Selected Publications (International Journals)
- Madhani, P. M. "Strategic HR Analytics: Driving Business Performance", The Journal of Total Rewards,
- Madhani, P. M. "Human Resources Analytics: Leveraging Human Resources for Enhancing Business Performance", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 55, No. 1, pp. 31-45 (2023).
- Madhani, P. M. "Blockchain Deployment in Retail Supply Chain: Enhancing Competitive Advantage", International Journal of Applied Management Sciences and Engineering, (ISSN 2327-7483, IGI Global), Vol. 9, No. 1, pp. 1-23 (2022).
- Madhani, P. M. "Enhancing HR Performance with the Application of Blockchain", The Journal of Total Rewards, (ISSN 1529-9457), Vol. 31, No. 2, pp. 36-48, (2022).
- Madhani, P. M. "Strategic Human Resource: Enhancing Performance with Six Sigma Approach", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 54, No. 2, pp. 51-73, (2022).
- Madhani, P. M. "Lean Six Sigma Deployment in HR: Enhancing Business Performance", International Journal of Human Resources Development and Management, (Print ISSN 1465- 6612, ABDC, SCOPUS), Vol. 22, No. 1/2, pp. 75-97, (2022).
- Madhani, P. M. "The ‘High-Road’ Approach to Compensation and Benefits Practices: Enhancing Competitive Advantages", International Journal of Applied Management Sciences and Engineering, (ISSN 2327-7483, IGI Global), Vol. 9, No. 1, pp. 1-21, (2022).
- Madhani, P. M. "Enhancing Retail Workforce Performance with Real Options Approach", The Journal of Total Rewards, (ISSN 1529-9457), Vol. 30, No. 3, pp. 77-93, (2021).
- Madhani, P. M. "Lean Six Sigma in Finance and Accounting Services for Enhancing Business Performance", International Journal of Service Science, Management, Engineering, and Technology, (Print ISSN 1947- 959X, IGI Global, SCOPUS), Vol. 12, No. 6, pp. 141-165, (2021).
- Madhani, P. M. "Retail Workforce Sizing Strategy for Enhancing Service Delivery and Store Performance", International Journal of Business Strategy and Automation, (ISSN 2644-2094, IGI Global), Vol. 2, No. 3, pp. 1-19, (2021).
- Madhani, P. M. "Building a Customer-Focused Culture with Rewards Alignment: A Cross-Sectional Analysis", International Journal of Electronic Customer Relationship Management, (Print ISSN 1750-0664, ABDC, SCOPUS), Vol. 13, No. 1, pp. 45-80, (2021).
- Madhani, P. M. "The Rewards Value Chain: Optimal Mix of Tangible and Intangible Rewards for Enhancing Business Performance", The Journal of Total Rewards, (ISSN 1529-9457), Vol. 30, No. 2, pp. 43-52, (2021).
- Madhani, P. M. "Deploying ‘Good Jobs’ Strategy in Service Sectors for Enhancing Competitive Advantages", International Journal of Business Strategy and Automation, (ISSN 2644-2094, IGI Global), Vol. 2, No.1, pp. 29-53, (2021).
- Madhani, P. M. "Effective Rewards and Recognition Strategy: Enhancing Employee Engagement, Customer Retention and Company Performance", The Journal of Total Rewards, (ISSN 1529-9457), Vol. 29, No. 2, pp. 39-48, (2020).
- Madhani, P. M. "Customer-focused Supply Chain Strategy: Developing 4Rs Framework for Enhancing Competitive Advantages", International Journal of Services and Operations Management, (Print ISSN 1744-2370, ABDC, SCOPUS), Vol. 36, No. 4, pp. 505-530, (2020).
- Madhani, P. M. "Enhancing Supply Chain Efficiency and Effectiveness With Lean Six Sigma Approach", International Journal of Project Management and Productivity Assessment, (Print ISSN 2643-8089, IGI Global), Vol. 8, No. 1, pp. 40-65, (2020).
- Madhani, P. M. "Rewards Strategy: A Key Driver of Service - Profit Chain", Compensation & Benefits Review, (Print ISSN 0886-3687), (First Published January 5, 2020), Vol. 51, No. 4, pp. 162-172, (2019).
