Browsing SOB - Scholarly Publications by Author "Itani, Omar S."

Now showing items 1-20 of 30

Achieving top performance while building collegiality in sales

Itani, Omar S.; Jaramillo, Fernando; Chonko, Larry (2020-03-11)

While previous literature provides evidence of the positive relationship between ethical climate and job satisfaction, the possible mechanisms of this relationship are still underexplored. This study aims to enhance scholars’ ...
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 ...
B2B eWOM on Alibaba

Toth, Zsofia; Mrad, Mona; Itani, Omar S.; Luo, Jun; Liu, Martin J. (2022-10-24)

This study investigates the contemporary role of electronic word-of-mouth (eWOM) in business exchanges through buyers' signaling of observable and unobservable supplier characteristics on the Alibaba e-commerce platform. ...
“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 ...
Between a rock and a hard place

Itani, Omar S.; Jaramillo, Fernando; Paesbrugghe, Bert (2020-03-11)

Service businesses are increasingly facing more demanding customers as a result of a shift in power from the service providers' side to the customers' side. Related literature predominantly examines the negative side of ...
Building customer relationships while achieving sales performance results

Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando (2020-03-11)

Despite its importance in sales, listening is an overlooked concept in research with limited empirical studies examining the construct since the work conducted by Castleberry and Shepherd (1993) and Ramsey and Sohi (1997). ...
Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity

Kalra, Ashish; Itani, Omar S.; Rostami, Amin (2023-03-13)

Purpose Although research analyzing the consequences of salesperson social media use in driving sales behaviors and performance outcomes has proliferated in the recent past, there are significant research gaps in the ...
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 ...
Complementary effects of CRM and social media on customer co-creation and sales performance in B2B firms

Itani, Omar S.; Kalra, Ashish; Riley, Jen (2022-10-24)

This study examines the effects of salespeople's social media and customer relationship management (CRM) technology use on value co-creation through knowledge and the downstream impact on sales performance. Based on ...
Consumer engagement with self-driving cars: a theory of planned behavior-informed perspective

Hollebeek, Linda D.; Menidjel, Choukri; Itani, Omar S.; Clark, Moira K.; Sigurdsson, Valdimar (2023-01-24)

Purpose This study investigates the mediating role of consumer engagement (CE) in the relationship between perceived behavioral control (PBC) and purchase intent and the moderating role of perceived safety in the relationship ...
Consumers’ health-locus-of-control and social distancing in pandemic-based e-tailing services

Itani, Omar S.; Hollebeek, Linda D. (2021-09-08)

Purpose COVID-19 and its precautions, including social distancing, have revolutionized traditional retailing- and consumption patterns. In this turbulent environment, the purpose of this study is twofold. First, this paper ...
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 ...
The effects of empathy and listening of salespeople on relationship quality in the retail banking industry

Itani, Omar S.; Inyang, Aniefre Eddie (2020-03-11)

Purpose The purpose of this paper is to examine the relations between salespeople’s empathy and listening behaviour and the relationship quality (RQ) customers have with their banks, taking into consideration the moderating ...
Engaging with omnichannel brands: the role of consumer empowerment

Itani, Omar S.; Loureiro, Sandra Maria Correia; Ramadan, Zahy (2023-03-15)

Purpose This study aims to integrate brand and retailer levels variables to examine the direct and indirect relationships between omnichannel retailing and consumer engagement. Design/methodology/approach Survey data ...
Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India

Agnihotri, Raj; Trainor, Kevin J.; Itani, Omar S.; Rodriguez, Michael (2020-03-11)

Despite the growing recognition of the critical role of post-sale service on the salesperson-customer relationship, few studies have explored how salesperson service behaviors (SSB) are enhanced through tools such as ...
Exploring the role of extrovert-introvert customers’ personality prototype as a driver of customer engagement

Itani, Omar S.; El Haddad, Rania; Kalra, Ashish (2020-03-11)

Drawing on social exchange theory, the current study examines new drivers and their associated processes of customer engagement. In spirit, the study tests the direct and indirect impacts of the extraversion–introversion ...
From cognition to action

Alnakhli, Hayam; Singh, Rakesh; Agnihotri, Raj; Itani, Omar S. (2020-12-01)

Purpose This study aims to investigate salespersons’ self-monitoring and its effect on adaptive selling behavior. As salespeople are constantly facing different customers with various needs and want and engaging in a ...
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 ...
The impact of business-to-business salespeople’s social media use on value co-creation and cross/up-selling: the role of social capital

Itani, Omar S.; Badrinarayanan, Vishag; Rangarajan, Deva (2022-10-24)

Purpose This study aims to develop and test a process model of the effect of social media use by business-to-business (B2B) salespeople on their value cocreation and cross/upselling performance. Adopting a research ...
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 ...

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