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Salespeople as knowledge brokers : a review and critique of the challenger sales model
Rapp, Adam; Bachrach, Daniel G.; Panagopoulos, Nikolaos; … - In: The journal of personal selling & sales management : JPSSM 34 (2014) 4, pp. 245-259
Persistent link: https://www.econbiz.de/10010431573
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A review of social media and implications for the sales process
Andzulis, James Mick; Panagopoulos, Nikolaos G.; Rapp, Adam - In: The journal of personal selling & sales management : JPSSM 32 (2012) 3, pp. 305-316
Persistent link: https://www.econbiz.de/10009579269
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Competitive intelligence collection and use by sales and service representatives : how managers' recognition and autonomy moderate individual performance
Rapp, Adam; Agnihotri, Raj; Baker, Thomas L.; Andzulis, … - In: Journal of the Academy of Marketing Science 43 (2015) 3, pp. 357-374
Persistent link: https://www.econbiz.de/10011287123
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Understanding the long-term implications of retailer returns in business-to-business relationships
Beitelspacher, Lauren Skinner; Baker, Thomas L.; Rapp, Adam - In: Journal of the Academy of Marketing Science 46 (2018) 2, pp. 252-272
Persistent link: https://www.econbiz.de/10011844791
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The intersection of service and sales : the increased importance of ambidexterity
Rapp, Adam; Baker, Thomas L.; Hartmann, Nathaniel N.; … - In: Journal of service research 23 (2020) 1, pp. 8-12
Persistent link: https://www.econbiz.de/10012183566
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Salesperson motivation, compensation, training and deployment within the sales ecosystem
Lastner, Matthew M.; Locander, David A.; Pimentel, Michael - In: European journal of marketing 58 (2024) 3, pp. 812-841
Persistent link: https://www.econbiz.de/10015047344