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).
• 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

• Moradi, M., Dass, M., Arnett, D., & Badrinarayanan, V. A. (2024). The Time-Varying Effects of Rhetorical Signals in Crowdfunding Campaigns. Journal of the Academy of Marketing Science, 1–29. https://doi.org/https://doi.org/10.1007/s11747-023-00943-5
• Zihagh, F., Moradi, M., & Badrinarayanan, V. A. (2024). Brand Prominence Perspective on Crowdfunding Success for Aftermarket Offerings:  The Role of Textual and Visual Brand Elements. Journal of Product & Brand Management, 33, 91–107. https://doi.org/https://doi.org/10.1108/JPBM-06-2023-4553
• Madhavaram, S., Hall, K., Ghosh, A., & Badrinarayanan, V. A. (n.d.). Building Upstream Supplier Capabilities for Downstream Customization: The Role of Collaboration Capital. Journal of Business Logistics, 45(1).
• Srivastava, V., Rangarajan, D., & Badrinarayanan, V. A. (n.d.). Customer Equity Drivers and Repurchase Intent among B2B Customers: The Moderating Role of Perceived Switching Cost. Journal of Business and Industrial Marketing, 39(5).
• Badrinarayanan, V. A., & Ramachandran, I. (2024). Relational Exchanges in the Sales Domain: A Review and Research Agenda Through the Lens of Commitment-Trust Theory of Relationship Marketing. Journal of Business Research, 177.
• Rangarajan, D., Badrinarayanan, V. A., Lai-Bennejean, C., Bowen, M., & Kaski, T. (n.d.). Digital Transformation in Sales Organizations: Antecedents of Sales Managers’ Change Readiness and Championing Behaviors. Journal of Business & Industrial Marketing.
• Zihagh, F., Moradi, M., & Badrinarayanan, V. A. (n.d.). Analysis of Emotional Cues in the Visuals of Crowdfunding Campaigns. In 2024 Academy of Marketing Science (AMS) Annual Conference Proceedings.

• Itani, O., Badrinarayanan, V. A., & Rangarajan, D. (2023). The Impact of Business-to-Business Salespeople’s Social Media Use on Value Co-Creation and Cross/up-selling: The Role of Social Capital. European Journal of Marketing, 57(3), 683–717.

• Rangarajan, D., Badrinarayanan, V. A., Sharma, A., Singh, R., & Guda, S. (2022). Left To Their Own Devices? Antecedents and Contingent Effects of Workplace Anxiety in the WFH Selling Environment. Journal of Business and Industrial Marketing, 37(11), 2361–2379.
• Badrinarayanan, V. A., Madhavaram, S., & Manis, K. T. (2022). Technology-enabled Sales Capability: A Capabilities-based Contingency Framework. Journal of Personal Selling and Sales Management, 42(4), 358–376.

• Moradi, M., & Badrinarayanan, V. A. (2021). The effects of brand prominence and narrative features on crowdfunding success for entrepreneurial aftermarket enterprises. Journal of Business Research, 124, 286–298. https://doi.org/https://doi.org/10.1016/j.jbusres.2020.12.002
• Badrinarayanan, V. A. (2021). Professor Shelby Hunt’s Contributions on Franchising: Revisiting Forecasts and Recommendations Four Decades Later. Journal of Global Scholars of Marketing Science, 31(2), 200–212.
• 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

• Moradi, M., Badrinarayanan, V. A., & Zihagh, F. (2020). The Effects of Video Pitch Content and Style on Crowdfunding Success. In 42th ISMS Marketing Science Conference Proceedings.

