Goutam N. Challagalla
Affiliations: | Georgia Institute of Technology, Atlanta, GA |
Area:
Marketing Business Administration, Management Business Administration, Social PsychologyGoogle:
"Goutam Challagalla"Mean distance: 35622
Children
Sign in to add trainee| Leslie H. Vincent | grad student | 2005 | Georgia Tech |
| Brian R. Murtha | grad student | 2008 | Georgia Tech |
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Publications
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| Magnotta S, Murtha B, Challagalla G. (2020) The Joint and Multilevel Effects of Training and Incentives from Upstream Manufacturers on Downstream Salespeople’s Efforts: Journal of Marketing Research. 57: 695-716 |
| Challagalla G, Murtha BR, Jaworski B. (2014) Marketing Doctrine: A Principles-Based Approach to Guiding Marketing Decision Making in Firms Journal of Marketing. 78: 4-20 |
| Murtha BR, Shervani TA, Challagalla GN, et al. (2014) Control system diversity: Implications for selling centers Journal of Business Research. 67: 1870-1876 |
| Challagalla G, Shervani T, Huber G. (2013) Supervisory Orientations and Salesperson Work Outcomes: The Moderating Effect of Salesperson Location Journal of Personal Selling and Sales Management. 20: 161-171 |
| Bradford KD, Challagalla GN, Hunter GK, et al. (2012) Strategic Account Management: Conceptualizing, Integrating, and extending the Domain From Fluid to Dedicated accounts Journal of Personal Selling and Sales Management. 32: 41-56 |
| Sarin S, Challagalla G, Kohli AK. (2012) Implementing changes in marketing strategy: The role of perceived outcomeand process-oriented supervisory actions Journal of Marketing Research. 49: 564-580 |
| Murtha BR, Challagalla G, Kohli AK. (2011) The threat from within: Account managers' concern about opportunism by their own team members Management Science. 57: 1580-1593 |
| Sarin S, Sego T, Kohli A, et al. (2010) Characteristics that enhance training effectiveness in implementing technological change in sales strategy: A field-based exploratory study Journal of Personal Selling and Sales Management. 30: 143-156 |
| Challagalla G, Venkatesh R, Kohli AK. (2009) Proactive Postsales Service: When and Why Does It Pay Off? Journal of Marketing. 73: 70-87 |
| Murthy NN, Challagalla GN, Vincent LH, et al. (2008) The Impact of Simulation Training on Call Center Agent Performance: A Field-Based Investigation Management Science. 54: 384-399 |