Rajiv Mehta

Contact Info

Title: Professor of Marketing
Email: mehta@njit.edu
Office: CAB 3018
Hours: Tuesdays 2-4 pm and by appointment
Phone: 973-596-6419
Dept: MTSM

Academic Interests: marketing, management, Business Administration

About: 

About Me

Dr. Rajiv Mehta (Ph.D., Drexel University) is Professor of Marketing at the Martin Tuchman School of Management, New Jersey Institute of Technology. Previously, he served on the faculty of Loyola University New Orleans and, prior to entering academia, worked in sales and marketing for an international manufacturer of steel wire ropes and cables.

Dr. Mehta’s research focuses on the areas of selling and sales management, domestic and global marketing channels, Japanese Keiretsu, and the cross-border management of international strategic distribution alliances.

Overall, 78 of Dr. Mehta’s scholarly research papers have been widely published in major blind peer reviewed refereed academic journals and proceeding manuscripts of national and international academic conferences.

In particular, 46 of Dr. Mehta’s research manuscripts have been featured in a plethora of scholarly refereed journal outlets, such as MIT Sloan Management Review, 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, Management Bibliographies and Reviews, International Journal of Quality and Reliability Management, International Journal of Technology, Knowledge & Society, Total Quality Management, Journal of Shopping Center Research, Artificial Life and Robotics, Journal of Robotics, Networking and Artificial Life, Contemporary Management Research, International Journal of Management and Economics International Journal of Mathematical Models and Methods in Applied Sciences, and Journal of Legal, Ethical and Regulatory Issues.  

Additionally, 32 of Dr. Mehta’s research manuscripts, which have been presented at national and international conferences, appear in various scholarly conference proceedings.

Widely adopted for graduate and undergraduate business courses, Dr. Mehta has also co-authored the following university-level textbooks:

  • Personal Selling: Building Customer Relationships and Partnerships, (2014), 3rd Edition, Kendall Hunt. [Co-authors: Joe Hair, Rolph E. Anderson, and Barry Babin]
  • Sales Management: Building Customer Relationships and Partnerships (2009), Houghton-Mifflin (CENGAGE Learning). [Co-authors: Rolph E. Anderson, and Alan Dubinsky]

In 2015, Dr. Mehta received the best paper award for a manuscript entitled “Empirical Research of Inter-firm Capital Relationship in Yokokai Using IDE Spatial Model,” which was presented at the International Conference on Artificial Life and Robotics (ICAROB), Oita, Japan.

Dr. Mehta also won the 2001 award for an outstanding journal article in International Marketing Review.

His teaching contributions were recognized by NJIT alumni when Dr. Mehta’s was awarded the prestigious university-wide Robert W. Van Houten Award for Teaching Excellence in 2005—a recognition that is given to only one Institute faculty member annually. 

He was bestowed the Master Teacher Award in 2006 for having demonstrated the highest level of teaching excellence at NJIT. 

And he also received the University Award for Excellence in the Category of Teaching in Upper Division Undergraduate Instruction in 2005.

Education

  • Drexel University, Ph.D., 1994
  • University of Scranton, M.B.A., 1985
  • St. Xavier´s College, B.Com. (Honors), 1979

Honors & Awards

  • Best paper award for a manuscript entitled “Empirical Research of Inter-firm Capital Relationship in Yokokai Using IDE Spatial Model,” which was presented at the International Conference on Artificial Life and Robotics (ICAROB), Oita, Japan, 2015.
  • Master Teacher Award, 2006
  • University-wide Robert W. Van Houten Award for Teaching Excellence, 2005
  • University Award for Excellence in the Category of Teaching in Upper Division Undergraduate Instruction, 2005
  • Award for outstanding journal article in International Marketing Review, 2001
Teaching: 

Courses Taught

  • Global Marketing Management
  • International Marketing
  • Principles of Marketing
  • Selling, and
  • Marketing Channels

 

 

Research: 