• Badrinarayanan, V. A., Ramachandran, I., & Madhavaram, S. (2019). Mirroring the Boss: Ethical Leadership, Emulation Intentions,  and Salesperson Performance. Journal of Business Ethics, 159, 897-912. (Quality: “A”, Impact Factor: 3.796, ABDC: A).
• Badrinarayanan, V. A., Ramachandran, I., & Madhavaram, S. (2019). Resource Orchestration and Dynamic Managerial Capabilities:  Focusing on Sales Managers as Effective Resource Orchestrators. Journal of Personal Selling and Sales Management, 39(1), 23-41. (Quality: “A”, Impact Factor: N/A, McCoy Marketing department: A, ABDC: A).
• Ramachandran, I., Lengnick-Hall, C. A., & Badrinarayanan, V. A. (2019). Enabling and leveraging Ambidexterity: Influence of Strategic Orientations and Knowledge Stock. Journal of Knowledge Management, 23(6), 1136-1156. (Quality: “A+”, Impact Factor: 4.488, ABDC: A).
• Badrinarayanan, V. A., & Becerra, E. P. (2019). Antecedents and Consequences of Shoppers’ Attitude toward Branded Store-Within-Stores: An Exploratory Framework of Patronage Intentions. Journal of Business Research, 105, 189–200.
• Badrinarayanan, V. A., & Gupta, A. (2019). Sales Managers’ Leadership Worthiness and Salespeople’s Turnover Intentions.
• Badrinarayanan, V. A., Madhavaram, S., Ramachandran, I., & Appan, R. (2019). Solutions Salesperson’s Problem Solving Approaches: An Exploration from the Customer’s Perspective.
• Badrinarayanan, V. A., & Becerra, E. P. (2019). Influence of Brand Attractiveness and Brand-Self Connections on Brand Evangelism.
• Madhavaram, S., Badrinarayanan, V. A., & McDonald, R. E. (2019). Top Management Emphasis and Silo-Spanning Communication for Marketing Knowledge Integration: An Empirical Examination.
• Badrinarayanan, V. A., & Becerra, E. P. (2019). When the Star Beckons: Celebrity-Branded Products and Retailer Resonance.
• Madhavaram, S., Bolton, D., & Badrinarayanan, V. A. (2019). Implications of the Developments in Metaphors Research for Marketing Communications: A Review and Research Agenda.
• Badrinarayanan, V. A., & Becerra, E. P. (2019). Shoppers’ Attachment with Retail Stores: Antecedents and Impact on Patronage Intentions. Journal of Retailing and Consumer Services, 50(September), 371–378. Retrieved from https://doi.org/10.1016/j.jretconser.2018.07.012

• Badrinarayanan, V., & Sierra, J. (2018). Triggering and Tempering Brand Advocacy by Frontline Employees: Vendor and Customer-Related Influences. Journal of Business & Industrial Marketing, 33(1), 42–52.
• Badrinarayanan, V. A., & Sierra, J. J. (2018). Inferred Social Approval and Brand Tribalism: A Tale of Two Communities,. Journal of Product and Brand Management, 27(4), 363–374.
• Badrinarayanan, V. A., & Becerra, E. P. (2018). Understanding Negativity Toward Brands: A Framework of Antecedents of Online Brand Derision.
• Badrinarayanan, V. A., Ramachandran, I., & Madhavaram, S. (2018). Leading by Example: Sales Leadership, Worthiness of Being Followed, and Salesperson Behaviors. American Marketing Association Winter Conference.
• Badrinarayanan, V. A., Ramachandran, I., & Madhavaram, S. (2018). Sales Managers’ Ethical Leadership and Salesperson Outcomes: The Role of Emulation Intentions. Academy of Marketing Science Annual Conference.
• Badrinarayanan, V. A., & Ramachandran, I. (2018). Ethical Leadership and Salesperson Performance: The Intervening Influence of Worthiness of Being Followed. Academy of Marketing Science 2018 World Marketing Congress.
• Suh, T., Kim, H.-S., Ko, J., Badrinarayanan, V. A., & Bahk, S. (2018). Electronic Shelf Labels: Prototype Development and Validation Using a Design Science Approach. Journal of Information Technology Management, 29(4), 23–38.

• Becerra, E. P., Badrinarayanan, V. A., & Henriquez-Daza, M. C. (2017). Perceived Security Risk and Shopping Behavior: An Exposition in Emerging Markets.
• Madhavaram, S., Bolton, D., & Badrinarayanan, V. A. (2017). Metaphors and Sales Management: A Review and Research Agenda.
• Ramachandran, I., & Badrinarayanan, V. A. (2017). How we are Led, How we are Oriented, and the Global Boundaries we Seek to Cross: International Diversification and Firm Performance.
• Becerra, E. P., & Badrinarayanan, V. A. (2017). Cultural Orientation and Ethnic Orientation as Triggers of Impulse Buying Behavior in Multi-Ethnic Markets.
• Madhavaram, S., Badrinarayanan, V. A., & McDonald, R. (2017). Grafting the Knowledge of Chief Marketing Officers (CMOs): The Key to CMO Impact on Firm Performance?

