Rajiv Mehta
Professor of Marketing, MT School of Management
3018 Central Avenue Building (CAB)
About Me
Rajiv Mehta (Ph.D. in Marketing, Drexel University, 1994) is Professor of Marketing at New Jersey Institute of Technology. He previously served on the faculty of Loyola University New Orleans.
Recently, Dr. Mehta published a university-level textbook entitled “Sales Management: Building Customer Relationships and Partnerships” (Boston: Houghton-Mifflin) that was co-authored with Joe Hair, Rolph E. Anderson, and Barry Babin. His first textbook “Personal Selling: Building Customer Relationships and Partnerships” (Boston: Houghton-Mifflin) was co-authored with Rolph E. Anderson, and Alan Dubinsky. Focusing on selling and sales management, marketing channels, and strategic alliances in international distribution channels, his research has appeared in Journal of Business Research, Industrial Marketing Management, Journal of Personal Selling and Sales Management, Business Horizons, European Journal of Marketing, International Marketing Review, Journal of Business to Business Marketing, Journal of Business and Industrial Marketing, Journal of Marketing Channels, Journal of Global Marketing, International Journal of Physical Distribution and Logistics Management, Journal of Managerial Issues, Journal of Services Marketing, International Journal of Technology, Knowledge & Society and others.
At New Jersey Institute of Technology, Dr. Mehta was bestowed the Master Teacher Award in 2006. Furthermore, the alumni awarded the prestigious university-wide Robert W. Van Houten award for Teaching Excellence in 2005. He also received the University Award for Excellence in the Category of Teaching in Upper Division Undergraduate Instruction in 2005. While at Loyola University New Orleans, its College of Business Administration chose him three straight years to receive the Excellence in Research award.
Prior to entering academia, Dr. Mehta worked in sales and marketing for a major international manufacturer of steel wire ropes and cables.
Recently, Dr. Mehta published a university-level textbook entitled “Sales Management: Building Customer Relationships and Partnerships” (Boston: Houghton-Mifflin) that was co-authored with Joe Hair, Rolph E. Anderson, and Barry Babin. His first textbook “Personal Selling: Building Customer Relationships and Partnerships” (Boston: Houghton-Mifflin) was co-authored with Rolph E. Anderson, and Alan Dubinsky. Focusing on selling and sales management, marketing channels, and strategic alliances in international distribution channels, his research has appeared in Journal of Business Research, Industrial Marketing Management, Journal of Personal Selling and Sales Management, Business Horizons, European Journal of Marketing, International Marketing Review, Journal of Business to Business Marketing, Journal of Business and Industrial Marketing, Journal of Marketing Channels, Journal of Global Marketing, International Journal of Physical Distribution and Logistics Management, Journal of Managerial Issues, Journal of Services Marketing, International Journal of Technology, Knowledge & Society and others.
At New Jersey Institute of Technology, Dr. Mehta was bestowed the Master Teacher Award in 2006. Furthermore, the alumni awarded the prestigious university-wide Robert W. Van Houten award for Teaching Excellence in 2005. He also received the University Award for Excellence in the Category of Teaching in Upper Division Undergraduate Instruction in 2005. While at Loyola University New Orleans, its College of Business Administration chose him three straight years to receive the Excellence in Research award.
Prior to entering academia, Dr. Mehta worked in sales and marketing for a major international manufacturer of steel wire ropes and cables.
Education
Ph.D.
