Bahar Ashnai

________________________________________________________________________

Bahar AshnaiBahar Ashnai

Assistant Professor
Russ Berrie Institute of Professional Sales
William Paterson University

Address 1600 Valley Road, Room 4038, Wayne, NJ 07474
Telephone (973) 720-3835
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EDUCATION

Ph.D. Business Marketing
Manchester Business School, The University of Manchester, 2013 

M.S. Marketing and E-Commerce
Lulea University of Technology, Sweden , 2006 
Thesis: An Analysis of B2B Relationship Quality among Iranian Managers

B.S. Electrical Engineering    
Shahid Beheshti University, Iran, 2003
Thesis: Speech Processing for Recognition of Correct Pronunciation of Words



AREAS OF EXPERTISE

Business-to-Business (B2B) Marketing and Selling Sales
International/Global Sales and Marketing
Salesforce Diversity
Quantitative Methods.



PUBLICATIONS


Smirnova, M., Henneberg, S. C., Ashnai, B., Naudé, P., & Mouzas, S. (2011) Understanding the Role of Marketing-Purchasing Collaboration in Industrial Markets: The Case of Russia, Industrial Marketing Management (ABS 2010 grade: 3), 40(1), 54-64.

Gruber, T., Henneberg, S. C., Ashnai, B., Naudé, P., & Reppel A. (2010) Complaint Resolution Management Expectations in an Asymmetric Business-to-Business Context, Journal of Business and Industrial Marketing (ABS 2010 grade: 2), 25(5), 360-371.

Henneberg, S. C., Gruber, T., Reppel A., Ashnai, B., & Naudé, P. (2009) Complaint Management Expectations: An Online-Laddering Analysis of Small versus Large Firms, Industrial Marketing Management (ABS 2010 grade: 3), 38(6), 584-598.

Ashnai, B., Smirnova, M., Kouchtch, S., Yu, O., Barnes, B. R., & Naudé, P. (2009) Assessing Relationship Quality in Four Business-to-Business Markets, Marketing Intelligence and Planning (ABS 2010 grade: 1), 27(1), 86-102.

Naudé, P., Ashnai, B., Chaharsooghi, K., & Perzon, H. (2007) An Analysis of B2B Relationship Quality among Iranian Managers: A Comparison between Iranian and English Managers, Total Quality Management and Business Excellence (ABS 2010 grade: 2), 18(8), 861-874. 


CONFERENCE PRESENTATIONS


2014

Ashnai, B., Henneberg, S. C., & Naudé, P. (2014) Drivers of Inter-organizational Trust in Buyer-Seller Relationships: A fsQCA Analysis, Academy of Marketing Science (AMS) Conference, Indianapolis, USA, May 2014.

Leischnig, A, Ivens, B, Henneberg, S. C., & Ashnai, B. (2014) Understanding Conditions of Sales Force Frustration, Academy of Marketing Science (AMS) Conference, Indianapolis, USA, May 2014.

2013

Ashnai, B.
, Henneberg, S. C., & Naudé, P. (2013) An Attitude-Behavior-Outcome Framework of Business-to-Business Relationships: Distinguishing Inter-Personal Trust and Inter-Organizational Trust, Industrial Marketing and Purchasing (IMP) Conference, Atlanta, GA, USA, August 2013.

Tamijani, S. H. M., Naudé, P., Chaharsoughi, S. K., Ashnai, B., & Zandi, A. (2013) The Importance of Country of Origin in Purchasing Industrial Products: The Case of the Valves Industry in Iran, International Conference on Business Market Management (BMM), Bamberg, Germany, June 2013.

2011

Ashnai, B. (2011) Trust in Business Relationship: Examining the Mediating Effects, Society for Marketing Advances (SMA) Conference, Memphis, USA, November 2011.

Henneberg, S. C., Ashnai, B., Smirnova, M., & Naudé, P. (2011) Dyadic Operationalization in Business Marketing, Academy of Marketing Science (AMS) Conference, Coral Gables, USA, May 2011.

2010

Smirnova, M., Henneberg, S. C., Ashnai, B., Naudé, P., & Mouzas, S. (2010) Marketing-Purchasing Integration and Collaboration Effects on Business Performance: A Russian Study Using Internal Dyadic Data, Society for Marketing Advances (SMA) Conference, Atlanta, Georgia, USA, November 2010.

