Ashish Kalra

Ashish is an Associate Professor of Marketing at the University of Dayton (Ph.D.—The University of Texas at Arlington). He holds a bachelor's degree in commerce from Sri Ram College of Commerce, University of Delhi, India, and a master's degree in economics from Delhi School of Economics, University of Delhi, India. Prior to pursuing his Ph.D., he worked as a business analyst with leading financial brands in the analytics domain.

His research interests focus on organizational frontline employees, sales and sales management, and services marketing. He employs survey methodology and experiments to generate empirical insights for his work. Ashish is passionate about understanding how customers evaluate service and sales processes and about developing effective business strategies to enhance frontline employee engagement, customer engagement, and customer co-creation opportunities.

• MKT 301 - Principles of Marketing
• MKT 310 - Principles of Selling
• MKT 421 - Advertising
• MKT 430 - Brand Management

• Workplace Technology
• Sales
• Sales Management
• Services Marketing

• University of Texas at Arlington, PhD (Marketing), 2018
• University of Delhi, MA (Economics), 2011
• University of Delhi, BC (Commerce), 2009

• Itani, Omar, Colin Gabler, Ashish Kalra, Khashayar Afshar Bakeshloo, and Raj Agnihotri (2025), “The Interplay of Morality, Emotional Labor, and Customer Injustice: How Salesperson Experiences Shape Job Satisfaction”, Industrial Marketing Management, 124, 162-174.
• Kalra, Ashish, Rakesh Singh, Vishag Badrinarayanan, and Aditya Gupta (2025), “How Ethical Leadership and Ethical Self-Leadership Enhance the Effects of Idiosyncratic Deals on Salesperson Work Engagement and Performance”, Journal of Business Ethics, 196, 169-188.
• Dugan, Riley, Andrew Edelblum, Ashish Kalra, Na Young Lee, Sangsuk Yoon (2024), “How Social Media and Flexible Work Arrangements Harden Salespeople to Abusive Supervision”, Industrial Marketing Management, 121, 146-159. [Equal Contribution]
• Itani, Omar, Ashish Kalra, and Amin Rostami (2024), “How does big data affect organizational financial performance in turbulent markets? The role of customer-linking and selling capabilities”, Technological Forecasting and Social Change, 204, 123221.
• Gabler, Colin, and Ashish Kalra (2024), “How ethical leaders foster salesperson creativity: Exploring the roles of social power, job autonomy, and internal competitive work environment”, Journal of Marketing Theory and Practice, 33 (2), 156-170.
• Kalra, Ashish, Nawar Chaker, Rakesh Singh, Omar Itani, and Raj Agnihotri (2023), “A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use”, Industrial Marketing Management, 113, 202-214.
• Kalra, Ashish, Omar Itani, and Sijie Sun (2023), “Turning role conflict into performance: Assessing the moderating role of self-monitoring, manager trust, and manager identification”, Journal of Service Theory and Practice, 33(3), 436-461.
• Kalra, Ashish, Omar Itani, and Amin Rostami (2023), “Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity”, Journal of Business and Industrial Marketing, 38(8), 1738-1753.
• Kalra, Ashish, Na Young Lee, and Riley Dugan (2023), “Exploring antecedents and outcomes of salesperson change agility: a social exchange theory perspective”, Journal of Marketing Theory and Practice, 32(3), 290-310.
• Kalra, Ashish, Elten Briggs, and Wyatt Schrock (2023), “Exploring the synergistic role of ethical leadership and sales control systems on salesperson social media use and sales performance”, Journal of Business Research, 154, 113344.
• Itani, Omar, Ashish Kalra, and Jen Riley (2022), “Complementary effects of CRM and social media on customer co-creation and sales performance in B2B firms: The role of salesperson self-determination needs”, Information & Management, 59(3), 103621.
• Kalra, Ashish, Riley Dugan, and Raj Agnihotri (2022), “A little Competition Goes a Long Way: Substitutive Effects of Emotional Intelligence and Workplace Competition on Salesperson Creative Selling”, Marketing Letters, 33(3), 399-413.
• Itani, Omar, Ashish Kalra, Nawar Chaker, and Rakesh Singh (2021), “Because you are a part of me: Assessing the effects of salesperson social media use on job outcomes and the moderating roles of moral identity and gender”, Industrial Marketing Management, 98, 283-298.
• Agnihotri, Raj, Ashish Kalra, Chen Hoazhe, and Patricia Daugherty (2021), “Utilizing Social Media in a Supply Chain B2B Setting: A Knowledge Perspective”, Journal of Business Logistics, 43(2), 189-209.
• Kalra, Ashish, Raj Agnihotri, and Elten Briggs (2021), “The role of frontline employees’ competitive intelligence and intra-organizational social capital in driving customer outcomes”, Journal of Service Research, 24(2), 269-283.
• Kalra, Ashish, Rakesh Singh, Raj Agnihotri, Sandeep Puri, and Narendra Kumar (2020), “Assessing the drivers and outcomes of behavioral self-leadership”, European Journal of Marketing, 55 (4), 1227-1257.
• Kalra, Ashish, Raj Agnihotri, Sunali Talwar, Amin Rostami, and Prabhat K. Dwivedi (2020), “Effect of Internal Competitive Work Environment on Working Smart and Emotional Exhaustion: The Moderating Role of Time Management”, Journal of Business and Industrial Marketing, 32 (2), 269-280.
• Itani, Omar S., Rania El Haddad, and Ashish Kalra (2020), “Exploring the Role of Extrovert-Introvert Customers’ Personality Prototype as a Driver of Customer Engagement: Does Relationship Duration Matter?”, Journal of Retailing and Consumer Services, 53 (March), 101980.

• Briggs, Elten, Ashish Kalra, and Raj Agnihotri (2018), “Contrasting effects of salespeople’s emotions appraisal ability in a sales-oriented environment”, Journal of Business and Industrial Marketing, 33(1), 84-94.
• Kalra, Ashish, Raj Agnihotri, Nawar Chaker, Rakesh K. Singh, and Barttanu K. Das (2017), “Connect within to connect outside: Effect of salespeople’s political skills on relationship performance”, Journal of Personal Selling and Sales Management, 37(4), 332-348.
• Michael Krush, Raj Agnihotri, Gerrard Macintosh, and Ashish Kalra (2017), “Social influencers of salesperson creativity: Exploring effects of networking behavior on creativity”, Marketing Management Journal, 27(1), 31-47.