Scholarly/Creative Works

• Gupta, A., Badrinarayanan, V. A., Alkire, L., & Ramachandran, I. (n.d.). The Countervailing Effects of Job Crafting on Salesperson Ethical Behaviors: The Role of Meaningful Work and Organizational Interventions. Journal of Business Ethics, (Quality Indicators: FT-50; ABDC-A).
• Kumar, B., Gupta, A., & Agarwal, R. (2025). Can Micromanagement be Beneficial for Adaptive Selling?  Role of Salesperson Creativity and Managerial Micromanagement During Disruption. Journal of Personal Selling and Sales Management. Retrieved from https://www.tandfonline.com/doi/full/10.1080/08853134.2024.2444209
• Kalra, A., Singh, R., Badrinarayanan, V. A., & Gupta, A. (2025). How Ethical Leadership and Ethical Self-Leadership Enhance the Effects of Idiosyncratic Deals on Salesperson Work Engagement and Performance. Journal of Business Ethics, (Quality Indicators:  FT-50; ABDC-A). https://doi.org/https://doi.org/10.1007/s10551-024-05717-9

• Sen, A., Kumar, A., Dubey, V., & Gupta, A. (2023). Managing Two-Sided B2B Electronic Markets: Governance Mechanisms, Performance Implications, and Boundary Conditions. Journal of Business Research, 169(December 2023), 114257-114281 (Quality Indicators: ABDC-A). https://doi.org/https://doi.org/10.1016/j.jbusres.2023.114257

• Mallapragada, G., Gupta, A., & Josephson, B. (2022). The impact of social capital and transaction efficacy on salesperson performance. Production and Operations Management, 31(9), 3525-3542 (Quality Indicators: CABS: 4*, ABDC: A*, FT-50, UTD-24). Retrieved from https://doi.org/10.1111/poms.13780

• Gupta, A., & Saboo, A. (2021). A Social Network Research Paradigm for Marketing: A Review and Research Agenda. In Marketing Accountability for Marketing and Non-marketing Outcomes (Vol. 18, pp. 233–261). Emerald Publishing Limited. Retrieved from https://doi.org/10.1108/S1548-643520210000018009
• Rayburn, S. W., Badrinarayanan, V. A., Anderson, S. T., & Gupta, A. (2021). Continuous techno-training and business-to-business salesperson success: How boosting techno-efficacy enhances sales effort and performance. Journal of Business Research, 133, 66–78. https://doi.org/10.1016/j.jbusres.2021.04.066
• Badrinarayanan, V. A., Gupta, A., & Chaker, N. (2021). The pull-to-stay effect: influence of sales managers’ leadership worthiness on salesperson turnover intentions. Journal of Personal Selling and Sales Management, 41(1), 39-55 (Quality Indicators: ABDC: A). Retrieved from https://doi.org/10.1080/08853134.2020.1820347

• Badrinarayanan, V. A., & Gupta, A. (2019). Sales Managers’ Leadership Worthiness and Salespeople’s Turnover Intentions.
• Gupta, A., Kumar, A., Grewal, R., & Lilien, G. (2019). Within-Seller and Buyer-Seller Network Structures and Key Account Profitability. Journal of Marketing, 83(1), 108-132 (Quality Indicators: CABS: 4*, ABDC: A*, FT-50, UTD-24). Retrieved from https://doi.org/10.1177/0022242918812056

• Wang, R., Gupta, A., & Grewal, R. (2017). Mobility of Top Marketing and Sales Executives in Business-to-Business Markets: A Social Network Perspective. Journal of Marketing Research, 54, 650-670 (Quality Indicators: CABS: 4*, ABDC: A*, FT-50, UTD-24). Retrieved from http://dx.doi.org/10.1509/jmr.14.0124