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Heterogeneity in Sales Districts: Beyond Individual-Level Predictors of Satisfaction and Performance
Venkatesh, R.; Challagalla, Goutam; Kohli, Ajay K. - In: Journal of the Academy of Marketing Science 29 (2001) 3, pp. 238-254
Persistent link: https://www.econbiz.de/10006152080
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Proactive Postsales Service: When and Why Does It Pay Off?
Challagalla, Goutam; Venkatesh, R.; Kohli, Ajay K. - In: Journal of marketing 73 (2009) 2, pp. 70-87
Persistent link: https://www.econbiz.de/10008226638
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Peaking at the right time: Perceptions, expectations, and effects
Murtha, Brian R. - In: Organizational behavior and human decision processes : … 120 (2013) 1, pp. 62-72
Persistent link: https://www.econbiz.de/10010059674
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The moderating influence of firm market power on the transaction cost economics model: An empirical test in a forward channel integration context
Shervani, Tasadduq A.; Frazier, Gary; Challagalla, Goutam - In: Strategic management journal 28 (2007) 6, pp. 635-652
Persistent link: https://www.econbiz.de/10007721575
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Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts
Bradford, Kevin; Challagalla, Goutam; Hunter, Gary; … - In: The journal of personal selling & sales management 32 (2012) 1, pp. 41-57
Persistent link: https://www.econbiz.de/10009823943
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Implementing Changes in Marketing Strategy: The Role of Perceived Outcome- and Process-Oriented Supervisory Actions
Sarin, Shikhar; Challagalla, Goutam; Kohli, Ajay K - In: Journal of marketing research : JMR 49 (2012) 4, pp. 564-581
Persistent link: https://www.econbiz.de/10009997975
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Characteristics that Enhance Training Effectiveness in Implementing Technological Change in Sales Strategy: A Field-Based Exploratory Study
Sarin, Shikhar; Sego, Trina; Kohli, Ajay; Challagalla, … - In: The journal of personal selling & sales management 30 (2010) 2, pp. 143-157
Persistent link: https://www.econbiz.de/10008405488
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MARKOR: A Measure of Market Orientation Excess Behavioral Loyalty for High-Share Brands: Deviations from the Dirichlet Model for Repeat Purchasing
Kohli, Ajay K.; Jauorski, Bernard J.; Kumar, Ajith; … - In: Journal of marketing research : JMR 30 (1993) 4, pp. 478-493
Persistent link: https://www.econbiz.de/10006690576
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Relational Behavior in Business Markets: Implications for Relationship Management
Leuthesser, Lance; Kohli, Ajay K. - In: Journal of business research : JBR 34 (1995) 3, pp. 221-234
Persistent link: https://www.econbiz.de/10006740680
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MARKETING - How Do They Know Their Customers So Well? - Insightful companies mix rich customer data with their understanding of the people behind the transaction.
Davenport, Thomas H.; Harris, Jeanne G.; Kohli, Ajay K. - In: MIT sloan management review 42 (2001) 2, pp. 63-74
Persistent link: https://www.econbiz.de/10006279871