; Drexel University
; Marketing
; 1994
M.B.A. ; University of Scranton ; Marketing And Finance ; 1985
B. Com (HONS) ; St. Xavier's College ; (Hons) Accounting ; 1979
M.B.A. ; University of Scranton ; Marketing And Finance ; 1985
B. Com (HONS) ; St. Xavier's College ; (Hons) Accounting ; 1979
2025 Fall Courses
MRKT 620 - GLOBAL MARKETING MANAGEMENT
BDS 725 - INDEPENDENT STUDY I
MRKT 330 - PRINCIPLES OF MARKETING
BDS 725 - INDEPENDENT STUDY I
MRKT 330 - PRINCIPLES OF MARKETING
Teaching Interests
Principles of Marketing, Global Marketing, Selling, Sales Management, Marketing Channel Management, and Strategic Alliances in International Distribution Channels
Past Courses
MGMT 670: INTERNATIONAL BUSINESS
MRKT 330: PRINC OF MARKETING - HONORS
MRKT 330: PRINCIPLES OF MARKETING
MRKT 330: PRINCIPLES OF MARKETING HONORS
MRKT 330: PRINCIPLES OF MARKETING-HONORS
MRKT 330: PRINCIPLES OF MRKT - HONORS
MRKT 339: SELLING PROMOTION
MRKT 435: INTERNATIONAL MARKETING
MRKT 620: COMPETING IN GLOBAL MARKETS
MRKT 620: COMPETING IN GLOBAL MRKT
MRKT 620: GLOBAL MARKETING MANAGEMENT
MRKT 330: PRINC OF MARKETING - HONORS
MRKT 330: PRINCIPLES OF MARKETING
MRKT 330: PRINCIPLES OF MARKETING HONORS
MRKT 330: PRINCIPLES OF MARKETING-HONORS
MRKT 330: PRINCIPLES OF MRKT - HONORS
MRKT 339: SELLING PROMOTION
MRKT 435: INTERNATIONAL MARKETING
MRKT 620: COMPETING IN GLOBAL MARKETS
MRKT 620: COMPETING IN GLOBAL MRKT
MRKT 620: GLOBAL MARKETING MANAGEMENT
Research Interests
Marketing Channel Management, Selling and Sales Management, Strategic Alliances in International Distribution Channels, and Japanese Keiretsu
Book
Joe Hair, Rolph E. Anderson, Rajiv Mehta, Barry Babin , Arun Kumar Kaushik , Zillur Rahman.
"“Sales and Distribution Management” ."
1-818 pp. John Wiley & Sons, 2024.
Joe Hair, Rolph E. Anderson, Rajiv Mehta, Barry Babin . "“Sales Force Management” ." John Wiley & Sons, 2020.
Rolph E. Anderson, Alan J. Dubinsky, Rajiv Mehta. ""Personal Selling: Building Customer Relationships and Partnerships.” ." Kendall Hunt Publishing Company, 2014.
Rolph E. Anderson, Alan J. Dubinsky, Rajiv Mehta. ""Personal Selling: Building Customer Relationships and Partnerships.” ." Houghton-Mifflin (Now CENGAGE Learning), 2007.
Joe Hair, Rolph E. Anderson, Rajiv Mehta, Barry Babin . "“Sales Force Management” ." John Wiley & Sons, 2020.
Rolph E. Anderson, Alan J. Dubinsky, Rajiv Mehta. ""Personal Selling: Building Customer Relationships and Partnerships.” ." Kendall Hunt Publishing Company, 2014.
Rolph E. Anderson, Alan J. Dubinsky, Rajiv Mehta. ""Personal Selling: Building Customer Relationships and Partnerships.” ." Houghton-Mifflin (Now CENGAGE Learning), 2007.
Journal Article
Mark Somers, Rajiv Mehta, Yuchao Ma, Rolph Anderson, Takao Ito, Tsutomu Ito, Jolanta Mazur , William V Rapp, Jose C. Casal.
2024. "Impact of Servant Leadership and Narcissism on Firm Performance: A Comparative Analysis of U.S. and Chinese International Strategic Distribution Channel Alliances."
Journal of Global Marketing , vol. 37 , no. 1 , pp. 42-61.
Tsutomu Ito, Seigo Matsuno, Takao Ito, Makoto Sakamoto , Satoshi Ikeda, Rajiv Mehta. 2023. "“An Empirical Investigation on the Association Among Tourists and Japanese Tourism Destinations.”." Journal of Robotics, Networking and Artificial Life , vol. 9 , no. 4 , pp. 358-362..
Tsutomu Ito, Seigo Matsuno, Makoto Sakamoto, Satoshi Ikeda , Mei Ootani, Takao Ito Ito, Rajiv Mehta. 2022. "“Measuring the Entire Degree Centrality in Mazda’s Yokokai Keiretsu: A Parts-Importance Weighted Model.” ." Journal of Advances in Artificial Life Robotics , vol. 2 , no. 4 (March) , pp. 201-205..
