Scholarly Contributions

Academic Journal Articles

Stoltman, Jeffrey J., Kenneth A. Anglin, and Fred W. Morgan, (1993), "A Study of Prior and Intended Catalog Shopping," Journal of Marketing Channels

Macintosh, Gerrard M., Kenneth A. Anglin, David M. Szymanski, and James W. Gentry, (1992), "Relationship Development in Selling: A Cognitive Analysis," Journal of Personal Selling and Sales Management. Awarded Mu Kappa Tau Award for best paper - 1992

Anglin, Kenneth A., Jeffrey J. Stoltman, and James W. Gentry, (1991), "The Congruence of Manager Perceptions of Salesperson Performance and Knowledge-Based Measures of Adaptive Selling," Journal of Personal Selling and Sales Management

Stoltman, Jeffrey J., James W. Gentry, Kenneth A. Anglin, and Alvin C. Burns (1990), "Situational Influences on the Consumer Decision Sequence," Journal of Business Research, 21 (3), 195-207.

Conference Proceedings Articles

Hall, Mark C., Kenneth A. Anglin, and Kevin M. Elliott, (1997), "Marketing Research: The Small Business Perspective," in the Proceedings of the 1997 Small Business Consulting Conference

Macintosh, Gerrard M., James W. Gentry, and Kenneth A. Anglin, (1994), "The Role of Inference and Procedural Knowledge in Prospecting for New Customers," in the Proceedings of the 1994 National Conference in Sales Management

Anglin, Kenneth A. and Kevin M. Elliott, (1993), "Selling Knowledge, Adaptive Selling and Systematic Distortion," in the Proceedings of the 1993 National Conference in Sales Management, 35-38

Anglin, Kenneth A., Jeffrey J. Stoltman, and James W. Gentry, (1991), "Salesperson Communication Strategy and Adaptive Selling," Marketing Theory and Applications, the Proceedings of the 1991 Winter AMA Educators' Conference, 303-309

Stoltman, Jeffrey J., Kenneth A. Anglin, and Fred W. Morgan, (1991), "A Preliminary Examination of the Antecedents and Moderators of In-Home Shopping," Marketing Theory and Applications, the Proceedings of the 1991 Winter AMA Educators'Conference, 248-249.