Schools

Business Administration Faculty Back

Dr. Zoha Fatima

Dr. Zoha Fatima

Assistant Professor

Area

Marketing

E-mail

zoha_fatima22@yahoo.com

Education

PhD (Marketing Management)

Courses Taught at SoB, GU:

  • BPSM (Business Policy and Strategic Management)
  • Brand Management

Research Interests

Salesforce control system, salesforce ethical behaviour, salesforce motivation, CV making skills of students

Selected Publications

  • Fatima, Z. (2015). Behaviour Based Salesforce Control System for Most Effective Sales Organizations: A Review Based Article. Asian Journal of Marketing, 9 (1), 1-11.
  • Fatima, Z. (2016). Salesforce Control Systems: A Review of Its Consequences Across Continents. Compensation & Benefits Review, 48(3-4), 95-110.
  • Fatima, Z., and Azam, M. K. (2016a). Effect of salesforce control system and supervisory behaviour on role conflict and role ambiguity of salespeople: A review of studies. AIMA Journal of Management & Research, 10 (4/4), ISSN 0974 –497.
  • Fatima, Z., and Azam, M. K. (2016b). A study of salesforce control systems and salesforce motivation. The Marketing Review, 16 (4), Winter, 357-371.
  • Fatima, Z., and Azam, M. K. (2016c). Sales force control system and customer orientation: A review based article. NMIMS Management Review, 32 (November), 69-80, ISSN: 0971-1023.
  • Fatima, Z., and Azam, M. K. (2016d). Consequences of supervisory behaviour: A literature review. International Journal of Business Insights and Transformation, 9 (2), 33-39.
  • Fatima, Z., and Azam, M. K. (2016e). Effect of salesforce control system and supervisory behaviour on job satisfaction of salespeople: A review of studies. Management Dynamics, 16 (2), 1-12.
  • Fatima, Z. (2017a). Impact of Sales Territory Design and Salesforce Performance on Sales Organization Effectiveness: A Review of Studies. Amity Global Business Review, 12, February, 46-51, ISSN – 0975-511X.
  • Fatima, Z. (2017c). Salesforce ethical behaviour: A control system perspective. Journal of Marketing Vistas, 7 (1), 68-75.
  • Fatima, Z. (2017d). Impact of salesforce commitment on sales organisation. Journal of Business Thought, 8, 131-138.
  • Fatima, Z., and Azam, M. K. (2017a). The consequences of behaviour based and outcome based salesforce control systems: A review based article. FIIB Business Review, 6 (1), 56-67.
  • Fatima, Z., and Azam, M. K. (2017b). Antecedents of behaviour based and outcome based salesforce control systems: A review based article. Journal of Applied Management Research, 5 (1), 44-58.
  • Fatima, Z., and Azam, M. K. (2017c). Antecedents of salesforce motivation: A review of studies. Albarkaat Journal of Finance and Management, 9 (1), 10-15.
  • Fatima, Z., and Azam, M. K. (2016). Effect of salesforce control system and supervisory behaviour on trust between supervisor and salespeople: A review. MAIMT Journal of IT and Management, 10 (2), 49-58.
  • Fatima, Z., and Azam, M. K. (2017e). Consequences of salesforce motivation. IITM Journal of Business Studies, 4, 1 22-26.
  • Fatima, Z., (2017e). Importance of salesforce ethical behaviour: A salesperson-customer relationship perspective, Management Insight, 13 (1), 16-23.
  • Fatima, Z., and Azam, M. K. (2017f). A study of indirect effects of salesforce control system on salesforce performance, LIBA Journal of Management, 1, 1, 7-11.
  • Fatima, Z., and Azam, M. K. (2017h). Relationships between salesforce control systems and salesforce performance: A review of studies. The Marketing Review, 17(4), 451-468.
  • Fatima, Z. (2017). Two Major Antecedents of Salesforce Motivation: Salesforce Control Systems and Compensation Plans. Compensation and Benefits Review, 49 (2), 87-101

Seminar Organized

None

Faculty Development Programs and Management Development Programs

  • Attended a one-week Faculty Development Program on ‘’Advanced Regression and Structure Equation Modeling (SEM) using AMOS’’ at Bharati Vidyapeeth Institute of Management and Research (BVIMR), New Delhi in December, 2015.
  • Attended a one-week Faculty Development Program on ‘’Structural Equation Modelling’’ at Birla Institute of Technology, Ranchi (Noida Campus), Noida in March, 2016.

Academic Experience

1 year as a guest teacher in AMU, Kishanganj Centre, India

Achievements and Awards

  • Awarded Bronze medal for the best Summer Training report of 2012 in MBA faculty, by Eklavya Education Foundation, Ahmedabad, Gujarat, India. Also granted Eklavya Scholarship of Excellence worth Rs. 1000.
  • Served as a Coordinator of annual sports event, ‘’Sportiva’’ organized by MBA department, AMU, Aligarh in March, 2011.
  • Served as a member of Hospitality Committee for annual cultural event ‘’Asaas - The Management Fest’’ organized by MBA department, AMU, Aligarh in April, 2011.

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