Výsledky vyhledávání - "Deva Rangarajan"

Understanding Sales Enablement in Complex B2B Companies

Autor: Fabian Lauzi, Jörg Westphal, Deva Rangarajan, Tobias Schaefers, Maria C. Parra-Merono, Maria D. De-Juan-Vigaray

Publikováno v: Industrial Marketing Management. 108:47-64

As the sales function continuous to evolve, organizations are increasingly investing in sales enablement, which entails aligning resources across different organizational functions and hierarchical levels to support salespeople in their jobs. Extant

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::62c9ad02bbcc687146d147b6af1df6fe
https://doi.org/10.1016/j.indmarman.2022.11.008

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Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change

Autor: Marta Giovannetti, Arun Sharma, Silvio Cardinali, Elena Cedrola, Deva Rangarajan

Publikováno v: Industrial Marketing Management. 107:433-449

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::d4897441b0e0692d1ef75e7fbe85924a
https://doi.org/10.1016/j.indmarman.2022.10.021

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Examining supplier, buyer, and customer triads: The critical role of conflict in interaction processes and product/service innovations

Autor: Chavi C.-Y. Fletcher-Chen, Arun Sharma, Deva Rangarajan

Publikováno v: Industrial Marketing Management. 107:337-352

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::fc71b25f2fb331669e3f3123572b18fd
https://doi.org/10.1016/j.indmarman.2022.10.019

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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

Autor: Omar S. Itani, Vishag Badrinarayanan, Deva Rangarajan

Publikováno v: European Journal of Marketing
European Journal of Marketing, 2022, ⟨10.1108/EJM-11-2021-0916⟩

Purpose This study aims to develop and test a process model of the effect of social media use by business-to-business (B2B) salespeople on their value cocreation and cross/upselling performance. Adopting a research acquisition perspective, the author

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::8a9cf5fce0a247e91fff21b803b50f3c
https://doi.org/10.1108/ejm-11-2021-0916

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Akademický článek

Engaged customers as job resources or demands for frontline employees?

Autor: Katrien Verleye, Paul Gemmel, Deva Rangarajan

Publikováno v: Journal of Service Theory and Practice, 2016, Vol. 26, Issue 3, pp. 363-383.

Externí odkaz: http://www.emeraldinsight.com/doi/10.1108/JSTP-09-2014-0208

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Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment

Autor: Deva Rangarajan, Vishag Badrinarayanan, Aditi Sharma, Rakesh Kumar Singh, Sridhar Guda

Publikováno v: Journal of Business & Industrial Marketing. 37:2361-2379

Purpose The main purpose of this research is to understand how the sudden shift to work from home (WFH) after the onset of the COVID-19 pandemic has caught several sales organizations underprepared and ill-equipped to combat emergent challenges. In t

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::a288a10d7e66e33053a64eb89d0fa49f
https://doi.org/10.1108/jbim-03-2021-0146

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Sales complexity and value appropriation: a taxonomy of sales situations

Autor: Deva Rangarajan, Bryan Hochstein, Duane Nagel, Teidorlang Lyngdoh

Publikováno v: Journal of Business & Industrial Marketing. 37:2298-2314

Purpose The increasingly complex business-to-business (B2B) sales process necessitates that sales managers strike the right balance between appropriate resource allocation, while also maintaining the profitability of the organization. While previous

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::df18547595dcf519b2d8f6eeef25b369
https://doi.org/10.1108/jbim-10-2020-0463

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B2B online sales pushes: Whether, when, and why they enhance sales performance

Autor: Vamsi K. Kanuri, Johannes Habel, Nawar N. Chaker, Deva Rangarajan, Paolo Guenzi

Publikováno v: Production and Operations Management.

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::6019c6792e22308efb0c1ffae0bb4fa6
https://doi.org/10.1111/poms.13927

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To be or not to be: a review of the (un)ethical salespeople literature

Autor: Amitabh Anand, Melanie Bowen, Deva Rangarajan

Publikováno v: Journal of Business & Industrial Marketing.

Purpose Despite the prominence of ethics in mainstream marketing and sales literature, studies on the role of unethical sales practices remain sparse. As a result, we sought to fill this void by reviewing and integrating the available research on une

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::b0aa8c942583ac3589f958ff26a76fbb
https://doi.org/10.1108/jbim-06-2022-0282

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Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda

Autor: Riley Dugan, Nawar N. Chaker, Edward Nowlin, Dawn Deeter-Schmelz, Deva Rangarajan, Raj Agnihotri, Omar S. Itani

Publikováno v: Journal of Personal Selling and Sales Management
Journal of Personal Selling and Sales Management, 2022, pp.1-16. ⟨10.1080/08853134.2022.2108821⟩

The response from many firms to the recent COVID-19 crisis underscores a more fundamental and overarching question: How should salespeople and their firms prepare for and respond to sales crises more generally? In response, a group of sales scholars

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::b741b168a48b759cd5ab3c2ba8470b35
https://hal.science/hal-03978993

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