• Badrinarayanan, V., Ramachandran, I., & Madhavaram, S. (2016). Mirroring the Boss: Influence of Ethical Leadership on Salesperson Ethical Behavior and Performance (Vol. 2016). Academy of Marketing Science.
• Badrinarayanan, V., & Becerra, E. (2016). Online Brand Derision: When Brand Animosity Drives Avoidance and Negative Communication (Vol. 2016). Academy of Marketing Science.
• Ramachandran, I., Badrinarayanan, V., & Lengnick-Hall, C. (2016). Strategic Orientations, Knowledge Stock, and Ambidexterity: A Study of Firm-Wide Behavior and Consequences (Vol. 2016). Academy of Marketing Science.
• Badrinarayanan, V., & Becerra, E. (2016). The Influence of Branded Stores Within a Store (Vol. 2016). Academy of Marketing Science- World Marketing Congress.
• Badrinarayanan, V. A., Suh, T., & Kim, K.-M. (2016). Brand Resonance in Franchising Relationships: A Franchisee-Based Perspective. Journal of Business Research, 69(100), 3943–3950.
• Sierra, J., Badrinarayanan, V., & Taute, H. A. (2016). Explaining Behavior in Brand Communities: A Sequential Model of Attachment, Tribalism, and Self-Esteem. Computers in Human Behavior, 55, 626–632. https://doi.org/https://doi.org/10.1016/j.chb.2015.10.009

• Badrinarayanan, V., Sierra, J., & Martin, K. (2015). A Dual-Identification Framework of Online Multiplayer Video Games: The Case of Massively Multiplayer Online Role Plating Games (MMORPGs). Journal of Business Research, 68(5), 1045–1052.
• Badrinarayanan, V., Dixon, A., West, V., & Zank, G. (2015). Professional Sales Coaching:  An Integrative Review and Research Agenda. European Journal of Marketing, 49(7/8), 1087–1113.
• Badrinarayanan, V., & Becerra, E. (2015). Branded Store-within-Stores: Differential Impact of “Star” Versus “Supporting Cast” Brands on Brand and Retailer Outcomes. Academy of Marketing Science 2015 Annual Conference Proceedings.
• Madhavaram, S., & Badrinarayanan, V. (2015). Business-to-Business Solution Provision: An Empirical Investigation of Deliberate Versus Creative Problem Solving Routines of Salespeople. Academy of Marketing Science 2015 Annual Conference Proceedings.
• Madhavaram, S., Badrinarayanan, V., & Bicen, P. (2015). Integrated Marketing Communication (IMC): Conceptual and Theoretical Lacunae, Foundational Premises, and Framework. Academy of Marketing Science 2015 Annual Conference Proceedings.
• Sierra, J., Badrinarayanan, V., & Taute, H. A. (2015). Explaining Behavior in Brand Communities: A Sequential Model of Attachment, Tribalism. Denver, Co: Academy of Marketing Science.

• Badrinarayanan, V., Sierra, J. J., & Taute, H. A. (2014). Determinants and Outcomes of Online Brand Tribalism: Exploring Communities of Massively Multiplayer Online Role Playing Games (MMORPGs). Psychology & Marketing, 31(10), 853–870. https://doi.org/https://doi.org/10.1002/mar.20739
• Badrinarayanan, V., Becerra, E., & Madhavaram, S. (2014). Influence of Congruity in Store-Attribute Dimensions and Self-Image on Purchase Intentions in Online Stores of Multichannel Retailers. Journal of Retailing and Consumer Services, 21(6).
• Suh, T., & Badrinarayanan, V. (2014). Proximal and Distal Influences on Project Creativity in International Marketing Teams. International Marketing Review, 31(3), 283–307.
• Madhavaram, S., Granot, E., & Badrinarayanan, V. (2014). Relationship Marketing Strategy: An Operant Resource Perspective. Journal of Business & Industrial Marketing, 29(4), 275–283.

