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Salesperson ambidexterity and customer satisfaction : examining the role of customer demandingness, adaptive selling, and role conflict
Agnihotri, Raj; Gabler, Colin B.; Itani, Omar S.; … - In: The journal of personal selling & sales management : JPSSM 37 (2017) 1, pp. 27-41
Persistent link: https://www.econbiz.de/10011690128
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Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling : examining the role of learning orientation as an enabler
Itani, Omar S.; Agnihotri, Raj; Dingus, Rebecca - In: Industrial marketing management : the international … 66 (2017), pp. 64-79
Persistent link: https://www.econbiz.de/10011775972
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Preparing for, withstanding, and learning from sales crises : implications and a future research agenda
Dugan, Riley; Chaker, Nawar N.; Nowlin, Edward; … - In: Journal of personal selling & sales management : JPSSM 43 (2023) 2, pp. 89-104
Persistent link: https://www.econbiz.de/10014293074
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Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance
Chaker, Nawar N.; Nowlin, Edward L.; Pivonka, Maxwell T.; … - In: Industrial marketing management : the international … 100 (2022), pp. 127-144
Persistent link: https://www.econbiz.de/10013206400
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Salesperson moral identity and value co-creation
Itani, Omar S.; Chonko, Lawrence B.; Agnihotri, Raj - In: European journal of marketing 56 (2022) 2, pp. 500-531
Persistent link: https://www.econbiz.de/10013173438
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Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance
Gabler, Colin B.; Vieira, Valter Afonso; Senra, Karin B.; … - In: Journal of personal selling & sales management : JPSSM 39 (2019) 3, pp. 222-237
Persistent link: https://www.econbiz.de/10012200876
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Social media, customer engagement, and sales organizations : a research agenda
Agnihotri, Raj - In: Industrial marketing management : the international … 90 (2020), pp. 291-299
Persistent link: https://www.econbiz.de/10012322075
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The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.; Badrinarayanan, Vishag; Rangarajan, Deva - In: European journal of marketing 57 (2023) 3, pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
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Building customer relationships while achieving sales performance results : is listening the holy grail of sales?
Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando - In: Journal of business research : JBR 102 (2019), pp. 120-130
Persistent link: https://www.econbiz.de/10012103945
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The role of salespeople in value co-creation and its impact on sales performance
Alnakhli, Hayam; Inyang, Aniefre Eddie; Itani, Omar S. - In: Journal of business-to-business marketing 28 (2021) 4, pp. 347-367
Persistent link: https://www.econbiz.de/10012802196