Smirnova, M., Henneberg, S. C., Ashnai, B., Naudé, P., & Mouzas, S. (2010) Understanding the Impact of Marketing – Purchasing Collaboration on Improving Firm Performance: an Empirical Study of a Transitional Economy, 26th Industrial Marketing and Purchasing (IMP) Conference, Budapest, Hungary, September 2010.

Gruber, T., Henneberg, S. C., Ashnai, B., Naudé, P., Reppel, A., & Huber, F. (2010) What Buying Companies Expect from Suppliers in the Case of a Complaint, American Marketing Association (AMA) Summer Educators Conference, Boston, USA, August 2010.

Smirnova, M., Henneberg, S. C., Ashnai, B., Naudé, P., & Mouzas, S. (2010) Marketing - Purchasing Collaboration as a Factor of Firm Performance: Case of Russia, ISBM Academic Conference 2010, Boston, USA, August 2010.

Ramos, C., Henneberg, S. C., Naudé, P., Roseira, C., Brito, C, Ashnai, B., & Zaefarian, G. (2010) The Emergence Process of Innovation Networks: The Case of the Health Cluster Portugal, American Marketing Association (AMA) SERVSIC, International Service Research Conference, Porto, Portugal, June 2010.

2009

Gruber, T., Henneberg, S. C., Ashnai, B., Naudé, P., & Reppel, A. (2009) Buying Companies’ Complaint Handling Expectations in Close Business Relationships, Society for Marketing Advances (SMA) Conference, New Orleans, Louisiana, USA, November 2009.

Henneberg, S. C., Mouzas, S., Ashnai, B., & Naudé, P. (2009) A Typology of Contract Characteristics in Business Relationships, 25th Industrial Marketing and Purchasing (IMP) Conference, Marseilles, France, September 2009.

Henneberg, S. C., Ashnai, B., & Naudé, P. (2009) Is There Such a Thing as a ‘Dyadic Operationalization’? Some Considerations Regarding Quantitative Research and the Interaction Model of Business Relationships, 25th Industrial Marketing and Purchasing (IMP) Conference, Marseilles, France, September 2009.

Ashnai, B., Henneberg, S. C., & Naudé, P. (2009) A Dyadic Analysis of the Role of Trust and Reliance in Business Relationships: Initial Concept and Model Development, American Marketing Association (AMA) Summer Marketing Educators' Conference, Chicago, USA, August 2009.

Ashnai, B. (2009) Using a Dyadic Approach to Understand Trust and Reliance in Business Relationships, 1st Biennial Academy of Marketing Science (AMS) Doctoral Consortium, Oslo, Norway, July 2009.

Ashnai, B., Henneberg, S. C., & Naudé, P. (2009) Using a Dyadic Approach to Understand Trust and Reliance in Business Relationships, 2nd European Workshop on B2B Marketing, Lyon, France, June 2009.

2008

Gruber, T., Henneberg, S. C., Ashnai, B., & Naudé, P. (2008) An Exploratory Study of Complaint Management in Business-to-Business Relationships, 24th Industrial Marketing and Purchasing (IMP) Conference, Uppsala, Sweden.

Gruber, T., Naudé, P., Henneberg, S. C., Ashnai, B., & Reppel, A. (2008) Revealing Complaint Handling Expectations of Buying Companies, Society for Marketing Advances (SMA) Conference, St. Petersburg, FL, USA, November 2008.

Gruber, T., Henneberg, S. C., Ashnai, B., Naudé, P., & Reppel, A. (2008) Using Laddering to Understand Business Complaint Management, American Marketing Association (AMA) Summer Educators’ Conference, San Diego, USA.

Henneberg, S. C., Gruber, T., Ashnai, B., Naudé, P., & Reppel, A. (2008) Make Sure it Doesn’t Happen Again! Investigating Expectations of Manufacturing Companies Regarding Complaint Resolution Management, ISBM Academic Conference 2008, San Diego, USA.