• Badrinarayanan, V. (2013). Exploring the Deliberate and Creative Problem Solving Routines of Business-to-Business Salespeople in the Context of Solution Selling: A Conceptual Framework. Academy of Marketing Science 2013 Annual Conference Proceedings.
• Becerra, E., & Badrinarayanan, V. (2013). Influence of Brand Trust and Brand Identification on Brand Evangelism. Journal of Product and Brand Management, 22(5/6), 371–383.
• Badrinarayanan, V., & Laverie, D. A. (2013). The Role of Manufacturers’ Salespeople in Inducing Brand Advocacy by Retail Sales Associates. Journal of Marketing Theory and Practice, 21(1), 59–72.
• Becerra, E., Badrinarayanan, V., & Kim, C. H. (2013). The Influence of Thinking Tendencies on the Online Transactions of Hybrid retailers. Journal of Business Research, 66(3), 336–344.
• Sierra, J., Jillapalli, R., & Badrinarayanan, V. (2013). Determinants of a Lasting Purchase: The Case of the Tattoo Patron. Journal of Retailing and Consumer Services, 20(4), 389–399. https://doi.org/https://doi.org/10.1016/j.jretconser.2013.01.014

• Becerra, E., & Badrinarayanan, V. (2012). Influence of Brand-Related Antecedents and Extraversion on Consumers’ Online Brand Referrals. Academy of Marketing Science 2012 Annual Conference Proceedings.
• Badrinarayanan, V., Becerra, E., & Madhavaram, S. (2012). Purchase Intentions in Online Store of Multichannel Retailers: Influence of Congruity in Store-Attribute Dimensions and Self-Image. American Marketing Association.
• Badrinarayanan, V., Becerra, E., Kim, C. H., & Madhavaram, S. (2012). Transference and Congruence Effects on Purchase Intentions in Online Stores of Multi-Channel Retailers: Initial Evidence from the U.S. and South Korea. Journal of the Academy of Marketing Science, 40(4), 539–557.
• Badrinarayanan, V., & Arnett, D. (2012). Virtual New Product Development Teams: An Integrated Framework of Interface Effectiveness. IEEE Engineering Management Review, 40(4), 80–90.
• Sierra, J., Jillapalli, R., & Badrinarayanan, V. (2012). Affect and Self-Expression as Determinants of a Lasting Purchase: The Case of the Tattoo Patron (p. 520). New Orleans, LA: Academy of Marketing Science.
• Badrinarayanan, V., West, V., & Zank, G. (2012). Professional Sales Coaching:  An Integrative Review and Research Agenda. 2012 National Conference in Sales Management.

• Badrinarayanan, V., & Madhavaram, S. (2011). Technology Dominant Service Interfaces: Challenges, CRM, and Key IT Capabilities. Academy of Marketing Science.
• Madhavaram, S., Badrinarayanan, V., & Granot, E. (2011). Approaching Global Industrial Marketing from a Managerial Cognitive Perspective: A Theoretical Perspective. Journal of Business & Industrial Marketing, 26(7), 532–541.
• Badrinarayanan, V., & Laverie, D. A. (2011). Brand Advocacy and Sales Effort Retail Salespeople: Antecedents and Influence of Identification with Manufacturer’s Brands. Journal of Personal Selling & Sales Management, 31(2), 123–140.
• Badrinarayanan, V., Madhavaram, S., & Granot, E. (2011). Global Virtual Sales Teams (GVSTs): A Conceptual Framework of the Influence of Intellectual and Social Capital on Effectiveness. Journal of Personal Selling & Sales Management, 31(3), 311–324.

