Yashar Atefi
Associate Professor of Marketing, University of Denver
Research Interests
Publications
The future of buyer–seller interactions: a conceptual framework and research agenda
Journal of the Academy of Marketing Science / Sep 29, 2021
Ahearne, M., Atefi, Y., Lam, S. K., & Pourmasoudi, M. (2021). The future of buyer–seller interactions: a conceptual framework and research agenda. Journal of the Academy of Marketing Science, 50(1), 22–45. https://doi.org/10.1007/s11747-021-00803-0
The Relative Roles of Brand Beliefs and Attitude toward the Ad as Mediators of Brand Attitude: A Second Look
Journal of Marketing Research / May 01, 1990
Mittal, B. (1990). The Relative Roles of Brand Beliefs and Attitude toward the Ad as Mediators of Brand Attitude: A Second Look. Journal of Marketing Research, 27(2), 209. https://doi.org/10.2307/3172847
Sales force leadership during strategy implementation: a social network perspective
Journal of the Academy of Marketing Science / Aug 14, 2017
Hayati, B., Atefi, Y., & Ahearne, M. (2017). Sales force leadership during strategy implementation: a social network perspective. Journal of the Academy of Marketing Science, 46(4), 612–631. https://doi.org/10.1007/s11747-017-0557-2
Does Selective Sales Force Training Work?
Journal of Marketing Research / Oct 01, 2018
Atefi, Y., Ahearne, M., Maxham, J. G., Donavan, D. T., & Carlson, B. D. (2018). Does Selective Sales Force Training Work? Journal of Marketing Research, 55(5), 722–737. https://doi.org/10.1177/0022243718803096
The allure of the hidden: How product unveiling confers value
International Journal of Research in Marketing / Jun 01, 2017
Patrick, V. M., Atefi, Y., & Hagtvedt, H. (2017). The allure of the hidden: How product unveiling confers value. International Journal of Research in Marketing, 34(2), 430–441. https://doi.org/10.1016/j.ijresmar.2016.08.009
Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End
Journal of Marketing Research / Oct 01, 2020
Atefi, Y., Ahearne, M., Hohenberg, S., Hall, Z., & Zettelmeyer, F. (2020). Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End. Journal of Marketing Research, 57(6), 1076–1094. https://doi.org/10.1177/0022243720951153
Housing Affordability – Are We Serious About a Solution?
28th Annual European Real Estate Society Conference / Jan 01, 2021
Addae-Dapaah, K. (2021). Housing Affordability – Are We Serious About a Solution? 28th Annual European Real Estate Society Conference. https://doi.org/10.15396/eres2021_208
Measuring peer effects in sales research: a review of challenges and remedies
Journal of Personal Selling & Sales Management / May 13, 2019
Atefi, Y., & Pourmasoudi, M. (2019). Measuring peer effects in sales research: a review of challenges and remedies. Journal of Personal Selling & Sales Management, 39(3), 264–274. https://doi.org/10.1080/08853134.2019.1578660
“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization
Journal of the Academy of Marketing Science / May 03, 2023
Homburg, C., Schyma, T. R., Hohenberg, S., Atefi, Y., & Ruhnau, R.-C. M. (2023). “Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization. Journal of the Academy of Marketing Science. https://doi.org/10.1007/s11747-023-00939-1
Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End
Journal of Marketing Research / Oct 01, 2020
Atefi, Y., Ahearne, M., Hohenberg, S., Hall, Z., & Zettelmeyer, F. (2020). Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End. Journal of Marketing Research, 57(6), 1076–1094. https://doi.org/10.1177/0022243720951153
Experience
University of Denver
Associate Professor of Marketing; Director of Sales Leadership Center / September, 2019 — Present
Louisiana State University
Assistant Professor of Marketing / August, 2016 — August, 2019
Links & Social Media
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