Flaherty, K., Lam, S., Lee, N., Mulki, J., Dixon, A. (2011). Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows. Journal of Personal Selling & Sales Management, winter, 29-40.
Hollet-Haudebert, S., Mulki, J., Fournier,, C. (2011). Impact of Cynicism and Professional Efficacy on Organizational Commitment of French Salespeople. Journal of Personal Selling and Sales Management.
Mulki, J., Jaramillo, F. (2011). Ethical Reputation and Value Received: Customer Perceptions. International Journal of Bank Marketing, 29(5), 368-351.
Jaramillo, F., Mulki, J., Boles, J. (2011). Workplace Stressors, Job Attitude, and Job Behaviors: Is Interpersonal Conflict The Missing Link? Journal of Personal Selling & Sales Management.
Mulki, J., Jaramillo, F., Malhotra, S., Locander, W. (2011). Decisive Managers, Reluctant Employees and Stress: Moderating Impact of Leadership Style. Journal of Business Research.
Mulki, J., Jaramillo, F. (2011). Workplace Isolation: Salespeople and Supervisors. International Journal of Human Resource management, 22(4), 902-923.
Mulki, J., Prakash, F., Malhotra, S., Locander, B. “Decisive Managers, Reluctant Employees and Felt Stress: The Moderating Impact of Participative Leadership,” Journal of Business Research March 2011
Hollet-Haudebert, S., Mulki, J., Fournier, C. “Impact of Cynicism and Professional Efficacy on Organizational Commitment of French Salespeople.” Journal of the Personal Selling & Sales Management Fall 2011
Jaramillo, F., Mulki, Jay P., “Ethical Reputation and Value Received: Customer Perceptions.” International Journal of Bank Marketing, July 2011.
Mulki, J., Jaramillo, F. (2011). Workplace Isolation: Salespeople and Supervisors. International Journal of Human Resource management, 22(4), 902-923.
Lassk, F., Mulki, J. (2010). Organizing the Sales Force (Chapter 29 ed., vol. II). The Handbook of Technology Management, Vol. II.
Lassk, F., Mulki, J. (2010). Organizing the Sales Force (Chapter 29 ed., vol. II). The Handbook of Technology Management, Vol. II.
Barczak, G., Lassk, F., Mulki, J. (2010). Antecedents of Team Creativity: An Examination of Team Emotional Intelligence, Team Trust and Collaborative Culture. Creativity and Innovation Management, 19(4), 332-345.
Barczak, G., Lassk, F., Mulki, J. (2010). Antecedents of Team Creativity: An Examination of Team Emotional Intelligence, Team Trust and Collaborative Culture. Creativity and Innovation Management, 19(4), 332-345.
Valenzuela, L., Mulki, J., Jaramillo, F. (2010). Impact of Customer Orientation, Inducements and Ethics on Loyalty to the Firm: Customers’ Perspective. The Journal of Business Ethics, 93(May), 277–291.
Mulki, J., Jaramillo, F., Locander, W. (2009). Critical Role of Leadership on Ethical Climate and Salesperson Behaviors. The Journal of Business Ethics.
Jaramillo, F., Mulki, J., Boles, J. (2009). The Effect of Ethical Climate and Customer demands on salesperson’s job meaningfulness. American Marketing Science World Conference 2009.
Lassk, Felicia and Jay Prakash Mulki, “Organizing the Sales Force” – book chapter, The Handbook of Technology Management (Oct 2009).
Carrillat, F., Jaramillo, F., Mulki, J. (2009). Examining the Impact of Service Quality: a Meta-Analysis of the Empirical Evidence. Journal of Marketing Theory and Practice, 17(2), 95-110.
Mulki, J., Jaramillo, F., Onemayh, V. (2009). Empowerment Gone Awry: Do Empowerment and Motivation impact Lone Wolf Tendencies?. National Conference in Sales Management.
Mulki, J., Bardhi, F., Lassk, F. (2009). Managing Remote Workers. Sloan Management Review.
Barczak, G., Lassk, F., Mulki, J. (2009). Emotional Intelligence and Creativity in New Product Development Teams. World Marketing Congress -- Academy of Marketing Science.
Stock, J. R., Mulki, J. (2009). Product Returns Processing: An Examination of Practices of Manufacturers, Wholesalers/Distributors, and Retailers. Journal of Business Logistics, 30(1), 33-63.
Jaramillo, Fernando, Mulki, Jay Prakash (2008) “Sales effort: The intertwined roles of the leader, customers and the salesperson,” Journal of Personal Selling and Sales Management, 28(1), pp.37-51.
Mulki, Jay Prakash, Fernando Jaramillo, and William Locander, (2008). “Effect of Ethical Climate on Turnover Intentions: Linking Attitudinal- and Stress Theory,” Journal of Business Ethics, 78 (4), pp. 559-574.
