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Son K. Lam · Study
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Author
Son K. Lam
29 works
· latest 2021
· 3 institutions
cluster: provisional
ORCID 0000-0001-9860-3149
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29
Citations
3,698
Works here
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Most cited in this library
Resistance to Brand Switching when a Radically New Brand is Introduced: A Social Identity Theory Perspective
2010 · 536 citations
A Meta-Analysis of Relationships Linking Employee Satisfaction to Customer Responses
2008 · 393 citations
The Role of Leaders in Internal Marketing
2009 · 380 citations
Exploring the dynamics of antecedents to consumer–brand identification with a new brand
2012 · 295 citations
Performance impact of middle managers' adaptive strategy implementation: The role of social capital
2013 · 215 citations
Works
29 shown
The future of buyer–seller interactions: a conceptual framework and research agenda
Journal of the Academy of Marketing Science
·
2021
·
4 authors
·
Open access
148
citations
Why Salespeople Avoid Big-Whale Sales Opportunities
Journal of Marketing
·
2021
·
4 authors
·
Open access
32
citations
On salesperson judgment and decision making
Journal of the Academy of Marketing Science
·
2021
·
2 authors
·
editorial
·
Open access
13
citations
Salesperson Dual Agency in Price Negotiations
Journal of Marketing
·
2020
·
4 authors
36
citations
The business-to-business inside sales force: roles, configurations and research agenda
European Journal of Marketing
·
2020
·
4 authors
74
citations
When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers
Journal of the Academy of Marketing Science
·
2019
·
4 authors
31
citations
Salesperson ambidexterity in customer engagement: do customer base characteristics matter?
Journal of the Academy of Marketing Science
·
2019
·
3 authors
65
citations
Effects of channel members’ customer-centric structures on supplier performance
Journal of the Academy of Marketing Science
·
2018
·
5 authors
41
citations
The sales–marketing integration gap: a social identity approach
Journal of Personal Selling and Sales Management
·
2018
·
3 authors
21
citations
The Impact of Mergers and Acquisitions on the Sales Force
Journal of Marketing Research
·
2017
·
5 authors
28
citations
Leveraging Frontline Employees’ Small Data and Firm-Level Big Data in Frontline Management
Journal of Service Research
·
2016
·
5 authors
88
citations
Extrinsic versus intrinsic approaches to managing a multi-brand salesforce: when and how do they work?
Journal of the Academy of Marketing Science
·
2016
·
2 authors
38
citations
Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
Journal of the Academy of Marketing Science
·
2015
·
2 authors
96
citations
Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability
Journal of Marketing
·
2014
·
5 authors
192
citations
Walking a tightrope: the joint impact of customer and within-firm boundary spanning activities on perceived customer satisfaction and team performance
Journal of the Academy of Marketing Science
·
2014
·
3 authors
51
citations
Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective
Journal of Marketing
·
2013
·
4 authors
91
citations
Performance impact of middle managers' adaptive strategy implementation: The role of social capital
Strategic Management Journal
·
2013
·
3 authors
215
citations
Identity-motivated marketing relationships: research synthesis, controversies, and research agenda
AMS Review
·
2012
·
1 author
38
citations
Toward a contingency framework of interpersonal influence in organizational identification diffusion
Organizational Behavior and Human Decision Processes
·
2012
·
4 authors
48
citations
Exploring the dynamics of antecedents to consumer–brand identification with a new brand
Journal of the Academy of Marketing Science
·
2012
·
5 authors
·
Open access
295
citations
Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows
Journal of Personal Selling and Sales Management
·
2012
·
5 authors
·
Open access
53
citations
A Multinational Examination of the Symbolic–Instrumental Framework of Consumer–Brand Identification
Journal of International Business Studies
·
2011
·
3 authors
·
Open access
113
citations
Resistance to Brand Switching when a Radically New Brand is Introduced: A Social Identity Theory Perspective
Journal of Marketing
·
2010
·
4 authors
536
citations
The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective
Journal of Marketing
·
2010
·
3 authors
120
citations
The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective
Journal of Marketing
·
2010
·
3 authors
180
citations
The Role of Consensus in Sales Team Performance
Journal of Marketing Research
·
2010
·
5 authors
119
citations
Why Are Some Salespeople Better at Adapting to Organizational Change?
Journal of Marketing
·
2010
·
4 authors
163
citations
The Role of Leaders in Internal Marketing
Journal of Marketing
·
2009
·
4 authors
380
citations
A Meta-Analysis of Relationships Linking Employee Satisfaction to Customer Responses
Journal of Retailing
·
2008
·
1 author
·
review
393
citations