(This article appeared on The IRF Quarterly Academic Review - For incentive, reward & recognition professionals,
Spring, 2020, Volume 3, Number 1, pp. 9-12)
- Madhani, P. M. "Strategic Supply Chain Management for Enhancing Competitive Advantages: Developing Business Value Added Framework", International Journal of Value Chain Management, (Print ISSN 1741-5357, ABDC, SCOPUS), Vol. 10, No. 4, pp. 316-338, (2019).
- Madhani, P. M. "How Compensation and Benefits Build and Sustain a Customer-Focused Culture", WorldatWork Journal, (ISSN 1529-9457), Vol. 28, No. 2, pp. 45-58, (2019).
- Madhani, P. M. "Lean Six Sigma Deployment in BFSI Sector: Synthesising and Developing Customer Value Creation Models", International Journal of Electronic Customer Relationship Management, (Print ISSN 1750-0664, ABDC, SCOPUS), Vol. 11, No. 3, pp. 272-314, (2018).
- Madhani, P. M. "Enhancing HR Competitiveness: A Six Sigma Approach", WorldatWork Journal, (ISSN 1529-9457), Vol. 27, No. 2, pp. 30-37, (2018).
- Madhani, P. M. "Building a Customer-focused Culture in Organizations: Developing 7Cs Model", International Journal of Business Excellence, (ISSN 1756-0055, ABDC, SCOPUS), Vol. 16, No. 2, pp. 199-232, (2018).
- Madhani, P. M. "Viewing Salespeople as Real Options", WorldatWork Journal, (ISSN 1529-9457), Vol. 27, No. 1, pp. 33-41, (2018).
- Madhani, P. M. "Enhancing Return on Salesforce Investment: Reallocating Incentives and Training Resources With Intrinsic Valuation Approach", Compensation & Benefits Review, (Print ISSN 0886-3687), (First Published July 25, 2018), Vol. 49, No. 3, pp. 135-152, (2017).
(This article appeared on The IRF Quarterly Academic Review - For incentive, reward & recognition professionals,
Summer, 2019, Volume 2, Number 2, pp. 16-18)
- Madhani, P. M. "Enhancing Return on HR Investment: Risk Management With Real Options Approach", Compensation & Benefits Review, (Print ISSN 0886-3687), (First Published February 18, 2018),Vol. 49, No. 1, pp. 38-55, (2017).
(This article has been downloaded at least 465 times making it one of the top 20 articles for Compensation & Benefits Review in the last 3 years)
(This article appeared on Management INK - where SAGE Publications, USA highlights top articles from over 50 top-tier
journals)
- Madhani, P. M. "Optimal Salesforce Sizing and Compensation Cost: A Mathematical Approach", Compensation & Benefits Review, (Print ISSN 0886-3687), (First Published January 1, 2018),Vol. 49, No. 1, pp. 26-33, (2017).
(This article appeared on Management INK - where SAGE Publications, USA highlights top articles from over 50 top-tier
journals)
(This article is also included in the list of top TEN key posts from Management INK)
- Madhani, P. M. "Optimal Mix of Financial and Nonfinancial Rewards: Enhancing Sales Performance", WorldatWork Journal, (ISSN 1529-9457), Vol. 26, No. 2, pp. 44-54, (2017).
- Madhani, P. M. "A Salesperson’s Future Value and Training Needs: A Model-Driven Approach", WorldatWork Journal,
- Madhani, P. M. "Supply Chain Management and Marketing Integration: Enhancing Customer Lifetime Value", International Journal of Logistics Systems and Management, (Print ISSN 1742-7967, ABDC, SCOPUS), Vol. 25, No. 4, pp. 441-473, (2016).
- Madhani, P. M. "Complementary Relationship of Sales Organization Culture and Compensation System: Practical Implications", WorldatWork Journal, (ISSN 1529-9457), Vol. 25, No. 3, pp. 40-58, (2016).
- Madhani, P. M. "Performance Management Practices in Times of Uncertainty: A Real Option Approach", WorldatWork Journal, (ISSN 1529-9457), Vol. 25, No. 1, pp. 25-39, (2016).