Mulki, Jay Prakash., Locander, William., Marshall, Greg., Harris, Eric., Hensel, Jim. (2008). "Workplace Isolation, Salesperson Commitment, and Job Performance." Journal of Personal Selling and Sales Management, 28(1), pp 67-78.
Mulki, J., Lassk, F., Jaramillo, F. (2008). The Effect of Self-Efficacy on Salesperson Work Overload and Pay Satisfaction. Journal of Personal Selling & Sales Management, 28(3), 283-295.
Carrillat, François A., Fernando Jaramillo, and Jay Prakash Mulki (2007) “The Validity of the SERVQUAL and SERVPERF Scales: A Meta-Analytic View of 17 Years of Research across the Five Continents,” International Journal of Service Industry Management , Vol.18( 5) pp. 472-490.
Jaramillo, Fernando, Dan Ladik, Greg W. Marshall, and Jay P Mulki (2007), “A Meta-Analysis of the Relationship between Sales Orientation-Customer Orientation (SOCO) and Salesperson Job Performance," Journal of Business and Industrial Marketing, Vol. 22. No. 5, pp. 302-311.
Marshall, Greg W., Charles E. Michaels, and Jay P Mulki (2007), "Workplace Isolation: Exploring the Construct and Its Measurement," Psychology & Marketing, 24 (March), pp. 195-223.
Mulki, Jay Prakash, Fernando Jaramillo, and Greg W Marshall (2007), "Lone Wolf Tendencies and Salesperson Performance," Journal of Personal Selling & Sales Management, 27 (winter), pp. 25-38.
Mulki, J. (2007). When Do You Get Rid of the Customer? Westport, CT: Company and Customer Relations-Praeger.
Jaramillo, Fernando , Jay Prakash Mulki, and Paul Solomon (2006), "The Role of Ethical Climate on Salesperson’s Role Stress, Job Attitudes, Turnover Intention, and Job Performance,” Journal of Personal Selling & Sales Management, Vol. 26 (summer), 271-282.
Jaramillo, Fernando, Jay P Mulki, and William Locander (2006) “The Role of Time Wasted in Sales Force Attitudes and Intention to Quit,” International Journal of Bank Marketing, Vol. 24 No. 1, Page 24-36.
Mulki, Jay Prakash, Fernando Jaramillo, and William Locander (2006), “Effects of Ethical Climate and Supervisory Trust on Salespersons Job Attitudes and Intentions to Quit,” Journal of Personal Selling & Sales Management, Vol. 26 (winter), 19-26.
Mulki, Jay Prakash, Fernando Jaramillo, and William B. Locander (2006), "Emotional Exhaustion and Organizational Deviance: Can the Right Job and a Leader's Style Make a Difference?"Journal of Business Research, 59 (Nov), 1222-1230.
Mulki, Jay P., Fernando Jaramillo, and William Locander (2006), “Transform or Transact? Which Leader Gets Better Results? – A Meta-Analysis,” Journal of Business and Leadership: Research, Practice, and Teaching, Vol. 1, No. 1(Nov), 85-94.
Jaramillo, Fernando, Jay P Mulki, and Greg Marshall (2005) “A Meta-Analysis of the Relationship between Organizational Commitment and Salesperson Job Performance: Twenty-Five Years of Research,” Journal of Business Research, Vol. 58 (6), 705-25.
Selected Presentations
Barczak, G., Lassk, F. (Author Only), Mulki, J. (Author Only), Creativity and Innovation Management Community Conference, "Antecedents to Team Creativity: An Examination of Team Emotional Intelligence, Trust, and Collaborative Culture,” CIM Journal/Wiley Publishing, Paris, France. (July 1, 2010).
Mulki, J. (Presenter & Author), 39th NABA Expo: Management Leadership Development Institute, "Putting the Sizzle to Service,” National Association of Bank Accountants, Houston. (June 15, 2010).
Marck, M. (Author Only), Mulki, J. (Presenter & Author), Lipovski, P. (Author Only), 2010 Academy of Marketing Science Conference, "Developing Customer Solutions During an Economic Downturn,” Academy of Marketing Science, Portland, Oregon. (May 29, 2010).
Hollet-Haudebert, S. (Presenter & Author), Mulki, J. (Presenter & Author), Fournier, C. (Author Only), 2010 National Conference in Sales Management, "Cynicism and Professional Efficacy: A Study of French Salespeople,” Phi Sigma Epsilon, Milwaukee, WI. (April 1, 2010).
