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Browsing SOB - Scholarly Publications by Author "Agnihotri, Raj"

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Browsing SOB - Scholarly Publications by Author "Agnihotri, Raj"

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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 ...
  • 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 ...
  • 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 ...
  • 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 ...
  • 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, ...
  • 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 ...
  • Salesperson moral identity and value co-creation 
    Itani, Omar S.; Chonko, Larry; Agnihotri, Raj (2022-01-27)
    Purpose The purpose of this study is to examine the role of salesperson moral identity centrality in value co-creation. This study identified and tested an extended identity-based formation process of selling orientation, ...
  • Social media and customer relationship management technologies 
    Itani, Omar S.; Krush, Michael T.; Agnihotri, Raj; Trainor, Kevin J. (2022-01-07)
    Due to the increasing array of sales technology, salespeople must understand how each application assists them. This study examines how business-to-business salespeople use different forms of sales technology to meet their ...
  • Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling 
    Itani, Omar S.; Agnihotri, Raj; Dingus, Rebecca (2020-03-11)
    This paper examines the use of social media by business-to-business (B2B) salespeople to assist in their job functions. The authors propose that a salesperson's attitude toward social media usefulness, as well as a ...

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