Journal Publications
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Evolving Relationship Marketing into a Discipline
Dr. Jagdish Sheth and Dr. Atul Parvatiyar
Journal of Relationship Marketing, vol. 1, No.1 pp.3-16, 2002
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Customer Relationship Management:Emerging
Practice, Process and Discipline
Atul Parvatiyar & Jagdish N. Sheth
Journal of Economic and Social Research vol. 3(2), pp 1-34, 2001
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The Antecedents and Consequences of
Integrated Global Marketing
Dr. Jagdish Sheth and Dr. Atul Parvatiyar
International Marketing Review,vol.18, No.1, pp 16-29, 2001
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Does Relationship Marketing Pay? An Empirical Investigation of
Relationship
Relationship Marketing Practices in Hospitals
Dr. G.M. Naidu, Dr. Atul Parvatiyar, Dr. Jagdish Sheth, and Lori Westgate
Journal of Business Research, vol.46, No.3, pp 207-218, 1999
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Relationship
Marketing in Consumer Markets: Antecedents and Consequences
Dr. Jagdish Sheth and Dr. Atul Parvatiyar
Journal of Academy of Marketing Science, vol.23, No.4, pp.255-271, (Fall 1995)
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The Evolution of Relationship Marketing
Dr. Jagdish Sheth
Atul Parvatiyar
International Business Review, vol.4, no.4, pp.397-418, 1995
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Synergistic Payoffs in Indo-US Strategic Alliances
Dr. Atul Parvatiyar and Yash Gupta
Technovation,vol.14, no.6, pp.395-406, 1994
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Toward a Theory of Business Alliance Formation
Dr. Jagdish Sheth and Dr. Atul Parvatiyar
Scandinavian International Business Review,vol.1, no.3, pp.71-87, 1992
*Reprinted in International Management: A Reader
Pervez N. Ghauri and S.
Benjamin Prasad, eds., The Dryden Press, London, 1995, pp. 174-188.
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A Web-Based Game-Oriented College Selection System Employing Fuzzy Rule Trees.
Sushil. K. Prasad, Raj Sunderraman, Yanqing Zhang and Atul Parvatiyar
(Georgia State University)
Proceedings of the 37th Annual Hawaii International
Conference on System Sciences (HICSS'04) - Track 3
p. 30075b January 5-8, 2004
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Chapters and Journal Publications in Scholarly Books
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Conceptual Framework of Customer Relationship Management
Dr. Atul Parvatiyar and Dr. Jagdish N. Sheth
Customer Relationship Management: Emerging Concepts, Tools and
Applications, Jagdish Sheth, Atul Parvatiyar and G. Shainesh, Eds.
Tata McGraw Hill Publishing Company, New Delhi, pp. 3-25, 2001
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The Domain and Conceptual Foundations of Relationship Marketing
Dr. Atul Parvatiyar and Dr. Jagdish Sheth
Handbook of Relationship Marketing, Eds. Sage Publications,
Thousand Oaks, CA, pp.3-38, 1999
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Why do Some Companies Not Want to Engage in Partnering Relationships?
Harald, Biong, Kenneth Wathne, and Dr. Atul Parvatiyar
Relationships and Networks in International Markets, Hans G.
Gemunden, Thomas Ritter and Achim Walters, eds. Elsevier Science
Ltd., Oxford, UK pp. 91-107, 1997
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Paradigm Shift in Interfirm
Marketing Relationships: Emerging Research Issues
Parvatiyar, Atul and Jagdish N, Sheth
Research in Marketing,
vol. 13, pp. 235-255, (1997)
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Ecological Imperatives and the Role of Marketing
Dr. Jagdish Sheth and Dr. Atul Parvatiyar
Environmental Marketing: Strategies, Practice, Theory and
Research, Michael J. Polonsky and Alma T. Mintu-Wimsatt, eds. Haworth Press,
Binghamton, NY, pp. 3-20, 1995
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Ecological Perspectives of Marketing in the 1990s:
Conserver Marketing for Sustainable Development
Dr. Atul Parvatiyar (1990)
Management and Labour Studies, Vol. 15, No. 2, (April 1990), pp. 79-89.
**Reprinted in Emerging Trends in Indian Marketing, S. C. Sahoo and P. K.
Sinha, eds., Academic Foundation, New Delhi, 1991, pp. 159-180.