Robertson, C. (Presenter& Author), Mulki, J. (Author Only), Gonzalez, G. (Author Only), BALAS, "Predictors of Supplier Trust: A Study of Latin American Employees,” BALAS, Barcelona, Spain. (March 2010).
“Factors influencing work-life balance of remote worker” – invited to present this study in progress to researchers from Loyola University and Tulane University in New Orleans 2009
“Monetary and non-monetary aspects of Pricing” to National Association of Black Accountants, Inc. 2009
Mulki, J., Jaramillo, F. (Author Only), Boles, J. (Author Only), AMS World Congress, "Bringing Meaning to the Sales Job: The Effect of Ethical Climate and Customer Demandingness," American Marketing Science, Oslo, Norway. (July 25, 2009).
Barczak, G. (Presenter & Author), Lassk, F. (Presenter & Author), Mulki, J. (Presenter & Author), AMS World Congress, "Emotional Intelligence and Creativity in New Product Development Teams," Academy of Marketing Science, Oslo, Norway. (July 25, 2009).
“Mid life Career Changing Strategies” to National Association of Black Accountants, Inc. 2008
“Strategies for Retaining Profitable Customers” - special session to visiting Russian Executive MBA Students 2008
Workshop on New Product Development for Genzyme Sales group 2008
Lassk, F. (Presenter & Author), Mulki, J. (Presenter & Author), Academy of Marketing Science 2008, "The Impact on Selling and Marketing of Virtual Offices and Workplace Isolation: A Cross-Disciplinary Approach," Vancouver, BC. (May 30, 2008).
Mulki, J., Bardhi, F. (Presenter & Author), Research and Scholarship EXPO, "Working in Virtual Offices: An Examination of the Personal and Organizational Challenges and Coping Strategies," Northeastern University, Boston, MA. (March 26, 2008).
Mulki. Jay P (Presenter and Author) and Fernando Jaramillo (Presenter and Author), National Conference in Sales Management, (2008), Dallas, Texas, “Workplace Isolation and Supervisory Leadership Style”
Mulki, J. (Presenter & Author), IIMA Conference On Research in Marketing, "Salesperson Job Performance: Examining the effect of Job Involvement, Intrinsic Motivation and Effort," Indian Institute of Management, Ahmadabad, India.
Mulki, J. (Author Only), Carrillat, F. (Presenter & Author), Jaramillo, F. (Author Only), 9th SMA Retailing Seminar, "A Meta-Analysis of the Discriminant Validity between Service Quality and Customer Satisfaction," Society for Marketing Advances, Nashville, TN.
Mulki, J. (Presenter & Author), Carrillat, F. (Presenter & Author), Jaramillo, F. (Author Only), 9th International Seminar in Services Management, "The Validity of the SERVQUAL and SERVPERF Scales: A Meta-Analytic View of 17 Years of Research across the Five Continents," INSTITUT D’ADMINISTRATION DES ENTREPRISES, La Londe les Maures, France.
Mulki, J. (Presenter & Author), Jaramillo, F. (Presenter & Author), Solomon, P. (Author Only), 2006 National Conference in Sales Management, "The Role of Person-Job Fit in Reducing Interpersonal Conflict and Increasing Customer Satisfying Behavior in Team Selling," PI SIGMA EPSILON, MU KAPPA TAU, and The Fisher Institute for Professional Selling, Minneapolis.
Mulki, J. (Presenter & Author), Jaramillo, F. (Presenter & Author), Marshall, G. (Author Only), Society for Marketing Advances, "Lone Wolves and Team Selling," Society for Marketing Advances, San Antonio, Texas.
Lassk, F. (Author Only), Barczak, G. (Presenter & Author), Mulki, J. (Author Only), 2005 PDMA Academic Research Forum, San Diego, CA.
Industry and Academic Experience
Professor Mulki has B2B selling experience in the energy sector in domestic and international markets. He held senior management positions in Fortune 500 companies before entering the doctoral program.
Professional Services
Professor Mulki was a member of the Sales and Marketing Executives of Tampa Bay. He is member of editorial review board of Journal of Marketing Theory and Practice , Journal of Personal Selling & sales Management , Journal of Business Reserach9 (Marketing Group) and member of abstract editorial Board for Journal of Personal Selling and Sales Management.
Recent Press
Economist- http://www.economist.com/science/displaystory.cfm?story_id=11819706&fsrc=RSS
Christian Science Monitor - http://www.csmonitor.com/2008/0512/p14s02-wmgn.html
CNN- Money http://money.cnn.com/2007/11/14/pf/shifting_gears.moneymag/
US News and World Report http://www.usnews.com/articles/business/careers/2008/05/21/4-ways-to-burn-out-effort-free.html
Mailing Address
Jay Mulki
202 Hayden Hall
Northeastern University
Boston, Massachusetts 02115-5000