- Madhani, P. M. "Managing Salesforce Compensation During the Growth Stage: A Financial Modelling Approach", Compensation & Benefits Review, (Print ISSN 0886-3687), (First Published July 25, 2016), Vol. 47, No. 5/6, pp. 240-254, (2015).
(This article appeared on Management INK - where SAGE Publications, USA highlights top articles from over 50 top-tier
journals)
- Madhani, P. M. "Salesforce Control and Compensation System: A Game Theory Model Approach", Compensation & Benefits Review, (Print ISSN 0886-3687), (First Published June 28, 2016),Vol. 47, No. 4, pp. 190-202, (2015).
(Featured in Journal's top 50 Most frequently read articles)
(This article appeared on Management INK - where SAGE Publications, USA highlights top articles from over 50 top-tier journals)
- Madhani, P. M. "Sales Organization Culture, Compensation Strategy and Firm Valuation", Compensation & Benefits Review, (Print ISSN 0886-3687), (First Published April 13, 2016),Vol. 47, No. 4, pp. 173-183, (2015).
(This article appeared on Management INK - where SAGE Publications, USA highlights top articles from over 50 top-tier
journals)
(This article is included in the list of FIVE top-read articles of Compensation & Benefits Review)
- Madhani, P. M. "Sales Compensation Strategy: An Optimal Design of Pay Level and Pay Mix", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 47, No. 3, pp. 107-120, (2015).
(Featured in Journal's top 50 Most frequently read articles)
(This article appeared on Management INK - where SAGE Publications, USA highlights top articles from over 50 top- tier journals)
- Madhani, P. M. "Enhancing Customer Lifetime Value in Fast Fashion Retailing with RFID Initiatives", International Journal of Business and Globalisation, (Print ISSN 1753-3627, ABDC, SCOPUS), Vol. 15, No. 2, pp. 205-237, (2015).
- Madhani, P. M. "Salesforce Control System, Performance Measures and the Business Cycle", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 47, No. 2, pp. 91-100, (2015).
- Madhani, P. M. "Ethical Behavior in Sales Organizations: Key Dimensions", WorldatWork Journal, (ISSN 1529-9457), Vol. 24, No. 1, pp. 55-69, (2015).
- Madhani, P. M. "Managing Salesforce Performance: Behavior Versus Outcome Measures", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 47, No. 2, pp. 81-90, (2015).
(Featured in Journal's top 50 Most frequently read articles)
(This article appeared on Management INK - where SAGE Publications, USA highlights top articles from over 50 top-tier journals)
- Madhani, P. M. "Aligning Compensation Systems With Organization Culture", Benefits Quarterly, (ISSN 8756-1263), Vol.31, No. 1, pp. 72, (2015).
- Madhani, P. M. "Compensation, Ethical Sales Behavior and Customer Lifetime Value", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 46, No. 4, pp. 204-218, (2014).
(Featured in Journal's top 50 Most frequently read articles)
(This article appeared on Management INK - where SAGE Publications, USA highlights top articles from over 50 top-tier journals. This article is also among top 10 key posts from Management INK)
- Madhani, P. M. "Managing Sales Compensations: A Sales Force Configuration Approach", Journal of Personal Selling & Sales Management, (ISSN 0885-3134), Vol.34, No. 2, pp. 163, Spring, (2014).
- Madhani, P. M. "Direct Salesforce Versus Independent Representatives: A Strategic Choice Across a Business Life Cycle", WorldatWork Journal, (ISSN 1529-9457), Vol. 23, No. 3, pp. 16-35, (2014).
- Madhani, P. M. "Aligning Compensation Systems With Organization Culture", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 46, No. 2, pp. 103-115, (2014).
(Featured repeatedly in Journal's top 50 Most frequently read articles and received FIRST rank in the list of February
2016)
(This article has been downloaded at least 532 times in 2020, making it one of the 10 most downloaded articles for
Compensation & Benefits Review in 2020).
