Deva Rangarajan
Ball State University
H-index: 24
North America-United States
Top articles of Deva Rangarajan
Title | Journal | Author(s) | Publication Date |
|---|---|---|---|
Adaptive selling, anxiety and emotional exhaustion among salespeople | Journal of Marketing Theory and Practice | Aditi Sharma Vaibhav Chawla Sridhar Guda Deva Rangarajan Anjan Kumar Swain | 2024/3/17 |
Strategic renewal during crises-A pragmatist proposition for multinational enterprises in a globalized world | Journal of International Management | Amitabh Anand Sanjay Kumar Singh Melanie Bowen Deva Rangarajan | 2024/3/11 |
Customer equity drivers and repurchase intent among B2B customers: the moderating role of perceived switching cost | Journal of Business & Industrial Marketing | Vibhava Srivastava Deva Rangarajan Vishag Badrinarayanan | 2023/11/8 |
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 | Omar S Itani Vishag Badrinarayanan Deva Rangarajan | 2023/2/13 |
The role of ethics in business-to-business marketing: An exploratory review and research agenda | Amitabh Anand Melanie Bowen April J Spivack Saeedeh Rezaee Vessal Deva Rangarajan | 2023/11/1 | |
Understanding sales enablement in complex B2B companies: Uncovering similarities and differences in a cross-functional and multi-level case study | Industrial Marketing Management | Fabian Lauzi Jörg Westphal Deva Rangarajan Tobias Schaefers Maria C Parra-Merono | 2023/1/1 |
To be or not to be: a review of the (un) ethical salespeople literature | Amitabh Anand Melanie Bowen Deva Rangarajan | 2023/8/3 | |
B2B Customer Journey Facilitation Across Buyer-Seller Interaction Contexts | Mekhail Mustak Anna Salonen Harri Terho Deva Rangarajan | 2023/6/15 | |
Customer success management, customer health, and retention in B2B industries | International Journal of Research in Marketing | Bryan Hochstein Clay M Voorhees Alexander B Pratt Deva Rangarajan Duane M Nagel | 2023/12/1 |
Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda | Journal of Personal selling & sales ManageMent | Riley Dugan Nawar N Chaker Edward Nowlin Dawn Deeter-Schmelz Deva Rangarajan | 2023/4/3 |
Examining supplier, buyer, and customer triads: The critical role of conflict in interaction processes and product/service innovations | Industrial Marketing Management | C-Y Chavi Arun Sharma Deva Rangarajan | 2022/11/1 |
Human Capital, Network Capital, and Systems Capital: The Three Pillars of Sales Enablement Strategy | Melanie Bowen Deva Rangarajan Timo Kaski | 2022/10/17 | |
Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy | Industrial Marketing Management | Bruno Lussier Nawar N Chaker Nathaniel N Hartmann Deva Rangarajan | 2022/7/1 |
B2B online sales pushes: Whether, when, and why they enhance sales performance | Production and Operations Management | Vamsi K Kanuri Johannes Habel Nawar N Chaker Deva Rangarajan Paolo Guenzi | 2022/12/26 |
Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment | Journal of Business & Industrial Marketing | Deva Rangarajan Vishag Badrinarayanan Aditi Sharma Rakesh Kumar Singh Sridhar Guda | 2022/11/15 |
Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change | Industrial Marketing Management | Marta Giovannetti Arun Sharma Silvio Cardinali Elena Cedrola Deva Rangarajan | 2022/11/1 |
Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance? | Industrial Marketing Management | Melanie Bowen Christine Lai-Bennejean Alexander Haas Deva Rangarajan | 2021/7/1 |
Understanding the Digital Communication Preference of Business-to-Business Purchasers and Sellers | Bert Paesbrugghe Teidorlang Lyngdoh Arun Sharma Deva Rangarajan | 2021/6/29 | |
Sales complexity and value appropriation: a taxonomy of sales situations | Journal of Business & Industrial Marketing | Deva Rangarajan Bryan Hochstein Duane Nagel Teidorlang Lyngdoh | 2021/12/27 |
Proactive value co-creation via structural ambidexterity: Customer success management and the modularization of frontline roles | Journal of Service Research | Bryan Hochstein Nawar N Chaker Deva Rangarajan Duane Nagel Nathaniel N Hartmann | 2021/11 |
