Publications before 2012
Article titled “Effect of Listening on Future Interactions” in the Proceedings of Fifth
International Conference on Management Research (ISBN 0230-33261-7) February
2011.
Article titled “Relationship Orientation: The key to success in personal selling” in
International Journal of Research in Finance and Marketing (ISSN 2231-5985)
November 2011.
Article titled “Influence of Customers Trust, Satisfaction and Perceived Listening
Ability of the Sales Person on Anticipated Purchases” in International Journal of
Marketing and Technology (ISSN: 2249-1058) November 2011.
Papers Presented before 2012
“Effect of Listening on Future Interactions” Athenaeum 2011 – Fifth International
Conference on Management Research, Bharathidasan Institute of Management,
Trichy, February 2011.
“Relationship orientation – The key to success in Personal Selling” in National
Conference on Emerging trends in Business in Christ University, Bangalore, March
2011.
“Influence of Customer Relationship Management Practices and Sales Effectiveness”
in 3rd Great Lakes NASMEI (North American Society for Marketing Education in
India) Marketing Conference at Great Lakes Institute of Management, Manamai
Campus, Dec 18, 19, 2009.
List of Papers Presented: – 2013
“Customer Relationship Management – A Winning Strategy” in National Seminar
on Emerging International Business Order, organized by SMS, Cochin University of
Science and Technology, March 2012.
“Influence of Relationship Orientation on Individual Sales Performance”in 6 th
Doctoral Colloquium, Indian Institute of Management, Ahmedabad, January 7to 9,
2013.
“Managing Innovations in the Twenty First Century” in 2 nd International
conference on Emerging Markets and Issues in Management Organized by VIT
University, Vellore, 19-20 April, 2013.
“Addressing sales challenges in the service sector” in the national conference on
Value creation in services, organized by FISAT Business School, Cochin, 17-18 July,
2013.
Publications: 2014
Article titled “ Customer Orientation – A winning tool in managing Customer
Relations in the edited volume, Marketing dynamics in Emerging Markets – (p 275 to
288).( ISBN – 978-93-80095-49-3).
Paper titled “Addressing sales challenges in the service sector” in the compendium
of conference papers on value creation in services by Excel Publishers. (ISSN – 978-
93-84869-04-5).
Paper titled “A study to analyze the impact of Organizational Identification, Pay
Satisfaction and Experienced Meaningfulness on Customer Orientation of Sales
People in Service Sector” in the edited volume Listening to customers of emerging
markets by IIM Lucknow – (Page 463, Chapter 95). ISBN 978-81-928560-0-1.
Article titled “Managing customer relations through customer orientation” in the
journal FORUM Vol. 1, April, 2015. (ISSN 2395-4949).
List of Papers Presented: – 2014
Paper titled “A study to analyze the impact of Organizational Identification, Pay
Satisfaction and Experienced Meaningfulness on Customer Orientation of Sales
People in Service Sector” at IIM Lucknow, 2014 Annual Conference of Emerging
Markets Conference Board (Jan 8 -9).
List of Papers Presented: – 2015
1. Paper titled “Modeling the influence on customer satisfaction – a tile industry
perspective” at Manipal University, International conference on management of
change – Issues and development perspectives (Jan 30-31) 2015.
2. Paper titled “Perceived Organizational Influences on Customer orientation and
Sales Performance – A Financial services Industry Perspective” at 7th Annual
International Conference on Global Business, Engineering, Energy, Agriculture, and
Health (ICGBEEAH), New York, USA. July 10-11, 2015.
List of Publications:- 2015
1. Published a paper titled “Perceived Organizational Influences on Customer
orientation and Sales Performance – A Financial services Industry Perspective”
in the proceedings of 7th Annual International Conference on Global Business,
Engineering, Energy, Agriculture, and Health (ICGBEEAH), New York, USA. July
10-11, 2015. ISSN: 1947-8321 380-390 381.
2. Published a paper titled “Modeling the influence on customer satisfaction – a tile
industry perspective” in the book titled “Management of Change –Issues and
Development Perspectives by Excel publishers. Nov, 2015. ISBN: 978-93-84869-66-
3
3. Published a paper titled “Perceived Organizational Influences on Customer
orientation and Sales Performance – A Financial services Industry Perspective”
in Journal of Marketing and Management, Vol.6, No: 2, Nov 2015. ISSN: 2153-9723
List of Publication: – 2017
1. Varghese, J., Edward, M., & Sahadev, S. (2017). A multipath model of salesperson
performance in the financial services industry. South Asian Journal of Business
Studies, 6(3), 195-213.
2. Varghese, J., & Edward, M. (2017). Relationship Between Job, Orientation and
Performance of Sales People: A Financial Services Industry Perspective. IIM
Kozhikode Society & Management Review, 2277975217733858.
3. Varghese, J., Edward, M., & George, B. P. (2017). Centralization of authority, market
orientation, and customer relationship management in the banking sector: a study in
India. Management and Economics Review, 2(1), 90-100.
4. Varghese, J., Edward, M., & George, B. (2017). ORGANIZATIONAL FACTORS
THAT INFLUENCE SALESPERSONS’ATTITUDE TOWARDS CUSTOMER
SERVICE IN THE FINANCIAL SERVICES INDUSTRY: Opportunities to generate
innovation. Palermo Business Review, (15), 65.
List of Publication:- 2021
1. “ Reena Mehta, Jose Verghese, Shriya Mahajan, Nelli Kozlova and Svetlana
Bozhuk” ,”Messenger chatbots: revolutionising online shopping experience”
International Scientific Conference Global Challenges of Digital Transformation of
Markets (GDTM’2021)
2. Dhanya Alex, Jose Varghese and Merin Thomas. “Embracing Digitalisation –
Exploring the Relationship Between Digital Competence and Self-Efficacy of School
Teachers”, 2021 ASEAN UNIVERSITY NETWORK BUSINESS AND
ECONOMICS VIRTUAL CONFERENCE April 16, 2021