Research Interests

 

• Domestic and Global Marketing Channels
• Cross-Border Management of International Strategic Distribution Alliances
• Japanese Keiretsus, and
• Selling and Sales Management
 

Publications: 

Publications & Projects 

a. Textbooks

  1. Personal Selling: Building Customer Relationships and Partnerships, (2014), 3rd Edition, Kendall Hunt. [Co-authors: Joe Hair, Rolph E. Anderson, and Barry Babin]
  1. Sales Management: Building Customer Relationships and Partnerships (2009), Houghton-Mifflin (CENGAGE Learning). [Co-authors: Rolph E. Anderson, and Alan Dubinsky]

b. Selected Refereed Journal Articles

  1. Ito, Tsutomu, Katsuhiko Takahashi, Katsumi Morikawa, Takao Ito, Rajiv Mehta, Sakamoto Makoto, Satoshi Ikeda, Takao Ito, Makoto Sakamoto, Satoshi Ikeda, (2016), “Momentum and Its Implications in Corporate Management,” Journal of Robotics, Networks and Artificial Life, 2 (4), 272-275.
  1. Ito, Takao, Rajiv Mehta, Tsutomu Ito, Makoto Sakamoto, Satoshi Ikeda, Seigo Matsuno, and Katsuhiko Takahashi (2015), “Inter-firm Transactional Relationships in Yokokai: An Empirical Investigation Using the IDE Spatial Model,” International Journal Of Mathematical Models And Methods In Applied Sciences, 9 (September) 463-472.  
  1. Ito, Takao, Tsutomu Ito, Katsuhiko Takahashi, Makoto Sakamoto, Satoshi Ikeda and Rajiv Mehta (2015), “An Empirical Research on Inter-firm Capital Relationship in Yokokai Using IDE Spatial Model,” Journal of Robotics, Networks and Artificial Life, 2 (2, September), 125-131.
  1. Ito, Takao, Tsutomu Ito, Katsuhiko Takahashi, Rajiv Mehta, Makoto Sakamoto, and Satoshi Ikeda, (2015) “Euclidean Distance and Corporate Performance in the DEC Spatial Model,” International Journal Of Economics and Statistics, 3 (September), 102-109.  
  1. Ito, Takao, Makato Sakamoto, Satoshi Ikeda, Rajiv Mehta, and Yasuo Uchida (2014) “A Comparative Study of Inter-firm Transactional Relationship between Kyohokai and Yokokai,” Journal of Robotics, Networks and Artificial Life, 1 (3, December), 179-183.
  1. Dubas, Khalid M., Saeed M. Dubas, and Rajiv Mehta (2014) “Theories of Justice and Moral Behavior,” Journal of Legal, Ethical and Regulatory Issues, 17 (2), 17-35.
  1. Ito, Takao, M. Sakamoto, Rajiv Mehta, and Satoshi Ikeda (2014) “Examining Inter-firm Relationships Using Network-Based DEA: A Case Study of Mazda Yokokai,” International Journal Of Mathematical Models And Methods In Applied Sciences, 8 (December), 516-520.
  1. Sakamoto, Makato, Satoshi Ikeda, Takao Ito, Rajiv Mehta, Seigo Matsuno, Shinya Tagawa, and Victor Berdonosov (2014) “An Empirical Examination of Inter-firm Capital Relationships in Mazda’s Yokokai using the IDE Spatial Model,” Journal of Robotics, Networks and Artificial Life, 1 (2, September), 150-154.
  1. Anderson, Rolph E., Srinivasan Swaminathan, and Rajiv Mehta (2014) “Prospering in Tough Economic Times Through Customer Loyalty,” International Journal of Management and Economics, 41, (January-March), 8-22.
  1. Anderson, Rolph E., Srinivasan Swaminathan, and Rajiv Mehta (2013), “How To Drive Customer Satisfaction,” MIT Sloan Management Review, 54 (4, Summer), 13-15.