Takao Ito, Tsutomu Ito, Seigo Matsuno, Rajiv Mehta, Makoto Sakamoto . 2021. "“Identifying the Determinants of Michinoeki Performance,”." Journal of Robotics, Networking and Artificial Life , vol. 8 , no. 3 , pp. 165–169..
T. Ito, S. Tagawa, S. Matsuno, Y. Uchida, Rajiv Mehta, M. Sakamoto, S. Ikeda . 2021. "“An Analysis of Network Structure in Mazda’s Yokokai using the DEC Spatial Model.”." International Journal of Mathematics and Computers in Simulation , vol. 15 , no. November , pp. 74-78..
Tsutomu Ito, Seigo Matsuno, Takao Ito, Makoto Sakamoto , Satoshi Ikeda, Rajiv Mehta. 2023. "“An Empirical Investigation on the Association Among Tourists and Japanese Tourism Destinations.”." Journal of Robotics, Networking and Artificial Life , vol. 9 , no. 4 , pp. 358-362..
Tsutomu Ito, Seigo Matsuno, Makoto Sakamoto, Satoshi Ikeda , Mei Ootani, Takao Ito Ito, Rajiv Mehta. 2022. "“Measuring the Entire Degree Centrality in Mazda’s Yokokai Keiretsu: A Parts-Importance Weighted Model.” ." Journal of Advances in Artificial Life Robotics , vol. 2 , no. 4 (March) , pp. 201-205..
Takao Ito, Tsutomu Ito, Seigo Matsuno, Rajiv Mehta, Makoto Sakamoto . 2021. "“Identifying the Determinants of Michinoeki Performance,”." Journal of Robotics, Networking and Artificial Life , vol. 8 , no. 3 , pp. 165–169..
T. Ito, S. Tagawa, S. Matsuno, Y. Uchida, Rajiv Mehta, M. Sakamoto, S. Ikeda . 2021. "“An Analysis of Network Structure in Mazda’s Yokokai using the DEC Spatial Model.”." International Journal of Mathematics and Computers in Simulation , vol. 15 , no. November , pp. 74-78..
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Conference Proceeding
"“Narcissism, Leadership, Societal Culture and Firm Performance: A Cross-National Study of American, Chinese and Polish Firms.”"
Northeast Decision Sciences Institute, April 7-9, 2022, Newark, NJ, April (2nd Quarter/Spring), 2022.
"“Determining the Efficiency of Japanese Michinoeki: An Empirical Investigation,”"
In Proceedings of The 2022 International Conference on Artificial Life and Robotics,, January (1st Quarter/Winter), 2022.
"“Research on Prediction of Inter-firm Relationships.” "
Proceedings of The 2020 International Conference on Artificial Life And Robotics, January (1st Quarter/Winter), 2020.
"“A Robotic Relationship Analysis between Transaction Network and Cross-shareholding Network in Yokokai.”"
Proceedings of The 2019 International Conference on Artificial Life And Robotics, January (1st Quarter/Winter), 2019.
"“Measuring Fragility and its Implications in Network Systems”"
Proceedings of The 2017 International Conference on Artificial Life And Robotics, January (1st Quarter/Winter), 2017.
Northeast Decision Sciences Institute, April 7-9, 2022, Newark, NJ, April (2nd Quarter/Spring), 2022.
"“Determining the Efficiency of Japanese Michinoeki: An Empirical Investigation,”"
In Proceedings of The 2022 International Conference on Artificial Life and Robotics,, January (1st Quarter/Winter), 2022.
"“Research on Prediction of Inter-firm Relationships.” "
Proceedings of The 2020 International Conference on Artificial Life And Robotics, January (1st Quarter/Winter), 2020.
"“A Robotic Relationship Analysis between Transaction Network and Cross-shareholding Network in Yokokai.”"
Proceedings of The 2019 International Conference on Artificial Life And Robotics, January (1st Quarter/Winter), 2019.
"“Measuring Fragility and its Implications in Network Systems”"
Proceedings of The 2017 International Conference on Artificial Life And Robotics, January (1st Quarter/Winter), 2017.
