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Special issue: the interface of service and sales
Rapp, Adam (ed.); Baker, Thomas L. (ed.);  … - 2020
Persistent link: https://www.econbiz.de/10012183536
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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
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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
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Managing sales teams in a virtual environment
Rapp, Adam; Ahearne, Michael; Mathieu, John; Rapp, Tammy - In: International journal of research in marketing : IJRM ; … 27 (2010) 3, pp. 213-225
Persistent link: https://www.econbiz.de/10008451605
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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
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Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective
Ahearne, Michael; Rapp, Adam; Mariadoss, Babu; Ganesan, … - In: The journal of personal selling & sales management 32 (2012) 1, pp. 117-131
Persistent link: https://www.econbiz.de/10009823948
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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
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Moving beyond the direct effect of SFA adoption on salesperson performance: training and support as key moderating factors
Ahearne, Michael; Jelinek, Ronald; Rapp, Adam - In: Industrial marketing management : the international … 34 (2005) 4, pp. 379-388
Persistent link: https://www.econbiz.de/10006237790
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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
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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