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Browsing by Author "Gabler, Colin B."

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Browsing by Author "Gabler, Colin B."

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  • Activating corporate environmental ethics on the frontline 
    Gabler, Colin B.; Itani, Omar S.; Agnihotri, Raj (2022-10-24)
    Corporate environmental ethics has moved from a niche issue within business strategy to a potential source of competitive advantage. Firms, however, are comprised of individuals who vary in their personal beliefs regarding ...
  • Can salesperson guilt lead to more satisfied customers? Findings from India 
    Gabler, Colin B.; Agnihotri, Raj; Itani, Omar S. (2020-03-11)
    Purpose The purpose of this paper is to investigate guilt proneness as a prosocial salesperson trait and its impact on outcomes important to the firm, the customer as well as the salesperson. Specifically, the authors ...
  • The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction 
    Itani, Omar S.; Gabler, Colin B.; Kalra, Ashish; Bakeshloo, Khashayar Afshar; Agnihotri, Raj (2024-12-05)
    Despite the significant role emotions play in business-to-business (B2B) sales transactions, the impact of salesperson emotional labor on well-being, specifically job satisfaction, has garnered limited attention. To address ...
  • Salesperson ambidexterity and customer satisfaction 
    Agnihotri, Raj; Gabler, Colin B.; Itani, Omar S.; Jaramillo, Fernando; Krush, Michael T. (2020-03-11)
    This research investigates the effects of sales-service ambidexterity on salesperson role perceptions, behaviors, and customer satisfaction. Using a business-to-business, salesperson-customer sample, we build and test a ...
  • Sustainability and professional sales: a review and future research agenda 
    Gabler, Colin B.; Landers, V. Myles; Itani, Omar S. (2023-09-18)
    Sustainability has become a consideration for every firm operating in today’s business landscape. Scholars are tasked with uncovering bridges and barriers to successfully implement sustainability strategies, and the academic ...