2026 Ajay K. Kohli: Business and Management Researcher – H-Index, Publications & Awards

Discipline name	D-Index	World Ranking	Current World Ranking	National Ranking	Current National Ranking	Publications	Citations
Business and Management	44	1300	1215	546	497	90	52510

Research.com Recognitions

2017 - AMA-Irwin-McGraw-Hill Distinguished Marketing Educator Award, American Marketing Association
2017 - Fellow of the American Marketing Association
Fellow of the European Marketing Academy (EMAC)
Fellow of the European Marketing Academy (EMAC)
Fellow of the European Marketing Academy (EMAC)

Overview

Ajay K. Kohli is affiliated with the Georgia Institute of Technology in the United States. Their research primarily spans the field of Business, Management and Accounting, with a specific focus on Marketing, Strategy and Management, Organizational Behavior and Human Resource Management, Management Information Systems, and Management of Technology and Innovation.

Their work covers a range of topics that include:

Service and Product Innovation
Customer Service Quality and Loyalty
Consumer Behavior in Brand Consumption and Identification
Innovation and Knowledge Management
Management and Marketing Education
Digital Marketing and Social Media
Business Strategy and Innovation

Recent papers authored or coauthored by Ajay K. Kohli demonstrate involvement in current marketing discussions. Notable publications include:

"The Future of B2B Customer Solutions in a Post-COVID-19 Economy: Managerial Issues and an Agenda for Academic Inquiry" (2020), Journal of Service Research
"Factors affecting the study of important marketing issues: Implications and recommendations" (2020), International Journal of Research in Marketing
"Driving markets: A typology and a seven-step approach" (2020), Industrial Marketing Management
"Guest Editorial: Responsible Research in Marketing" (2021), Journal of the Academy of Marketing Science
"Secondary Selling: Beyond the Salesperson-Customer Dyad" (2022), Journal of Marketing

Their frequent co-authors include:

Michael Haenlein
Bernard J. Jaworski
Edward U. Bond
Ad de Jong
Andreas Eggert

Ajay K. Kohli frequently publishes in journals such as:

International Journal of Research in Marketing
Industrial Marketing Management
Journal of Service Research
Journal of the Academy of Marketing Science
Journal of Marketing

Recognition received by this researcher includes:

Fellow of the American Marketing Association (2017)
AMA-Irwin-McGraw-Hill Distinguished Marketing Educator Award, American Marketing Association (2017)
Fellow of the European Marketing Academy (EMAC)

Best Publications

Market orientation: The construct, research propositions, and managerial implications.

Ajay K. Kohli;Bernard J. Jaworski

14521
Citations
Market orientation: Antecedents and consequences

Bernard J. Jaworski;Ajay K. Kohli

12836
Citations
Market Orientation: Antecedents and Consequences

Unknown

4040
Citations
Markor: A Measure of Market Orientation:

Ajay K. Kohli;Bernard J. Jaworski;Ajith Kumar

3958
Citations
Market Orientation: The Construct, Research Propositions, and Managerial Implications

Unknown

3891
Citations
Rethinking Customer Solutions: From Product Bundles to Relational Processes

Kapil R. Tuli;Ajay K. Kohli;Sundar G. Bharadwaj

1691
Citations
Market-Driven Versus Driving Markets:

Bernard Jaworski;Ajay K. Kohli;Arvind Sahay

1414
Citations
Market orientation: Review, refinement, and roadmap

Bernard J. Jaworski;Ajay K. Kohli

1129
Citations
Market Intelligence Dissemination across Functional Boundaries

Elliot Maltz;Ajay K. Kohli

1071
Citations
MARKOR: A Measure of Market Orientation

Unknown

971
Citations
Learning and Performance Orientation of Salespeople: The Role of Supervisors:

Ajay K. Kohli;Tasadduq A. Shervani;Goutam N. Challagalla

657
Citations
Rethinking Customer Solutions: From Product Bundles to Relational Processes

Unknown

608
Citations
Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction:

Bernard J. Jaworski;Ajay K. Kohli

591
Citations
Determinants of Influence in Organizational Buying: A Contingency Approach:

Ajay Kohli

552
Citations
HOW DO THEY KNOW THEIR CUSTOMERS SO WELL

Thomas H. Davenport;Jeanne G. Harris;Ajay K. Kohli

507
Citations
Product quality: Impact of interdepartmental interactions

Ajay Menon;Bernard J. Jaworski;Ajay K. Kohli

471
Citations
Market orientation in United States and Scandinavian companies. A cross-cultural study

Fred Selnes;Bernard J. Jaworski;Ajay K. Kohli

410
Citations
Reducing Marketing’s Conflict with Other Functions: The Differential Effects of Integrating Mechanisms

Elliot Maltz;Ajay K. Kohli

387
Citations
A Theories-in-Use Approach to Building Marketing Theory

Valarie A. Zeithaml;Bernard J. Jaworski;Ajay K. Kohli;Kapil R. Tuli

362
Citations
Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self- Esteem, Job Satisfaction, and Motivation:

Ajay K. Kohli

335
Citations
Co-creating the Voice of the Customer

Bernie Jaworski;Ajay K. Kohli

335
Citations
Sales and Marketing Integration: A Proposed Framework

Dominique Rouziès;Erin Anderson;Ajay K. Kohli;Ronald E. Michaels

320
Citations
Influence Strategies in Buying Centers

R. Venkatesh;Ajay K. Kohli;Gerald Zaltman

303
Citations
The market share‐profitability relationship: An empirical assessment of major assertions and contradictions

John E. Prescott;Ajay K. Kohli;N. Venkatraman

258
Citations

Frequent Co-Authors

Gerald Zaltman Harvard University

Barton A. Weitz University of Florida

Wolfgang Ulaga INSEAD

Thomas H. Davenport Babson College

Deborah J. MacInnis University of Southern California

Rohit Deshpandé Harvard University

John E. Prescott University of Pittsburgh

Sundar G. Bharadwaj University of Georgia

N. Venkatraman Boston University

Erin Anderson INSEAD

External Links

Wikipedia of Ajay K. Kohli Personal website of Ajay K. Kohli Google Scholar page

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