S
Zodix
Study
Academic Library
Search
Dashboard
Shelves
Open access
My library
Inbox
Notes
Write
Learn
Alerts
More
Ask your library
Notifications
Quick cite
Review
Search or jump to…
⌘K
Raj Agnihotri · Study
Home
/
Author
Raj Agnihotri
43 works
· latest 2023
· 6 institutions
cluster: provisional
ORCID 0000-0002-2008-5908
Follow
Suggest an ORCID correction
h-index
36
i10
43
Citations
5,161
Works here
43
08
09
11
12
13
14
15
16
17
18
19
20
21
22
23
Most cited in this library
Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM
2013 · 882 citations
Social media: Influencing customer satisfaction in B2B sales
2015 · 579 citations
Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation
2012 · 312 citations
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
2017 · 255 citations
Performance implications of customer-linking capabilities: Examining the complementary role of customer orientation and CRM technology
2009 · 246 citations
Works
43 shown
Sales technology research: a review and future research agenda
Journal of Personal Selling and Sales Management
·
2023
·
5 authors
61
citations
A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use
Industrial Marketing Management
·
2023
·
4 authors
35
citations
Environmental orientation on the frontline: A boundary‐spanning perspective for supply chain management
Journal of Business Logistics
·
2023
·
4 authors
20
citations
Marketing analytics capability, artificial intelligence adoption, and firms' competitive advantage: Evidence from the manufacturing industry
Industrial Marketing Management
·
2022
·
5 authors
·
Open access
180
citations
Activating Corporate Environmental Ethics on the Frontline: A Natural Resource-Based View
Journal of Business Ethics
·
2022
·
3 authors
·
Open access
89
citations
Digital selling: organizational and managerial influences for frontline readiness and effectiveness
Journal of the Academy of Marketing Science
·
2022
·
2 authors
64
citations
Salesperson moral identity and value co-creation
European Journal of Marketing
·
2022
·
3 authors
·
Open access
23
citations
How cashback strategies yield financial benefits for retailers: The mediating role of consumers’ program loyalty
Journal of Business Research
·
2021
·
4 authors
19
citations
Utilizing social media in a supply chain B2B setting: A knowledge perspective
Journal of Business Logistics
·
2021
·
3 authors
·
Open access
46
citations
From sales force automation to digital transformation: how social media, social CRM, and artificial intelligence technologies are influencing the sales process
Edward Elgar Publishing eBooks
·
2021
·
1 author
·
chapter
46
citations
Effect of internal competitive work environment on working smart and emotional exhaustion: the moderating role of time management
Journal of Business and Industrial Marketing
·
2020
·
4 authors
41
citations
The Role of Frontline Employees’ Competitive Intelligence and Intraorganizational Social Capital in Driving Customer Outcomes
Journal of Service Research
·
2020
·
2 authors
43
citations
Drivers and Performance Implications of Frontline Employees’ Social Capital Development and Maintenance: The Role of Online Social Networks*
Decision Sciences
·
2020
·
5 authors
27
citations
Social media, customer engagement, and sales organizations: A research agenda
Industrial Marketing Management
·
2020
·
1 author
178
citations
From cognition to action: the effect of thought self-leadership strategies and self-monitoring on adaptive selling behavior
Journal of Business and Industrial Marketing
·
2020
·
4 authors
·
Open access
57
citations
The Ambidextrous Sales Force: Aligning Salesperson Polychronicity and Selling Contexts for Sales-Service Behaviors and Customer Value
Journal of Service Research
·
2019
·
3 authors
80
citations
In pursuit of an effective B2B digital marketing strategy in an emerging market
Journal of the Academy of Marketing Science
·
2019
·
5 authors
188
citations
Under pressure: The pros and cons of putting time pressure on your salesforce
Journal of Business Research
·
2019
·
3 authors
48
citations
Salesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation, customer satisfaction, and firm innovation climate
Journal of Personal Selling and Sales Management
·
2019
·
3 authors
41
citations
The role of manager leadership style in salesperson implementation of sales strategy: a contingency perspective
Journal of Business and Industrial Marketing
·
2018
·
3 authors
32
citations
Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training
Industrial Marketing Management
·
2018
·
4 authors
145
citations
Connect within to connect outside: effect of salespeople's political skill on relationship performance
Journal of Personal Selling and Sales Management
·
2017
·
4 authors
49
citations
The interactive effects of goal orientation and leadership style on sales performance
Marketing Letters
·
2017
·
3 authors
36
citations
Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India
Journal of Business Research
·
2017
·
4 authors
·
Open access
146
citations
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
Industrial Marketing Management
·
2017
·
3 authors
·
Open access
255
citations
Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict
Journal of Personal Selling and Sales Management
·
2017
·
5 authors
·
Open access
154
citations
A contingency model of marketing dashboards and their influence on marketing strategy implementation speed and market information management capability
European Journal of Marketing
·
2016
·
3 authors
48
citations
Examining the impact of salesperson interpersonal mentalizing skills on performance: the role of attachment anxiety and subjective happiness
Journal of Personal Selling and Sales Management
·
2016
·
4 authors
39
citations
Social media: Influencing customer satisfaction in B2B sales
Industrial Marketing Management
·
2015
·
4 authors
579
citations
Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's manager
Journal of Personal Selling and Sales Management
·
2015
·
2 authors
97
citations
Competitive intelligence collection and use by sales and service representatives: how managers’ recognition and autonomy moderate individual performance
Journal of the Academy of Marketing Science
·
2014
·
4 authors
100
citations
Developing a Stakeholder Approach for Recruiting Top-Level Sales Students
Journal of Marketing Education
·
2014
·
7 authors
30
citations
Examining the Drivers and Performance Implications of Boundary Spanner Creativity
Journal of Service Research
·
2013
·
4 authors
133
citations
Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM
Journal of Business Research
·
2013
·
4 authors
882
citations
Enhancing organizational sensemaking: An examination of the interactive effects of sales capabilities and marketing dashboards
Industrial Marketing Management
·
2013
·
4 authors
54
citations
Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation
Journal of Personal Selling and Sales Management
·
2012
·
4 authors
312
citations
Understanding the mechanism linking interpersonal traits to pro‐social behaviors among salespeople: lessons from India
Journal of Business and Industrial Marketing
·
2012
·
3 authors
48
citations
An Emotion-Based Model of Salesperson Ethical Behaviors
Journal of Business Ethics
·
2011
·
4 authors
65
citations
Conceptualizing Salesperson Competitive Intelligence: An Individual-Level Perspective
Journal of Personal Selling and Sales Management
·
2011
·
3 authors
66
citations
Performance implications of customer-linking capabilities: Examining the complementary role of customer orientation and CRM technology
Journal of Business Research
·
2009
·
3 authors
246
citations
Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes
Journal of Business and Industrial Marketing
·
2009
·
3 authors
126
citations
The effective use of technology in personal knowledge management
Online Information Review
·
2009
·
2 authors
42
citations
The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort
Journal of Personal Selling and Sales Management
·
2008
·
3 authors
191
citations