Raj Agnihotri
Cited by
Cited by
Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM
KJ Trainor, JM Andzulis, A Rapp, R Agnihotri
Journal of Business Research 67 (6), 1201-1208, 2014
Social media: Influencing customer satisfaction in B2B sales
R Agnihotri, R Dingus, MY Hu, MT Krush
Industrial Marketing Management 53, 172-180, 2016
Bringing “social” into sales: The impact of salespeople’s social media use on service behaviors and value creation
R Agnihotri, P Kothandaraman, R Kashyap, R Singh
Journal of Personal Selling & Sales Management 32 (3), 333-348, 2012
Performance implications of customer-linking capabilities: Examining the complementary role of customer orientation and CRM technology
A Rapp, KJ Trainor, R Agnihotri
Journal of Business research 63 (11), 1229-1236, 2010
The sales force technology–performance chain: The role of adaptive selling and effort
A Rapp, R Agnihotri, LP Forbes
Journal of Personal Selling & Sales Management 28 (4), 335-350, 2008
Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes
R Agnihotri, A Rapp, K Trainor
Journal of Business & Industrial Marketing, 2009
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
OS Itani, R Agnihotri, R Dingus
Industrial Marketing Management 66, 64-79, 2017
Competitive intelligence collection and use by sales and service representatives: how managers’ recognition and autonomy moderate individual performance
A Rapp, R Agnihotri, TL Baker
Journal of the Academy of Marketing Science 43 (3), 357-374, 2015
Examining the drivers and performance implications of boundary spanner creativity
R Agnihotri, AA Rapp, JM Andzulis, CB Gabler
Journal of Service Research 17 (2), 164-181, 2014
Salesperson empathy, ethical behaviors, and sales performance: The moderating role of trust in one's manager
R Agnihotri, MT Krush
Journal of Personal Selling & Sales Management 35 (2), 164-174, 2015
Conceptualizing salesperson competitive intelligence: An individual-level perspective
A Rapp, R Agnihotri, TL Baker
Journal of Personal Selling & Sales Management 31 (2), 141-155, 2011
The effective use of technology in personal knowledge management: A framework of skills, tools and user context
R Agnihotri, MD Troutt
Online Information Review 33 (2), 329-342, 2009
Salesperson ambidexterity and customer satisfaction: Examining the role of customer demandingness, adaptive selling, and role conflict
R Agnihotri, CB Gabler, OS Itani, F Jaramillo, MT Krush
Journal of Personal Selling & Sales Management 37 (1), 27-41, 2017
An emotion-based model of salesperson ethical behaviors
R Agnihotri, A Rapp, P Kothandaraman, RK Singh
Journal of Business Ethics 109 (2), 243-257, 2012
Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India
R Agnihotri, KJ Trainor, OS Itani, M Rodriguez
Journal of Business Research 81, 144-154, 2017
Enhancing organizational sensemaking: An examination of the interactive effects of sales capabilities and marketing dashboards
MT Krush, R Agnihotri, KJ Trainor, EL Nowlin
Industrial Marketing Management 42 (5), 824-835, 2013
Understanding the mechanism linking interpersonal traits to pro‐social behaviors among salespeople: lessons from India
R Singh, DVR Seshadri, R Agnihotri, M Krush, RK Singh
Journal of Business & Industrial Marketing, 2012
Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training
J Ogilvie, R Agnihotri, A Rapp, K Trainor
Industrial Marketing Management 75, 55-65, 2018
Effects of relational proclivity and marketing intelligence on new product development
KJ Trainor, MT Krush, R Agnihotri
Marketing Intelligence & Planning, 2013
A contingency model of marketing dashboards and their influence on marketing strategy implementation speed and market information management capability
MT Krush, R Agnihotri, KJ Trainor
European Journal of Marketing, 2016
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