Ryan Center for Business Studies 367
Ph.D. - Marketing University of Connecticut
Area(s) of Expertise:
Relationship Selling, Salesperson Behavior, Sales Management and Sales Force Automation, Catholic Social Teaching and Corporate Social Responsibility
Jelinek, R. Loyalty or Lethargy? Keeping sellers committed, not entrenched. Business Horizons.
Jelinek, R. (2018) Integrating SFA technology into the sales curriculum: Helping students understand what, why and when. Marketing Education Review.(28), 80-88.
Jelinek, R. (2017) A Permaculture Primer: Using Eco-Theory to Promote Knowledge Acquisition, Dissemination and Use in the Sales Organization. Industrial Marketing Management.
Jelinek, R. (2014) Beyond Commitment: Entrenchment in the Buyer-Seller Exchange. Journal Of Personal Selling & Sales Management.(34), 272-284.
Jelinek, R. (2013) All Pain, No Gain? Why Adopting Sales Force Automation Tools is Insufficient For Performance Improvement. Business Horizons.(56), 635-642.
Jelinek, R. (2012) Happy Birthday, Milton Friedman. A Buyer-Seller Salute.. Business Horizons.(55), 427-429.
Jelinek, R. Ahearne, M. (2010) Be Careful What You Look For: Examining the Effect of Hours Worked and Trait Competitiveness on Salesperson Deviance and Whether Meaningfulness of Work Matters. Journal Of Marketing Theory & Practice.(18), 303-322.
Jelinek, R. Jelinek, K. (2010) From Clear to Complicated: Buying and Selling Accounting Services Post-Sarbanes-Oxley. Business Horizons.(53), 511-522.
Jelinek, R. Jelinek, K. (2010) All Hands on Deck: Becoming a More Relational Firm in the Post-Sarbanes-Oxley Era. CPA Journal.(80), 64-67.