas of Consideration to Develop More Comprehensive Conceptual and Empirical Frameworks," Journal of Personal Selling & Sales Management, 40 (4), 227-233.
Gabler, Colin B., V. Myles Landers, and Adam Rapp (2020), "How Perceptions of Firm Environmental and Social Values Influence Frontline Employee Outcomes," Journal of Services Marketing, 34 (7), 999-1011.
Rostami, Amin, Colin B. Gabler, and Raj Agnihotri (2019), "Under Pressure: The Pros & Cons of Putting Time Pressure on your Salesforce," Journal of Business Research, 103, 153-162.
Gabler, Colin B., Valter Afonso Vieira, Karin Borges Senra, and Raj Agnihotri (2019), "Measuring and Testing the Impact of Interpersonal Mentalizing Skills on Retail Sales Performance," Journal of Personal Selling & Sales Management, 39 (3), 222-237.
Vieira, Valter Afonso, Juliano Domingues, and Colin B. Gabler (2019), "Overcoming Over-Identification: The Power of Organizational Prestige in Optimizing Sales Performance," Marketing Intelligence & Planning, 37 (3), 258-270.
Gabler, Colin B., Adam Rapp, R. Glenn Richey, and Frank G. Adams (2018), "Can Service Climate Detract from Employee Performance: The Role of Experience in Optimizing Satisfaction and Sales Performance," Decision Sciences, 49 (1), 7-24.
Gabler, Colin B., Jessica Ogilvie, Adam A. Rapp, and Daniel Bachrach (2017), "Is there a Dark Side of Ambidexterity? Implications of Dueling Sales and Service Orientations," Journal of Service Research, 20 (4), 379-392.
Gabler, Colin B., Raj Agnihotri and Omar Itani (2017), "Can Salesperson Guilt Lead to More Satisfied Customers? Findings from India," Journal of Business and Industrial Marketing, 32 (7), 951-961.
Agnihotri, Raj, Fernando Jamarillo, 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.
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.
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.
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.
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.
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 Strategy

Jones, Michael A., Stephanie T. Gillison, Colin B. Gabler, and Kristy Reynolds (2024), Consumer Response to Product Discontinuation," Journal of Marketing Theory and Practice, forthcoming.
Gabler, Colin B. and Meike Eilert (2024), "Social Institutions as Enablers and Inhibitors of Environmental Activism: A Cross-Cultural Perspective," Journal of Consumer Affairs, forthcoming.
Moran, Nora and Colin B. Gabler (2023), "A new Perspective on Labor: How marketing Can Address Modern Worker Dilemmas," Journal of Nonprofit & Public Sector Marketing, 1-29.
Landers, V. Myles, Colin B Gabler, Haley Hardmann, and William Northington (2022), "Can You Ask 'Too Much' of Your Customers?" Journal of Services Marketing, forthcoming.
Gabler, Colin B., Ronald Paul Hill, and V. Myles Landers (2021), "Saving Behavior Within and Across Developing Nations: Implications for Public Policy Makers," Journal of Public Policy & Marketing, 40 (3), 354-371.
Gabler, Colin B., V. Myles Landers, and Kristy E. Reynolds (2017), "Purchase Decision Regret: Negative Consequences of the Steadily Increasing Discount Strategy” Journal of Business Research, 76, 201-208 in special issue on the Micro-Foundations of Pricing.
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.
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.
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.
Gabler, Colin B., Timothy Butler and Frank G. Adams (2013), “The Environmental Belief-Behavior Gap: Exploring Barriers to Green Consumerism” Journal of Customer Behaviour, 12 (2/3), 159-176. Special Issue for Emerging Scholars.
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.

Pedagogy

Gabler, Colin B., Andy Goodnite, Andrew Pueschel, and William A. Young III (2020), "Location, Location, Location? The Impact of Site Selection on Global Learning and Student Satisfaction in Short-Term Study Abroad," Journal of Scholastic Inquiry: Business, Fall (11), 107-122.
Tucker, Mary L., Katherine Hartman and Colin B Gabler (2019), "Global Learning in Short-Term Study Abroad: Assessing Business Students after Global Consulting Program," Journal of Scholastic Inquiry: Business, Fall (10), 32-46.
Gabler, Colin B. and Raj Agnihotri (2018), "Sales Role Play...Take Two...Action! Using Video Capture Technology to Improve Student Performance," Journal of the Academy of Business Education, 19 (Spring), 95-105.