(This article appeared on Management INK - where SAGE Publications, USA highlights top articles from over 50 top-tier
journals. This article is also included in the list of top 10 key posts from Management INK)
(This article is included in required reading list of subject HRM and Employment Relations (BUO5HER - Master level
course) offered by La Trobe University, Australia)
(This article is included in reading list of subject Organisational Behaviour (MN7203 - core course of MBA programme)
offered by University of Leicester, UK)
(This article is included in Sales Center Guide published by Weber State University which includes Scholarly/Academic
Journal Articles in area of Sales Force planning, organization & recruitment)
- Madhani, P. M. "Managing Sales Compensation Across the Economic Cycle: Direct Sales Force Versus Independent Reps", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 46, No. 1, pp. 16-24, (2014).
(Featured in Journal's top 50 Most frequently read articles)
- Madhani, P. M. "Realigning Fixed and Variable Pay in Sales Organizations: A Career Life Cycle Perspective", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 45, No. 4, pp. 223-230, (2013).
- Madhani, P. M. "Salesforce Configuration: A Key Driver for Effective Compensation Planning", WorldatWork Journal, (ISSN 1529-9457), Vol. 22, No. 3, pp. 15-26, (2013).
- Madhani, P. M. "Managing Sales Compensation: A Sales Force Configuration Approach", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 45, No. 2, pp. 105-114,(2013).
(Featured in Journal's top 50 Most frequently read articles)
(This article appeared on Management INK - where SAGE Publications, USA highlights top articles from over 50 top-tier
journals)
(This article is included in Sales Center Guide published by Weber State University which includes Scholarly/Academic
Journal Articles in area of Sales Force planning, organization & recruitment)
- Madhani, P. M. "Demand Chain Management: Enhancing Customer Value Proposition", The European Business Review, (ISSN 1754-5501), March/April, pp. 50–54, (2013).
(This article is included in study material of a course (Advanced Commercial Supply Chain and Category Management,
SUM 408) offered by Robert Gordon University. Course is conducted by Dr. David Moore, Professor, Robert Gordon
University, Aberdeen, Scotland.)
- Madhani, P. M. "Marketing and Supply Chain Management Integration: A Resource-Based View of Competitive Advantages", International Journal of Value Chain Management, (Print ISSN 1741-5357, ABDC, SCOPUS), Vol. 6, No. 3, pp. 216-239, (2012).
- Madhani, P. M. "Managing Sales Force Compensation: A Life Cycle Perspective", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 44, No. 6, pp. 315-326, (2012).
(Featured in Journal's top 50 Most frequently read articles)
(This article is included in study material of a course (Compensation and Rewards, HRM 533:313) in Human Resource
Management programs offered by Rutgers, The State University of New Jersey. Course is conducted by Dr. Charles H.
Fay, Professor of Rutgers' School of Management and Labor Relations, Rutgers University)
(This article is included in Sales Center Guide published by Weber State University which includes
Scholarly/Academic Journal Articles in area of Sales force Compensation & Incentives)
- Madhani, P. M. "Sales and Marketing Integration: Applying the Theoretical Lens of the Resource-Based View", International Journal of Electronic Customer Relationship Management, (Print ISSN 1750-0664, ABDC, SCOPUS), Vol. 6, No. 3/4, pp. 292–322, (2012).
- Madhani, P. M. "Managing Sales Force Compensation: The Strategic Choice between Direct Sales Force and Independent Reps", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 44, No. 2, pp. 86-99, (2012).
(Featured in Journal's top 50 Most frequently read articles)
(This article is included in Sales Center Guide published by Weber State University which includes Scholarly/Academic
Journal Articles in area of Sales force Compensation & Incentives)
- Madhani, P. M. "Business Value Added Through RFID Deployment in Retail: A Synthesis, Conceptual Framework and Research Propositions", International Journal of Electronic Customer Relationship Management, (Print ISSN 1750- 0664, ABDC, SCOPUS), Vol. 5, No. 3/4, pp. 305-322, (2011).
- Madhani, P. M. "Salesforce Compensation: Game Theory", Journal of Personal Selling & Sales Management, (ISSN 0885-3134), Vol. 31, No. 4, pp. 444, Fall, (2011).