• Madhavaram, S., Badrinarayanan, V., & Bicen, P. (2010). Critical Review as a Method of Inquiry: Issues and Implications. In J. A. Cote & C. R. Plouffe (Eds.). Portland, Oregon: Academy of Marketing Science 2010 Annual Conference Proceedings.
• Madhavaram, S., Badrinarayanan, V., & McDonald, R. E. (2010). The Implications of Knowledge Grafting for Marketing Strategy. New Orleans, Louisiana: American Marketing Association 2010 Winter Educators Conference Proceedings.
• Espinola, A., & Badrinarayanan, V. (2010). Consumer Expertise, Sacralization, and Event Attendance: A Conceptual Framework. Marketing Management Journal, 20(1), 145–164.
• Badrinarayanan, V., & West, V. (2010). Technology Adoption in SMEs: A Strategic Posture Matrix and Research Agenda. Journal of Business and Entrepreneurship, 22(1), 55–67.
• Badrinarayanan, V., Jillapalli, R., & Becerra, E. (2010). Distal salesperson-supervisor relationship: A conceptual integration of self-determination, leadership, and communication theories (Vol. 2010). Academy of marketing Science Annual Conference.

• Ramachandran, I., Badrinarayanan, V., & Clark, K. (2009). eHRM System Quality and User Acceptance. Chicago, Illinois: 2009 Academy of Management (AOM) Meeting.

• Appan, R., Madhavaram, S., Badrinarayanan, V., & Ramachandran, I. (2008). Effect of Valenced Ad Format on Implicit Brand Attitudes: The Case of Pop-ups. Ninth Annual Conference of the National Business and Economics Society.
• Madhavaram, S., Badrinarayanan, V., & McDonald, R. E. (2008). Exploring Product Grafting as an Innovation Option. San Diego, California: 2008 ISBM Conference.
• Ramachandran, I., & Badrinarayanan, V. (2008). Integrating Knowledge from Inter-Organizational Virtual Teams: An Exploratory Conceptual Framework. Anaheim, California: 2008 Academy of Management (AOM) Meeting.
• Badrinarayanan, V., & Arnett, D. B. (2008). Effective Virtual New Product Development Teams: An Integrated Framework. Journal of Business & Industrial Marketing, 24(3), 242–248.
• Badrinarayanan, V., & Madhavaram, S. (2008). Exploring Marketing Students’ Perceptions of Pedagogical Innovations Using the Critical Incident Technique Approach. Journal for Advancement of Marketing Education, 12, 32–42.
• Badrinarayanan, V., & Madhavaram, S. (2008). Workplace Spirituality and the Selling Organization: A Conceptual Framework and Research Propositions. Journal of Personal Selling & Sales Management, 28(4), 421–434.

• Badrinarayanan, V., & Becerra, E. (2007). Conversion Rates in Online Stores of Hybrid Retailers: Impact of Image Congruity with Parent Physical Store and Rival Online Prototype. Chicago, Illinois: 2007 Spring Marketing Management Association Conference.
• Becerra, E., & Badrinarayanan, V. (2007). Store Image Congruity, Culture, and Online Conversion Rates: A Framework for Hybrid Retailers. In N. Bendapudi, S. Kim, & D. W. Stewart (Eds.). Coral Gables, Florida: 2007 Academy of Marketing Science Proceedings.
• Badrinarayanan, V., & Madhavaram, S. (2007). Theoretical Foundations of Integrated Marketing Communication (IMC). Academy of Marketing Science.
• Badrinarayanan, V., & Madhavaram, S. (2007). Theoretical Foundations of Integrated Marketing Communication (IMC). In N. Bendapudi, S. Kim, & D. W. Stewart (Eds.). Coral Gables, Florida: 2007 Academy of Marketing Science Proceedings.

• Madhavaram, S., & Badrinarayanan, V. (2006). Toward a Theory of Integrated Marketing Communication (IMC). In R. Chatterjee, J. Inman, & R. Venkatesh (Eds.). Pittsburgh, Pennsylvania: 2006 INFORMS Marketing Science Conference.
• Badrinarayanan, V., & Arnett, D. (2006). Virtual New Product Development Teams: An Integrated Framework of Interface Effectiveness. Academy of Marketing Science.

• Arnett, D. B., & Badrinarayanan, V. (2005). Enhancing Customer-Needs Driven CRM Strategies: Core Selling Teams, Knowledge Management Competence, and Relationship Marketing Competence. Journal of Personal Selling & Sales Management, 25(4), 329–343.
• Madhavaram, S., Badrinarayanan, V., & McDonald, R. E. (2005). IMC Strategy and Brand Identity Strategy as Essential Constituents of Brand Equity Strategy: A Conceptual Framework and Research Propositions. Journal of Advertising, 24(4), 69–81.