  1. Mehta, Rajiv, Takao Ito, Jolanta Mazur, and Rolph E. Anderson (2013), “Determinants and Consequences of Cooperation in International Strategic Distribution Channel Alliances,” Contemporary Management Research, 9 (4), 363-368.
  1. Mehta, Rajiv, Rolph E. Anderson, Takao Ito, and Jolanta Mazur (2012), “Outcome- and Behavior-Based Performance Assessment of Sales Managers: The Influence of Hierarchical Level,” International Journal of Management and Eco­nomics, 36 (December), 51-69.
  1. Tagawa, S., Takao Ito, Rajiv Mehta, Katia Passerini, K. Voges and Makoto Sakamoto (2012), “Organizational Structure of Mazda’s Keiretsu: A Graph Theoretic Analysis,” Artificial Life and Robotics, 16 (4, February), 455-459. 
  1. Dubas, Khalid, Lewis Hershey, Inder Nijhawan, and Rajiv Mehta (2011), “Breakeven and Profitability Analyses in Marketing Management Using R Language,” Innovative Marketing, 11 (3), 51-61. 
  1. Ito, Takao, E. Niki, R. Takida, Rajiv Mehta, Katia Passerini, and Makoto Sakamoto (2011) “Transactions and Cross Shareholdings in Mazda’s Keiretsu: A Centrality Analysis,” Artificial Life and Robotics, 16 (3, December), 297-300.
  1. Ito, Takao, R. Takida, Seigo Matsuno, Rajiv Mehta, Y. Ishida, and Makoto Sakamoto (2011) “An Analysis of Firm Capacity in Mazda’s Keiretsu,” Artificial Life and Robotics, 16 (2, September), 248-252.
  1. Mehta, Rajiv, Rolph E. Anderson, Alan Dubinsky, Jolanta Mazur and Pia Polsa, (2011), “Managing Channel Partner Relationships: A Cross-National Study,” Journal of Global Marketing, 24 (2), 105-124.
  1. Fisher, Caroline M., Cassie Elrod, and Rajiv Mehta, (2011), “A Replication to Validate and Improve a Measurement Instrument for Deming’s Fourteen Points,” International Journal of Quality and Reliability Management, 28 (3), 328-358.
  1. Ito, Takao, Shinya Tagawa, Sakamoto Makoto, Rajiv Mehta, and Shu Quan Lu (2010), “An Analysis of Limit Cycle and Velocity History in Mazda’s Keiretsu,” Artificial Life and Robotics, 15 (4), 389-394.
  1. Mehta, Rajiv, Rolph E. Anderson, Alan J. Dubinsky, Pia Polsa and Jolanta Mazur (2010), “Managing International Distribution Channel Partners: A Cross-Cultural Approach,” Journal of Marketing Channels, 17 (2), 89-117.
  1. Ito, Takao, Seigo Matsuno, Zengyu Xia, Makoto Sakamoto, and Rajiv Mehta (2010), “An Analysis of Interactive Influence in Mazda’s Yokokai Keiretsu,” Artificial Life and Robotics, 15 (3), 249-252.
  1. Rapp, William, Rajiv Mehta, Christine L. Hopkins, and James McHugh, (2008) “Toyota Motor Company: An Environmental and Strategic Marketing Assessment for Hybrid and Renewable Energy Resource Automobiles,” International Journal of Technology, Knowledge & Society, 4, 1-14.
  1. Mehta, Rajiv, Pia Polsa, Jolanta Mazur, Fan Xiucheng, and Alan Dubinsky (2006), “Strategic Alliances in International Distribution Channels,” Journal of Business Research, 59, 1094-1104.
  1. Mehta, Rajiv, Trina Larsen, Bert Rosenbloom, and Joseph Ganitsky (2006), “Impact of Cultural Distance in U.S. Business-to-Business Marketing Channel Strategic Alliances,” Industrial Marketing Management, 35 (2), 156-165.