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Other
"Digital Multimedia PowerPoint Video Lectures to Accompany “Sales Force Management.”"
John Wiley & Sons, November, 2020.
"Multimedia PowerPoint Supplements to Accompany “Sales Force Management.”"
John Wiley & Sons, November, 2020.
"Test Bank to Accompany “Sales Force Management.” "
John Wiley & Sons, November, 2020.
"Multimedia PowerPoint Supplements to Accompany “Personal Selling: Building Customer Relationships and Partnerships.”"
Kendall Hunt Publishing Company, January (1st Quarter/Winter), 2014.
"Test Bank to Accompany “Personal Selling: Building Customer Relationships and Partnerships.” "
Kendall Hunt Publishing Company, January (1st Quarter/Winter), 2014.
John Wiley & Sons, November, 2020.
"Multimedia PowerPoint Supplements to Accompany “Sales Force Management.”"
John Wiley & Sons, November, 2020.
"Test Bank to Accompany “Sales Force Management.” "
John Wiley & Sons, November, 2020.
"Multimedia PowerPoint Supplements to Accompany “Personal Selling: Building Customer Relationships and Partnerships.”"
Kendall Hunt Publishing Company, January (1st Quarter/Winter), 2014.
"Test Bank to Accompany “Personal Selling: Building Customer Relationships and Partnerships.” "
Kendall Hunt Publishing Company, January (1st Quarter/Winter), 2014.
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Instructor's Manual
"Instructor’s Resource Manual to Accompany “Sales Force Management.”"
John Wiley & Sons. , November, 2020.
"Instructor’s Resource Manual to Accompany “Personal Selling: Building Customer Relationships and Partnerships.” "
Kendall Hunt Publishing Company, January (1st Quarter/Winter), 2014.
"Instructor’s Resource Manual to Accompany “Sales Management: Building Customer Relationships and Partnerships.”"
Houghton-Mifflin (Now CENGAGE Learning), January (1st Quarter/Winter), 2009.
"Instructor’s Resource Manual to Accompany “Personal Selling: Building Customer Relationships and Partnerships.” "
Houghton-Mifflin (Now CENGAGE Learning), January (1st Quarter/Winter), 2007.
John Wiley & Sons. , November, 2020.
"Instructor’s Resource Manual to Accompany “Personal Selling: Building Customer Relationships and Partnerships.” "
Kendall Hunt Publishing Company, January (1st Quarter/Winter), 2014.
"Instructor’s Resource Manual to Accompany “Sales Management: Building Customer Relationships and Partnerships.”"
Houghton-Mifflin (Now CENGAGE Learning), January (1st Quarter/Winter), 2009.
"Instructor’s Resource Manual to Accompany “Personal Selling: Building Customer Relationships and Partnerships.” "
Houghton-Mifflin (Now CENGAGE Learning), January (1st Quarter/Winter), 2007.
Chapter
Danielle Viola, William Rapp, Rajiv Mehta.
"“The US Housing Market Bubble: An Environmental and Strategic Marketing Analysis.” In Boil, Bubble, Toil And Trouble: An Analytical Exploration Of Bubbles.."
In William Rapp, eds.,
pp. 219-276. Amazon, 2013.
William V Rapp, Zhipeng Yan, Mark Somers, Danielle Viola , Rajiv Mehta, Wei Xu, Michael A. Ehrlich, Porchiung B. Chou. "Boil, Bubble Toil And Trouble." Kindle Direct Publishing , 2013.
Danielle Viola, William V Rapp, Rajiv Mehta. "Marketing Bubbles." In William V Rapp, eds., Kindle Direct Publishing, 2013.
William V Rapp, Zhipeng Yan, Mark Somers, Danielle Viola , Rajiv Mehta, Wei Xu, Michael A. Ehrlich, Porchiung B. Chou. "Boil, Bubble Toil And Trouble." Kindle Direct Publishing , 2013.
Danielle Viola, William V Rapp, Rajiv Mehta. "Marketing Bubbles." In William V Rapp, eds., Kindle Direct Publishing, 2013.