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Browsing Adnan Kassar School of Business by Author "Chaker, Nawar N."

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Browsing Adnan Kassar School of Business by Author "Chaker, Nawar N."

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  • “Because you are a part of me” 
    Itani, Omar S.; Kalra, Ashish; Chaker, Nawar N.; Singh, Rakesh (2022-01-07)
    Although the effects of salesperson social media use have recently received significant scholarly attention, there remains critical research gaps that, if addressed, can further broaden our understanding of the impact of ...
  • A desire for success: exploring the roles of personal and job resources in determining the outcomes of salesperson social media use 
    Kalra, Ashish; Chaker, Nawar N.; Singh, Rakesh; Itani, Omar S.; Agnihotri, Raj (2023-08-08)
    Sales researchers have recognized the importance of salesperson social media use in enhancing job outcomes. However, research that considers the influence of salesperson personal factors and the individual's work environment ...
  • Harnessing the power within 
    Itani, Omar S.; Chaker, Nawar N. (2021-09-08)
    The purpose of this research is to examine the notion of salesperson moral identity as a prosocial individual trait and its associated effects on customer and coworker relationships. In addition, this study examines the ...
  • Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance 
    Chaker, Nawar N.; Nowlin, Edward L.; Pivonka, Maxwell T.; Itani, Omar S.; Agnihotri, Raj (2022-01-07)
    The nature of inside sales has shifted, increasing in autonomy, importance, and scope. Moreover, buyers are changing their preferences from face-to-face interactions to virtual-based relationships, leading to a future full ...
  • Preparing for, withstanding, and learning from sales crises 
    Dugan, Riley; Chaker, Nawar N.; Nowlin, Edward; Deeter-Schmelz, Dawn; Rangarajan, Deva; Agnihotri, Raj; Itani, Omar S. (2022-10-25)
    The response from many firms to the recent COVID-19 crisis underscores a more fundamental and overarching question: How should salespeople and their firms prepare for and respond to sales crises more generally? In response, ...

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