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An Industry/Academic Perspective on Customer Success Management

Journal of service research : JSR, 2020-02, Vol.23 (1), p.3-7

2020

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Proactive Value Co-Creation via Structural Ambidexterity: Customer Success Management and the Modularization of Frontline Roles

Journal of service research : JSR, 2021-11, Vol.24 (4), p.601-621

2021

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Employee Contributions to Brand Equity

California management review, 2014-02, Vol.56 (2), p.95-112

2014

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The role of overload on job attitudes, turnover intentions, and salesperson performance

Journal of business research, 2007-07, Vol.60 (7), p.663-671

2007

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B2B Brand Architecture

California management review, 2012-01, Vol.54 (2), p.58-71

2012

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Increasing resilience by creating an adaptive salesforce

Industrial marketing management, 2020-07, Vol.88, p.238-246

2020

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Managing Engagement Behaviors in a Network of Customers and Stakeholders: Evidence From the Nursing Home Sector

Journal of service research : JSR, 2014-02, Vol.17 (1), p.68-84

2014

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Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force

Business horizons, 2021-09, Vol.64 (5), p.647-658

2021

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Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance?

Industrial marketing management, 2021-07, Vol.96, p.166-182

2021

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Customer equity drivers and repurchase intent among B2B customers: the moderating role of perceived switching cost

The Journal of business & industrial marketing, 2023-11

2023

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To be or not to be: a review of the (un)ethical salespeople literature

The Journal of business & industrial marketing, 2023-08, Vol.38 (9), p.1837-1851

2023

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Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change

Industrial marketing management, 2022-11, Vol.107, p.433-449

2022

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Strategic personal branding—And how it pays off

Business horizons, 2017-09, Vol.60 (5), p.657-666

2017

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Strategic renewal during crises - A pragmatist proposition for multinational enterprises in a globalized world

Journal of international management, 2024-03, Article 101134

2024

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Sales complexity and value appropriation: a taxonomy of sales situations

The Journal of business & industrial marketing, 2022-11, Vol.37 (11), p.2298-2314

2022

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Engaged customers as job resources or demands for frontline employees?

Journal of service theory and practice, 2016-05, Vol.26 (3), p.363-383

2016

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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

European journal of marketing, 2023-02, Vol.57 (3), p.683-717

2023

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Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function

Industrial marketing management, 2017-04, Vol.62, p.171-184

2017

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Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic

The Journal of business & industrial marketing, 2023-09

2023

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People, Process, and Performance: Setting an agenda for sales enablement research

The Journal of personal selling & sales management, 2020-07, Vol.40 (3), p.213-220

2020

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Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy

Industrial marketing management, 2022-07, Vol.104, p.304-316

2022

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B2B online sales pushes: Whether, when, and why they enhance sales performance

Production and operations management, 2022-12

2022

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Personal selling and the purchasing function: where do we go from here?

The Journal of personal selling & sales management, 2018-01, Vol.38 (1), p.123-143

2018

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Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople

The Journal of personal selling & sales management, 2020-10, Vol.40 (4), p.289-305

2020

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Examining supplier, buyer, and customer triads: The critical role of conflict in interaction processes and product/service innovations

Industrial marketing management, 2022-11, Vol.107, p.337-352

2022

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An Industry/Academic Perspective on Customer Success Management

Proactive Value Co-Creation via Structural Ambidexterity: Customer Success Management and the Modularization of Frontline Roles

Employee Contributions to Brand Equity

The role of overload on job attitudes, turnover intentions, and salesperson performance

B2B Brand Architecture

Increasing resilience by creating an adaptive salesforce

Managing Engagement Behaviors in a Network of Customers and Stakeholders: Evidence From the Nursing Home Sector

Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force

Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance?

Customer equity drivers and repurchase intent among B2B customers: the moderating role of perceived switching cost

To be or not to be: a review of the (un)ethical salespeople literature

Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change

Strategic personal branding—And how it pays off

Strategic renewal during crises - A pragmatist proposition for multinational enterprises in a globalized world

Sales complexity and value appropriation: a taxonomy of sales situations

Engaged customers as job resources or demands for frontline employees?

The impact of business-to-business salespeople’s social media use on value co-creation and cross/up-selling: the role of social capital

Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function

Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic

People, Process, and Performance: Setting an agenda for sales enablement research

Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy

B2B online sales pushes: Whether, when, and why they enhance sales performance

Personal selling and the purchasing function: where do we go from here?

Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople

Examining supplier, buyer, and customer triads: The critical role of conflict in interaction processes and product/service innovations

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