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Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert; Rangarajan, Deva; Sharma, Arun; … - In: Industrial marketing management : the international … 62 (2017), pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
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Increasing resilience by creating an adaptive salesforce
Sharma, Arun; Rangarajan, Deva; Paesbrugghe, Bert - In: Industrial marketing management : the international … 88 (2020), pp. 238-246
Persistent link: https://www.econbiz.de/10012285360
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Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force
Rangarajan, Deva; Sharma, Arun; Lyngdoh, Teidorlang; … - In: Business horizons 64 (2021) 5, pp. 647-658
Persistent link: https://www.econbiz.de/10012990356
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Personal selling and the purchasing function : where do we go from here?
Paesbrugghe, Bert; Sharma, Arun; Rangarajan, Deva; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 123-143
Persistent link: https://www.econbiz.de/10011936261
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Aligning sales and operations management : an agenda for inquiry
Rangarajan, Devarajan; Sharma, Arun; Paesbrugghe, Bert; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 2, pp. 220-240
Persistent link: https://www.econbiz.de/10011917844
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Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic
Giovannetti, Marta; Sharma, Arun; Rangarajan, Deva; … - In: The journal of business & industrial marketing 39 (2024) 4, pp. 735-756
Persistent link: https://www.econbiz.de/10015080012
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Examining supplier, buyer, and customer triads : the critical role of conflict in interaction processes and product/service innovations
Fletcher-Chen, Chavi Chi-Yun; Sharma, Arun; Rangarajan, Deva - In: Industrial marketing management : the international … 107 (2022), pp. 337-352
Persistent link: https://www.econbiz.de/10014230619
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Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Giovannetti, Marta; Sharma, Arun; Cardinali, Silvio; … - In: Industrial marketing management : the international … 107 (2022), pp. 433-449
Persistent link: https://www.econbiz.de/10014230725
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An industry/academic perspective on customer success management
Hochstein, Bryan; Rangarajan, Deva; Mehta, Nick; … - In: Journal of service research 23 (2020) 1, pp. 3-7
Persistent link: https://www.econbiz.de/10012183552
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One approach to repeat business : "customer success managers"
Gelb, Betsy D.; Rangarajan, Deva; Hochstein, Bryan; … - In: Rutgers business review 5 (2020) 1, pp. 13-27
Persistent link: https://www.econbiz.de/10012390031