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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 ...
  • 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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