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Does the customer matter most? : exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners

Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A.; … - In: Journal of marketing 80 (2016) 1, pp. 106-123

Persistent link: https://www.econbiz.de/10011507463

Internal selling : antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance

Liu, Yongmei; Hochstein, Bryan; Bolander, Willy; … - In: Journal of business research : JBR 117 (2020), pp. 176-188

Persistent link: https://www.econbiz.de/10012285563

Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance

Plouffe, Christopher R. - In: The journal of personal selling & sales management : JPSSM 38 (2018) 2, pp. 241-264

Persistent link: https://www.econbiz.de/10011917850

One Approach to Repeat Business : 'Customer Success Managers'

Gelb, Betsy; Rangarajan, Deva; Hochstein, Bryan; … - 2020

Software vendors have pioneered the deployment of professionals charged with enhancing the success of that vendor’s customers. However, now more industries are adopting the model common for software, of marketing a renewable subscription rather than requiring a capital investment. That model...

Persistent link: https://www.econbiz.de/10014031750

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

Proactive value co-creation via structural ambidexterity : customer success management and the modularization of frontline roles

Hochstein, Bryan; Chaker, Nawar N.; Rangarajan, Deva; … - In: Journal of service research 24 (2021) 4, pp. 601-621

Persistent link: https://www.econbiz.de/10012662587

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

Orchestration of value : the role of customer success managers within sales ecosystems

Goad, Emily A.; Chase, Kevin S.; Brauer, David B.; … - In: European journal of marketing 58 (2024) 3, pp. 756-781

Persistent link: https://www.econbiz.de/10015047341

Salesperson navigation: the intraorganizational dimension of the sales role

Plouffe, Christopher R.; Barclay, Donald W. - In: Industrial marketing management : the international … 36 (2007) 4, pp. 528-539

Persistent link: https://www.econbiz.de/10003469176

Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions

Volpers, Stephan; Schroeder, Curtis S.; Hochstein, Bryan W. - In: Industrial marketing management : the international … 118 (2024), pp. 212-230

Persistent link: https://www.econbiz.de/10014531700