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Deva Rangarajan

Managing Engagement Behaviors in a Network of Customers and Stakeholders
2013 · Katrien Verleye, Paul Gemmel, et al. · Journal of Service Research · 345
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The role of overload on job attitudes, turnover intentions, and salesperson performance
2007 · Eli Jones, Lawrence Chonko, et al. · Journal of Business Research · 293
The role of pleasure in web site success
2005 · Kristof De Wulf, Niels Schillewaert, et al. · Information & Management · 268
Increasing resilience by creating an adaptive salesforce
2020 · Arun Sharma, Deva Rangarajan, et al. · Industrial Marketing Management · 156
Strategic personal branding—And how it pays off
2017 · Deva Rangarajan, Betsy D. Gelb, et al. · Business Horizons · 150
Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople
2005 · Deva Rangarajan, Eli Jones, et al. · Industrial Marketing Management · 144
Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force
2021 · Deva Rangarajan, Arun Sharma, et al. · Business Horizons · 128
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The impact of business-to-business salespeople’s social media use on value co-creation and cross/up-selling: the role of social capital
2022 · Omar S. Itani, Vishag Badrinarayanan, et al. · European Journal of Marketing · 112
How to govern business services exchanges: Contractual and relational issues
2007 · Darline Vandaele, Deva Rangarajan, et al. · International Journal of Management Reviews · 108
Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance?
2021 · Melanie Bowen, Christine Lai-Bennejean, et al. · Industrial Marketing Management · 101
An Industry/Academic Perspective on Customer Success Management
2020 · Bryan Hochstein, Deva Rangarajan, et al. · Journal of Service Research · 97
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Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research
2003 · Deva Rangarajan, Lawrence B. Chonko, et al. · Industrial Marketing Management · 88
AI in sales: Laying the foundations for future research
2024 · Colleen E. McClure, Rhett T. Epler, et al. · Journal of Personal Selling and Sales Management · 83
Proactive Value Co-Creation via Structural Ambidexterity: Customer Success Management and the Modularization of Frontline Roles
2021 · Bryan Hochstein, Nawar N. Chaker, et al. · Journal of Service Research · 81
Customer success management, customer health, and retention in B2B industries
2023 · Bryan Hochstein, Clay M. Voorhees, et al. · International Journal of Research in Marketing · 77
People, Process, and Performance: Setting an agenda for sales enablement research
2020 · Deva Rangarajan, Riley Dugan, et al. · Journal of Personal Selling and Sales Management · 77
Employee Contributions to Brand Equity
2014 · Betsy DuBois Gelb, Deva Rangarajan · California Management Review · 70
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Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function
2016 · Bert Paesbrugghe, Deva Rangarajan, et al. · Industrial Marketing Management · 65
It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress
2019 · Paolo Guenzi, Deva Rangarajan, et al. · Journal of Personal Selling and Sales Management · 58
Personal selling and the purchasing function: where do we go from here?
2018 · Bert Paesbrugghe, Arun Sharma, et al. · Journal of Personal Selling and Sales Management · 55
Engaged customers as job resources or demands for frontline employees?
2016 · Katrien Verleye, Paul Gemmel, et al. · Journal of Service Theory and Practice · 49
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The Role of Perceived Relational Support in Entrepreneur–Customer Dyads
2008 · Dirk De Clercq, Deva Rangarajan · Entrepreneurship Theory and Practice · 46
Enhancing B2B sales through digital transformation: Insights into effective sales enablement
2024 · Sandip Mukhopadhyay, Harri Terho, et al. · Industrial Marketing Management · 45
Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
2022 · Marta Giovannetti, Arun Sharma, et al. · Industrial Marketing Management · 45
Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy
2022 · Bruno Lussier, Nawar N. Chaker, et al. · Industrial Marketing Management · 38
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Works count: 87
Citation count: 3,309
H-index: 29
I10-index: 48
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