Karen Kennedy

Karen Kennedy
Professor / Associate Dean

Associate Dean, Collat School of Business , The University of Alabama at Birmingham 2008 -
Professor (P), Mktg, Ind Distr, & Econ , Collat School of Business 2013 -
Senior Scientist (C), UAB Center for Study of Community Health , School of Public Health 2015 -

Selected Publications

Academic Article

Year	Title	Altmetric
2020	Market orientation and performance: industrial supplier and customer perspectives. Journal of Business and Industrial Marketing. 2020
2014	Interprofessional Academic Health Center Leadership Development: The Case of UAB's Healthcare Leadership Academy. Applied Nursing Research. 2014
2014	Interprofessional academic health center leadership development: The case of the University of Alabama at Birmingham's healthcare leadership academy. Applied Nursing Research. 27:104-108. 2014
2013	Effective Sales Management: What Do Sales People Think?. Journal of Marketing Development and Competitiveness. 2013
2011	Primary care patient satisfaction segmentation. International Journal of Health Care Quality Assurance. 24:564-576. 2011
2011	A global perspective on the current state of sales education in the college curriculum. Journal of Personal Selling and Sales Management. 31:55-75. 2011
2009	A multi-level analysis of customer contact teams. Journal of Services Marketing. 23:436-448. 2009
2008	Understanding patient satisfaction, trust, and loyalty to primary care physicians 2008
2008	What are the characteristics of an effective sales manager? An exploratory study comparing salesperson and sales manager perspectives. Journal of Personal Selling and Sales Management. 28:7-20. 2008
2007	E-Procurement Adoption by Industrial Purchasing Professionals. Review of the Electronic and Industrial Distribution. 6:84-103. 2007
2004	Buyer-seller relationships and information sources in an e-commerce world. Journal of Business and Industrial Marketing. 19:188-196. 2004
2004	Marketers and Internal Customer Relationships: The Impact of Internal Customer Mindset on Job Outcomes. Journal of Relationship Marketing. 3:89-106. 2004
2003	Implementing a Customer Orientation: Extension of Theory and Application. Journal of Marketing. 67:67-81. 2003
2003	Patient Care Teams: Customer Satisfaction and Team Cohesion. Journal of Services Marketing. 17:666-684. 2003
2003	Web-Based Cases in Strategic Marketing. Journal of Marketing Education. 25:250-259. 2003
2002	Understanding sales manager effectiveness. Linking attributes to sales force values. Industrial Marketing Management. 31:617-626. 2002
2002	From prisoners to apostles: A typology of repeat buyers and loyal customers in service businesses. Journal of Services Marketing. 16:322-341. 2002
2002	Customer mind-set of employees throughout the organization. Journal of the Academy of Marketing Science. 30:159-171. 2002
2002	An exploratory study of the Internet as an industrial communication tool: Examining buyers' perceptions. Industrial Marketing Management. 31:145-154. 2002
2002	Customer Mindset of Organization-Wide Employees. Journal of the Academy of Marketing Science. 30:159-171. 2002
2002	Enriching Our Understanding of Student Team Effectiveness. Journal of Marketing Education. 24:114-124. 2002
2002	Understanding Sales Manager Effectiveness: The Link between the Sales Force and a Dynamic Marketplace. Industrial Marketing Management. 31:617-626. 2002
2001	A Scale Assessing Team-Based Job Performance in a Customer-Oriented Environment. Journal of Quality Management. 6:259-75. 2001
2001	Descriptive and predictive analyses of industrial buyers’ use of online information for purchasing. Journal of Personal Selling and Sales Management. 21:279-290. 2001
2001	Sales Management as a Writing Intensive Course. Journal of Personal Selling and Sales Management. 21:319-320. 2001
1996	Integrating quality improvement tenets into the marketing curriculum. Journal of Marketing Education. 18:28-38. 1996
1995	Psychometric Evaluation of the Hall Professionalism Scale. Psychological Reports. 77:331-338. 1995
1992	Psychological Adaptiveness and Sales Managers' Job Performance. Journal of Social Behavior and Personality. 7:611-620. 1992

Chapter

Year	Title	Altmetric
2015	The Influence of Market Orientation on Firm Performance: Company and Customer Perspectives. 152-152. 2015
2012	Exploring the internal customer mind-set of marketing personnel. 89-106. 2012