| Year |
Citation |
Score |
| 2018 |
Ogilvie J, Agnihotri R, Rapp A, Trainor KJ. Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training Industrial Marketing Management. 75: 55-65. DOI: 10.1016/J.Indmarman.2018.03.007 |
0.716 |
|
| 2017 |
Gabler CB, Agnihotri R, Itani OS. Can salesperson guilt lead to more satisfied customers? Findings from India Journal of Business & Industrial Marketing. 32: 951-961. DOI: 10.1108/Jbim-12-2016-0287 |
0.499 |
|
| 2017 |
Briggs E, Kalra A, Agnihotri R. Contrasting effects of salespeople’s emotion appraisal ability in a transaction-oriented environment Journal of Business & Industrial Marketing. 33: 0-0. DOI: 10.1108/Jbim-06-2016-0138 |
0.449 |
|
| 2017 |
Kalra A, Agnihotri R, Chaker NN, Singh RK, Das BK. Connect within to connect outside: effect of salespeople's political skill on relationship performance Journal of Personal Selling & Sales Management. 37: 332-348. DOI: 10.1080/08853134.2017.1391100 |
0.432 |
|
| 2017 |
Ogilvie J, Rapp A, Agnihotri R, Bachrach DG. Translating sales effort into service performance: it's an emotional ride Journal of Personal Selling and Sales Management. 37: 100-112. DOI: 10.1080/08853134.2017.1287577 |
0.688 |
|
| 2017 |
Agnihotri R, Gabler CB, Itani OS, Jaramillo F, Krush MT. Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict Journal of Personal Selling and Sales Management. 37: 27-41. DOI: 10.1080/08853134.2016.1272053 |
0.484 |
|
| 2017 |
Agnihotri R, Trainor KJ, Itani OS, Rodriguez M. Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India Journal of Business Research. 81: 144-154. DOI: 10.1016/J.Jbusres.2017.08.021 |
0.481 |
|
| 2017 |
Itani OS, Agnihotri R, Dingus R. 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. 66: 64-79. DOI: 10.1016/J.Indmarman.2017.06.012 |
0.407 |
|
| 2017 |
Domingues J, Vieira VA, Agnihotri R. The interactive effects of goal orientation and leadership style on sales performance Marketing Letters. 28: 637-649. DOI: 10.1007/S11002-017-9436-3 |
0.379 |
|
| 2016 |
Krush MT, Agnihotri R, Trainor KJ. A contingency model of marketing dashboards and their influence on marketing strategy implementation speed and market information management capability European Journal of Marketing. 50: 2077-2102. DOI: 10.1108/Ejm-06-2015-0317 |
0.418 |
|
| 2016 |
Agnihotri R, Vieira VA, Senra KB, Gabler CB. 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. 36: 174-189. DOI: 10.1080/08853134.2016.1178071 |
0.385 |
|
| 2015 |
Agnihotri R, Krush MT. Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's manager Journal of Personal Selling and Sales Management. 35: 164-174. DOI: 10.1080/08853134.2015.1010541 |
0.466 |
|
| 2015 |
Rapp A, Agnihotri R, Baker TL, Andzulis JM. 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. 43: 357-374. DOI: 10.1007/S11747-014-0384-7 |
0.716 |
|
| 2014 |
Agnihotri R, Rapp AA, Andzulis JM, Gabler CB. Examining the Drivers and Performance Implications of Boundary Spanner Creativity Journal of Service Research. 17: 164-181. DOI: 10.1177/1094670513506494 |
0.332 |
|
| 2014 |
Agnihotri R, Bonney L, Dixon AL, Erffmeyer R, Pullins EB, Sojka JZ, West V. Developing a Stakeholder Approach for Recruiting Top-Level Sales Students Journal of Marketing Education. 36: 75-86. DOI: 10.1177/0273475314522039 |
0.312 |
|
| 2014 |
Gabler CB, Agnihotri R, Moberg CR. Collaborative Communication between Sales and Logistics and Its Impact on Business Process Effectiveness: A Theoretical Approach Journal of Marketing Channels. 21: 242-253. DOI: 10.1080/1046669X.2014.945355 |
0.445 |
|
| 2014 |
Trainor KJ, Andzulis J, Rapp A, Agnihotri R. Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM Journal of Business Research. 67: 1201-1208. DOI: 10.1016/J.Jbusres.2013.05.002 |
0.695 |
|
| 2013 |
Trainor KJ, Krush MT, Agnihotri R. Effects of relational proclivity and marketing intelligence on new product development Marketing Intelligence & Planning. 31: 788-806. DOI: 10.1108/Mip-02-2013-0028 |
0.499 |
|
| 2013 |
Agnihotri R, Dingus R, Hu MY, Krush MT. Social media: Influencing customer satisfaction in B2B sales Industrial Marketing Management. DOI: 10.1016/J.Indmarman.2015.09.003 |
0.451 |
|
| 2013 |
Krush MT, Agnihotri R, Trainor KJ, Nowlin EL. Enhancing organizational sensemaking: An examination of the interactive effects of sales capabilities and marketing dashboards Industrial Marketing Management. 42: 824-835. DOI: 10.1016/J.Indmarman.2013.02.017 |
0.421 |
|
| 2012 |
Agnihotri R, Kothandaraman P, Kashyap R, Singh R. 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. 32: 333-348. DOI: 10.2753/Pss0885-3134320304 |
0.442 |
|
| 2012 |
Agnihotri R, Krush M, Singh RK. Understanding the mechanism linking interpersonal traits to pro‐social behaviors among salespeople: lessons from India Journal of Business & Industrial Marketing. 27: 211-227. DOI: 10.1108/08858621211207234 |
0.458 |
|
| 2012 |
Agnihotri R, Rapp A, Kothandaraman P, Singh RK. An Emotion-Based Model of Salesperson Ethical Behaviors Journal of Business Ethics. 109: 243-257. DOI: 10.1007/S10551-011-1123-3 |
0.649 |
|
| 2011 |
Rapp A, Agnihotri R, Baker TL. Conceptualizing salesperson competitive intelligence: An individual-level perspective Journal of Personal Selling and Sales Management. 31: 141-155. DOI: 10.2753/Pss0885-3134310203 |
0.699 |
|
| 2011 |
Agnihotri R, Rapp A. Perspectives on competitive intelligence within business: A tactical tool for sales- people to gain a competitive advantage The Marketing Review. 11: 363-380. DOI: 10.1362/146934711X13210328715948 |
0.675 |
|
| 2010 |
Rapp A, Trainor KJ, Agnihotri R. Performance implications of customer-linking capabilities: Examining the complementary role of customer orientation and CRM technology Journal of Business Research. 63: 1229-1236. DOI: 10.1016/J.Jbusres.2009.11.002 |
0.716 |
|
| 2009 |
Agnihotri R, Troutt MD. The effective use of technology in personal knowledge management: A framework of skills, tools and user context Online Information Review. 33: 329-342. DOI: 10.1108/14684520910951249 |
0.449 |
|
| 2009 |
Agnihotri R, Rapp A, Trainor K. Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes Journal of Business & Industrial Marketing. 24: 474-486. DOI: 10.1108/08858620910986712 |
0.69 |
|
| 2008 |
Rapp A, Agnihotri R, Forbes LP. The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort Journal of Personal Selling and Sales Management. 28: 335-350. DOI: 10.2753/Pss0885-3134280401 |
0.696 |
|
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