Bahar Ashnai ProfessorDepartment of Marketing, Management, & Professional SalesWilliam Paterson University1600 Valley Road, VR4038Wayne, NJ 07474Contact Dr. Bahar Ashnai has completed her Ph.D. at Manchester Business School, at the University of Manchester in the UK. She has joined the Department of Professional Sales at the Cotsakos College of Business at William Paterson University in September 2012. Bahar has completed a bachelor’s degree in Electrical Engineering at Shahid Beheshti University in Iran, and a master’s degree in Marketing and Electronic Commerce at Lulea University of Technology in Sweden. She has been a research assistant and Ph.D. candidate at Manchester Business School since August 2007. She has published in peer-reviewed journals (including Industrial Marketing Management, Journal of Business and Industrial Marketing, Marketing Intelligence and Planning and Total Quality Management and Business Excellence), has presented at a number of conferences (including American Marketing Association, Industrial Marketing and Purchasing, Society for Marketing Advances and Academy of Marketing Science) and won several awards (including the Best Paper Award for B2B/CRM Track at Society for Marketing Advances 2011 and 2010, the Literati Network Outstanding Paper Award for Excellence 2010, and the Pearson Education Best Abstract Award 2007). Her primary research and teaching interests are Business-to-Business Marketing and Selling, Sales, Buyer-Seller Relationships, International Marketing/Selling, and Quantitative Methods. Her research contributes to understanding how businesses can enhance their sales growth and performance, successfully manage buyer-seller relationships, manage and handle complaints, build trust, motivate cooperative behavior in business relationships and networks, and improve inter-functional collaboration. It has further implications with regard to selecting and training the personnel, including salespeople; also how firms can successfully practice sales and marketing strategies in a global and international environment.
Saeed Shekari Associate ProfessorDepartment of Marketing, Management, & Professional SalesWilliam Paterson University1600 Valley Road, VR4041Wayne, NJ 07474Contact Dr. Saeed Shekari is currently an Assistant Professor at Russ Berrie Institute for Professional Sales at William Paterson University. Saeed has a profound interest in quantitative research in the context of Business-to-Business (B2B) relationships. Before earning his Ph.D. in Business-Marketing, he has gained significant industry experience both in Engineering and Marketing & Sales. Besides his Ph.D., he holds an MBA and a bachelor's degree in Engineering. Currently, his research focuses on inter-organizational governance, e.g., contractual arrangements, product monitoring technologies as in the IoT domain (Internet of Things), firm performance, marketing strategy, and B2B sales practices. Saeed is passionate about theory-driven data analytics for practitioner relevant issues. Dr. Shekari also teaches negotiation, sales, industry analysis, and Influence and persuasion courses to both undergraduate and graduate-level students.
Ian Michaelchuck Adjunct Professor, Professional SalesDepartment of Marketing, Management, & Professional SalesWilliam Paterson University1600 Valley Road, VR4038Wayne, NJ 07474Ian Michaelchuck is currently an Adjunct Professor at Russ Berrie Institute for Professional Sales at William Paterson University. He earned his MBA from William Paterson University. He also completed his undergraduate degree in Finance, Management and a minor in Professional Sales. His research concentrates on Negotiation, Executive-Level Selling, and Sales Management. He has ten years of sales experience and three years of sales management experience where he has won several awards, including the 2013 Masters Club Award Winner in Sales (Ranked Top 5 in the US). He has held numerous roles focused on selling products and services as well as leading a sales team. Professor Michaelchuck teaches Negotiation, Professional Selling, and Global Perspectives.
