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

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

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  • 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’ ...
  • 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 ...
  • 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 ...
  • 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). ...
  • 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 ...
  • 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 ...
  • 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 ...
  • 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 ...
  • 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 ...
  • 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 ...
  • 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 ...
  • 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 ...
  • Itani, Omar S.; Hollebeek, Linda D. (2021-02-05)
    Consumer behavior is changing as a result of the COVID-19 pandemic, thus compelling attraction sites to find new ways of offering safe tours to visitors. Based on protection motivation theory, we develop and test a model ...
  • 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 ...
  • 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, ...
  • 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 ...
  • 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 ...
  • Itani, Omar S. (2020-12-01)
    Purpose The purpose of this paper is to understand the role of identity-based relationships, customer brand identification and peer identification, in driving customer outcomes including customer experiential hedonic ...
  • Itani, Omar S.; Kassar, Abdul-Nasser; Loureiro, Sandra maria Correia (2020-03-11)
    In today’s market, firms expect customers to not only consume their offerings, but also to market these offerings indirectly through different engagement behaviors. This study is conducted to examine factors that may drive ...
  • Freling, Traci H.; Yangb, Zhiyong; Saini, Ritesh; Itani, Omar S.; Abualsamh, Ryan Rashad (2022-01-07)
    The objective of this paper is to resolve mixed findings about which type of evidence is more persuasive—statistical or anecdotal information. In a meta-analysis of 61 papers exploring the persuasive impact of evidence ...

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