Emerging Trends in Indian Marketing in the 90s, 1990
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Dimensions of Future Marketing in India
Dr. Atul Parvatiyar (1988) "Future Dimensions of Marketing in India,"*** Management and Labour Studies, Vol. 13, No. 1 (January 1988) pp. 31-39.
***Reprinted in Management Digest, vol. VI, No.1, 1989, pp. 12-22.
***Also reprinted in Emerging Trends in Indian Marketing in the 90s,
1990
S. C. Sahoo and
P. K. Sinha, eds., Academic Foundation, New Delhi, 1991, pp. 17-28.
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Edited Books and Journals
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Customer Relationship Management: Emerging Concepts, Tools and Applications
Edited by Dr. Jagdish Sheth, Dr. Atul Parvatiyar, and Dr. G. Shainesh
Published by Tata McGraw Hill, 2001
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Businesses worldwide are enhancing shareholder value by shifting from a share
of the market mindset to the share of customer paradigm through relationship
management practices. Relationship management helps firms focus on the lifetime
value of customers to enhance their relationships with profitable customers. To
be successful in the new millennium, firms will need to extend this practice of
developing long-term relationships with all their other stakeholders including
suppliers, intermediaries, partners, and employees. This book focuses on the
emerging concepts, tools, and applications in customer relationship management.
Designed to provide a forum for interaction and sharing of knowledge and
experiences related to relationship management, it includes papers that deal
with all facets of relationship management. Research papers that propose
concepts, suggest methods, evaluate various tools for successful relationship
management, and case studies of successful implementation of relationship
management are included.
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Handbook of Relationship Marketing
Edited by Dr. Jagdish Sheth and Dr. Atul Parvatiyar
Published by Thousand Oaks, CA: Sage Publications, 2000 .
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As businesses increasingly stress the importance of cooperation and
collaboration with suppliers and customers, relationship marketing is
emerging as the core of all marketing activity. In recent years, there
has been an explosive growth in business and academic interest in
relationship marketing, yet no comprehensive book has been available to
present key concepts, theories, and applications. The editors have
assembled an authoritative and global cast of chapter contributors and
crafted a volume that will become the seminal, founding work in this
growing field. Their approach is eclectic, including a broad coverage of
topics, diverse theoretical and conceptual paradigms, and global
viewpoints. The Handbook of Relationship Marketing covers the entire scope
of relationship marketing.
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Customer Relationship Management in the Era of Globalization
Dr. Atul Parvatiyar, Dr. Jagdish Sheth, Wesley Johnston and David Martin
Ruiz, EDs.
Proceedings of the 6th Research Conference on Relationship Marketing & CRM, an
e-publication of iCRM and CBIM, Georgia State University, Atlanta, GA, 2002.
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Relationship Marketing in the New Millennium: Theory, Methods, and Applications
Edited by Dr. Atul Parvatiyar and Dr. Jagdish Sheth
Research Conference on Relationship Marketing, Goizueta Business School, Emory
University, 2000
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Relationship marketing as a sub-discipline is continuing to gain ground.
Researchers from around the world are investigating various antecedents and
consequences of developing close cooperative relationships with customers.
Practitioners are keen on learning about strategies, processes, and technologies
that are applicable for effective customer relationship management in the new
millennium. Academics are interested in developing theories and models of
relationship marketing for the next generation. Therefore the theme of the Fifth
Research Conference on Relationship Marketing was Relationship Marketing in the
New Millennium. New dimensions of thought representing many research paradigms
from around the world were presented at the conference held at the Emory
Conference Center in Atlanta on October 12-15, 2000. These Proceedings represent
a compilation of the papers that were presented.
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Research in Marketing
(Series Co-Editor with Dr. Jagdish Sheth), Vol. 12, 13 & 14, JAI Press, 1995,
1997 & 1998
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Contemporary Knowledge of Relationship Marketing,
Dr. Atul Parvatiyar and Dr. Jagdish Sheth
Third Research Conference,
Center for Relationship Marketing, Emory University, 1996.
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International Business Review: Special Issues on Relationship Marketing
Guest Editor with Dr. Jagdish N. Sheth
Editorial, Relationship Marketing: A word from the Guest Editors, vol.4, no.4,
pp.391-396, 1995.
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Relationship Marketing: Theory, Methods, and Applications
Edited by Dr. Jagdish Sheth and Dr. Atul Parvatiyar
Second
Research Conference on Relationship Marketing,
Center for Relationship
Marketing, Emory University, 1994
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The papers and abstracts included here were presented at the Second Research
Conference on Relationship Marketing held in Atlanta on June 11-13, 1994. As we
can see from these proceedings, the range of scholarly applications of
relationship marketing covers the whole spectrum of marketings sub-disciplines.
