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The joint and multilevel effects of training and incentives from upstream manufacturers on downstream salespeople's efforts

Magnotta, Sarah; Murtha, Brian; Challagalla, Goutam - In: Journal of marketing research 57 (2020) 4, pp. 695-716

Persistent link: https://www.econbiz.de/10012271786

Information transparency as competitive advantage : research approaches to platform ecosystem design and competition

Key, Thomas Martin; Challagalla, Goutam - In: AMS review : official publication of the Academy of … 10 (2020) 1/2, pp. 145-147

Persistent link: https://www.econbiz.de/10012296608

Getting smart : learning from technology-empowered frontline interactions

Marinova, Detelina; Ruyter, Ko de; Huang, Ming-Hui; … - In: Journal of service research : JSR 20 (2017) 1, pp. 29-42

Persistent link: https://www.econbiz.de/10011647479

Antecedents, consequences, and the mediating role of innovation : empirical generalizations

Vincent, Leslie H.; Bharadwaj, Sundar G.; Challagalla, … - In: Handbook of research on new product development, (pp. 374-409). 2019

Persistent link: https://www.econbiz.de/10012125151

The Threat from Within: Account Managers' Concern About Opportunism by Their Own Team Members

Murtha, Brian R.; Challagalla, Goutam; Kohli, Ajay K. - In: Management Science 57 (2011) 9, pp. 1580-1593

It is well known that transaction-specific investments (TSIs) made in customers by account managers makes them vulnerable to opportunism by customers (i.e., the targets of the investments). The present research shows that TSIs made in customers by account managers can also lead them to be...

Persistent link: https://www.econbiz.de/10009293057

Heterogeneity in Sales Districts: Beyond Individual-Level Predictors of Satisfaction and Performance

Venkatesh, R.; Challagalla, Goutam; Kohli, Ajay K. - In: Journal of the Academy of Marketing Science 29 (2001) 3, pp. 238-254

Persistent link: https://www.econbiz.de/10006152080

Characteristics that Enhance Training Effectiveness in Implementing Technological Change in Sales Strategy: A Field-Based Exploratory Study

Sarin, Shikhar; Sego, Trina; Kohli, Ajay; Challagalla, … - In: The journal of personal selling & sales management 30 (2010) 2, pp. 143-157

Persistent link: https://www.econbiz.de/10008405488

Proactive Postsales Service: When and Why Does It Pay Off?

Challagalla, Goutam; Venkatesh, R.; Kohli, Ajay K. - In: Journal of marketing 73 (2009) 2, pp. 70-87

Persistent link: https://www.econbiz.de/10008226638

Implementing Changes in Marketing Strategy: The Role of Perceived Outcome- and Process-Oriented Supervisory Actions

Sarin, Shikhar; Challagalla, Goutam; Kohli, Ajay K - In: Journal of marketing research : JMR 49 (2012) 4, pp. 564-581

Persistent link: https://www.econbiz.de/10009997975

Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts

Bradford, Kevin; Challagalla, Goutam; Hunter, Gary; … - In: The journal of personal selling & sales management 32 (2012) 1, pp. 41-57

Persistent link: https://www.econbiz.de/10009823943