(This article is also cited in following Text Book: Miles, J. A. (2012). Management and Organization Theory: A Jossey-
Bass Reader (Vol. 9). John Wiley & Sons.)
- Madhani, P. M. "Managing Sales Employees’ Compensation: A Countercyclical Investment Approach", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 43, No. 2, pp. 109-122, (2011).
(This article is included in required library course reading of a course (Benefits and Compensation, MHRM 6630) offered
by Walden University, USA)
- Madhani, P. M. "Marketing and Supply Chain Management Integration: Strategic Implications for Enhancing Customer Value Proposition", International Journal of Electronic Customer Relationship Management, (Print ISSN 1750-0664, ABDC, SCOPUS), Vol. 5, No. 2, pp. 153-170, (2011).
- Madhani, P. M. "Reallocating Fixed and Variable Pay in Sales Organizations: A Sales Carryover Perspective", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 43, No. 6, pp. 346-360, (2011).
(Featured in Journal's top 50 Most frequently read articles)
(This article is included in Sales Center Guide published by Weber State University which includes Scholarly / Academic
Journal Articles in area of Sales force Compensation & Incentives)
(This article is included in study material of a PG Level course (Marketing B2B and Sales Management- 27178, 2nd
semester, 2014-15) of Master Entrepreneurship and Innovation program offered by Free University of Bozen- Bolzano,
Italy. Course was conducted by Dr. Christian Linder)
- Madhani, P. M. "Restructuring Fixed and Variable Pay in Sales Organizations: A Product Life Cycle Approach", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 43, No. 4, pp. 245-258, (2011).
(Featured in Journal's top 50 Most frequently read articles)
- Madhani, P. M. "Rebalancing Fixed and Variable Pay in a Sales Organization: A Business Cycle Perspective", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 42, No. 3, pp 179-189, (2010).
(Featured in Journal's top 50 Most frequently read & Most-Cited articles)
(This article is also cited in following Text Books:
(Biswas, B. D. (2012). Compensation and Benefit Design: Applying Finance and Accounting Principles to Global
Human Resource Management Systems. FT Press)
(Lussier, R. N., & Hendon, J. R. (2012). Human Resource Management: Functions, Applications, Skill Development.
SAGE Publications)
(Mathis, R.L., Jackson, J.H., & Valentine, S. R.(2013). Human Resource Management. Cengage Learning)
- Madhani, P. M. "Compensation Management in Sales Organization: A Mathematical Approach", International Journal of Arts and Sciences, (ISSN 1944-6934), Vol. 3, No. 19, pp. 364-376, (2010).
- Madhani, P. M. "Sales Employees Compensation: An Optimal Balance between Fixed and Variable Pay", Journal of Personal Selling & Sales Management, (ISSN 0885-3134), Vol. 30, No. 3, pp. 276, Summer, (2010).
- Madhani, P. M. "Realigning Fixed and Variable Pay in Sales Organizations: An Organizational Life Cycle Approach", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 42, No. 6, pp. 488-498, (2010).
(Featured in Journal's top 50 Most frequently read & Most-Cited articles)
- Madhani, P. M. "Sales Employees Compensation: An Optimal Balance between Fixed and Variable Pay", Compensation & Benefits Review, (Print ISSN 0886-3687), Vol. 41, No. 4, pp. 44-51, (2009).
(Featured in Journal's top 50 Most frequently read & Most-Cited articles)
(This article is included in Reading List (Topic - Designing Incentive Systems) for the Performance & Compensation
Management course (Course Code: MGT 4306, 2016-17) offered by Department of Management, City University of Hong
Kong)
(This article was included in study material of a PG Level course (Strategic Human Resources, BUAD 875) of
MS(Organizational Effectiveness) program offered by Alfred Lerner College of Business and Economics, University of
Delaware, Fall 2010. Course was conducted by Dr. Thomas E. Becker, Professor of Management, University of Delaware)
(This article is included in learning resources for the Marketing course (Sales & Distribution Management,404 MKT) in
MBA program offered by University of Pune)
(This article is also cited in following Text Book:
Dessler, G. (2011). A Framework for Human Resource Management. Pearson Education USA)