They include channel management, services marketing, health-care marketing,
business-to-business marketing, consumer behavior, marketing science
applications, direct marketing, integrated marketing communications, and
marketing strategy. The full potential for relationship marketing has
implications for organizational changes and for creating superior market value.
The pursuit of scholarship in relationship marketing transcends national
boundaries. The manuscripts and proposals submitted at the Second Research
Conference on Relationship Marketing came from more than eighteen countries.
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Publications in International Conference Proceedings
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Prasad, Sushil K., Raj Sundaraman, Yanqing Zhang and Atul Parvatiyar
(2004), A Web- based Game-Oriented College Selection System Employing
Fuzzy Rule Trees, in Proceedings of the Hawaii International
Conference on System Sciences, Ed. Ralph H. Sprague, IEEE Computer
Society, Hawaii.
Parvatiyar, Atul, Sushil K. Prasad, Raj Sundaraman and Yanqing Zhang
(2002), Smart Advisor and Search Optimizer: Web-based Applications of
Fuzzy Rules, Intelligence Systems and Heirarchial Clustering for
Relational Decisions, in Customer Relationship Management in the Era of
Globalization, Proceedings of the Sixth Research Conference on
Relationship Marketing and CRM, Atlanta, GA.
Parvatiyar, Atul and Jagdish N. Sheth (2002), What Drives the ROI of
CRM? in Customer Relationship Management in the Era of Globalization,
Proceedings of the Sixth Research Conference on Relationship Marketing and
CRM, Atlanta, GA (Abstract).
Parvatiyar, Atul and Thomas Gruen (2000), Global Account Management
Effectiveness A Contingency Model, in Relationship Marketing in the New
Millennium: Theory, Methods, and Applications (Supplement), A. Parvatiyar
and J.N. Sheth, ed. Atlanta: Goizueta Business School, Emory University &
AMA RMSIG, pp. 21-23 (Download
PDF) (Download
PPT)
Relationship Marketing
in the New Millennium: Theory, Methods, and Applications (Supplement)
Biong, Harald, Atul Parvatiyar, and Kenneth Wathne (1996), Are Customer
Satisfaction Measurement Models Appropriate for Measuring Relationship
Satisfaction, in Contemporary Knowledge of Relationship Marketing, A.
Parvatiyar and J.N. Sheth, ed. Atlanta: Center for Relationship Marketing,
pp. 258-275.
Biong, Harald, Atul Parvatiyar, and Kenneth Wathne (1996), Why do Some
Companies Not Want to Engage in Partnering Relationships? in Interactions, Relationships and Networks, H.G. Gemunden, T. Ritter and A.
Walter, ed. (Proceedings of the 12th International Conference on
Industrial Marketing and Purchasing, volume 2), University of Karlsruhe,
pp. 733-753.
Biong, Harald, Atul Parvatiyar and Kenneth Wathne (1996), Towards a Model
to Measure Relationship Satisfaction, in the Proceedings for 1996 International Conference on Relationship Marketing, Humboldt University,
Germany, (two page abstract).
Parvatiyar, Atul and Jagdish N. Sheth (1994), Paradigm Shift in Marketing
Theory and Approach: The Emergence of Relationship Marketing, in Relationship Marketing: Theory, Methods and Applications, Center for
Relationship Marketing, (two page abstract).
Parvatiyar, Atul and Jagdish N. Sheth (1994), Towards a Theory of
Alliance Governance, in Relationship Marketing: Theory, Methods and
Applications, Center for Relationship
Marketing, (two page abstract).
Parvatiyar, A., Sarin, S., and Bhaduri, A. (1990), "Indo-US Strategic
Alliances: Enhancing the Synergistic Pay-off in Strategic Marketing,
Proceedings of 18th International Marketing Congress, December 9-12, 1990,
New Delhi: Institute of Marketing and Management.
Parvatiyar, A. (1990) "Export Opportunities for Castings in the
Asia-Pacific Region," Proceedings of 17th International Marketing
Congress, January 24-27, 1990, New Delhi: Institute of Marketing and
Management (IMM).
Parvatiyar, A. (1986) "Conserver Marketing," Proceedings of Second
Inter-Institutional Meet of Marketing Managers and Instructors, Varanasi:
Indian Marketing Association, April 1986.
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