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The intersection of service and sales : the increased importance of ambidexterity

Rapp, Adam; Baker, Thomas L.; Hartmann, Nathaniel N.; … - In: Journal of service research 23 (2020) 1, pp. 8-12

Persistent link: https://www.econbiz.de/10012183566

Special issue: the interface of service and sales

Rapp, Adam (ed.); Baker, Thomas L. (ed.); … - 2020

Persistent link: https://www.econbiz.de/10012183536

High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms

Ahearne, Michael; Jones, Eli; Rapp, Adam; Mathieu, John - In: Management Science 54 (2008) 4, pp. 671-685

Sales technology has been touted as a primary tool for enhancing customer relationship management. However, empirical research is sparse concerning the use of information technology (IT) and its effects on the relationship between salespersons and customers. Using an interdisciplinary research...

Persistent link: https://www.econbiz.de/10009198205

Managing sales teams in a virtual environment

Rapp, Adam; Ahearne, Michael; Mathieu, John E.; Rapp, Tammy - In: International journal of research in marketing : IJRM ; … 27 (2010) 3, pp. 213-224

Persistent link: https://www.econbiz.de/10008664541

The role of technology at the interface between salespeople and consumers

Ahearne, Michael; Rapp, Adam - In: The journal of personal selling & sales management : JPSSM 30 (2010) 2, pp. 111-120

Persistent link: https://www.econbiz.de/10003981257

Challenges of CRM implementation in business-to-business markets : a contingency perspective

Ahearne, Michael; Rapp, Adam; Mariadoss, Babu John; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 117-129

Persistent link: https://www.econbiz.de/10009505513

Managing sales force product perceptions and control systems in the success of new product introductions

Ahearne, Michael; Rapp, Adam; Hughes, Douglas E.; … - In: Journal of marketing research : JMR 47 (2010) 4, pp. 764-776

Persistent link: https://www.econbiz.de/10009235354

High touch through high tech: the impact of salesperson technology usage on sales performance via mediating mechanisms

Ahearne, Michael; Jones, Eli; Rapp, Adam; Mathieu, John - In: Management science : journal of the Institute for … 54 (2008) 4, pp. 671-685

Persistent link: https://www.econbiz.de/10003701548

High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms

Ahearne, Michael; Jones, Eli; Rapp, Adam; Mathieu, John - In: Management science : journal of the Institute for … 54 (2008) 4, pp. 671-685

Persistent link: https://www.econbiz.de/10007990649

The impact of knowledge and empowerment on working smart and working hard: The moderating role of experience

Rapp, Adam; Ahearne, Michael; Mathieu, John; … - In: International journal of research in marketing : IJRM ; … 23 (2006) 3, pp. 279-294

Persistent link: https://www.econbiz.de/10007278351