Henneberg, S. C., Gruber, T., Ashnai, B., Naudé, P., & Reppel, A. (2008) Understanding Complaint Management in Close Business-to-Business Relationships, 4th Industrial Marketing and Purchasing (IMP) Journal Seminar, Lancaster, UK.

Ghazisaeedi, M., Campbell, C., & Ashnai, B. (2008) Blind Judgment at First Sight: Trusting Physicians from Their Attire, Academy of Marketing Science (AMS) Conference, Vancouver, Canada.

2007

Gruber, T., Henneberg, S. C., Ashnai, B., Naudé, P., & Reppel, A. (2007) An Exploratory Qualitative Study of Complaint Management in Business-to-Business Relationships, Working paper, Academy of Marketing B2B Marketing Masterclass, Leicester, UK.

Ashnai, B., Smirnova, M., Kouchtch, S., Yu, Q., Barnes, B. R., & Naudé, P. (2007) East is East? A Comparative Study of Relationship Quality among Iranian, Russian and Chinese Managers, 23rd Industrial Marketing and Purchasing (IMP) Conference, Manchester, UK.

Ashnai, B., Henneberg, S. C., & Naudé, P. (2007) The Role of Trust and Reliance in Relationship Quality: A Condition for Development of Buyer/Supplier Relationships, Industrial Marketing and Purchasing (IMP) Doctoral Consortium, Manchester, UK.

2006

Naudé, P., Ashnai, B., Chaharsooghi, K., & Perzon, H. (2006) An Analysis of B2B Relationship Quality among Iranian Managers: A Comparison between Iranian and English Managers, Academy of Marketing (AM) Conference, London, UK.


TEACHING INTEREST AND EXPERIENCE


Professional Selling
Global Sales and Marketing
Sales
B2B Marketing
Research Methods and Data Analysis
Marketing



SERVICE


Ad hoc Journal Reviewer: Industrial Marketing Management (2009-Present) 
Ad hoc Journal Reviewer: Journal of Business and Industrial Marketing (2012-Present) 

Conference Reviewer: Industrial Marketing and Purchasing (IMP) Conference (2010-Present)
Conference Reviewer: Academy of Marketing Science (AMS) World Marketing Conference 2013


AWARDS & HONORS

Research Assistant scholarship to do a PhD in Business Marketing at the Manchester IMP (mIMP) Research Group, Manchester Business School, UK September 2007
                                                                    
Scholarship to do a MSc in Marketing and E-Commerce from Ministry of Commerce, Iran September 2003 

Best Paper Award for Business-to-Business and Customer Relationship Management Track and Conference Best Paper Award Nomination 2011 SMA, “Trust in Business Relationship: Examining the Mediating Effects”

Best Paper Award for B2B/CRM Track and Conference Best Paper Award 2010 SMA, "Marketing-Purchasing Integration and Collaboration Effects on Business Performance:  A Russian Study Using Internal Dyadic Data"

The Literati Network Awards for Excellence 2010: “Ashnai, B., Smirnova, M., Kouchtch, S., Yu, O., Barnes, B. R., & Naudé, P. (2009) Assessing Relationship Quality in Four Business-to-Business Markets, Marketing Intelligence and Planning, 27 (1), pp. 86-102.” The paper was characterized as one of the most impressive pieces of work the editorial team has seen throughout 2009.

Fall 2009 ISBM PhD Seminar Series Award (Penn State): A scholarship award as a waiver of the admission fee to participate in the “Qualitative Research Methods” seminar

1st Biennial AMS Doctoral Consortium Award (Oslo School of Management, Norway) 2009: A travel scholarship for attendance at the consortium

Spring 2009 ISBM PhD Seminar Series Award (Penn State): A scholarship award as a waiver of the admission fee to participate in the “Methodological Challenges in Business Research” seminar

Fall 2008 ISBM PhD Seminar Series Award  (Penn State): A scholarship award as a waiver of the admission fee to participate in the “Organizing Buying Behaviour and Market Design” seminar

Pearson Education Best Abstract Award 2007: Gruber, T., Henneberg, S. C., Ashnai, B., Naudé, P., & Reppel, A. (2007) An Exploratory Qualitative Study of Complaint Management in Business-to-Business Relationships, Academy of Marketing B2B Marketing Masterclass, Leicester Business School, Leicester, UK.