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AKSOB - Scholarly Publications: Recent submissions

  • 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, ...
  • 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 ...
  • 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 ...
  • 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. ...
  • 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 ...
  • The Examination of Tech Disruptions’ Patterns on the Consumer Journey 
    Farah, Maya F.; Ramadan, Zahy; Yunis, Manal (Springer, 2022-09-23)
    The integration of new technologies into the lives of consumers has caused significant changes in their journey, while directly altering consumers’ moment of truth. This study proposes a theoretical framework depicting ...
  • The technology acceptance model revisited: empirical evidence from the tourism industry in Pakistan 
    Hasni, Muhammad Junaid Shahid; Farah, Maya F.; Adeel, Ifraaz (2021-12-31)
    Purpose This paper aims to analyze the adoption of social media platforms by tourists in Pakistan. Based on an adaptation of the technology acceptance model (TAM), this study assesses the factors that lead users to adopt ...
  • WhatsApp communication service 
    Mrad, Mona; Farah, Maya; Mehdi, Nour (2022-09-23)
    The purpose of this study is to explore the pros and cons of WhatsApp communication service and its likely effects on consumer behavior and one’s perception of luxury brands. Design/methodology/approach This study ...
  • What to believe, whom to blame, and when to share 
    Mahdi, Ali; Farah, Maya F.; Ramadan, Zahy (2022-09-23)
    Purpose The spread of fake news on social networking sites (SNS) poses a threat to the marketing landscape, yet little is known about how fake news affect consumers’ perceptions, attitudes and behaviors. This study aims ...
  • Karl Lagerfeld to Erdem 
    Mrad, Mona; Farah, Maya F.; Haddad, Stephanie (2022-09-23)
    Numerous designer luxury brands have been interested in creating co-branding partnerships with the fast-fashion retailer H&M. Despite the recognition by some researchers of the value of examining whether consumer reactions ...
  • Handle with Care 
    Farah, Maya F.; Mrad, Mona; Ramadan, Zahy; Hamdane, Houssam (Springer, 2022-02-18)
    The purpose of this study is to evaluate consumers’ reactions toward drone delivery service. Qualitative data was collected based on comments posted following a YouTube video. A thematic inductive analysis was used in order ...
  • 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, ...
  • 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 ...
  • “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 ...
  • When poignant stories outweigh cold hard facts 
    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 ...
  • 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 ...
  • Consumer ethnocentrism and consumer animosity 
    Farah, Maya F.; Mehdi, Nour I. (2022-01-03)
    The study explores the historical evolution of consumer ethnocentrism and consumer animosity to build an ampler understanding of the deliberated topics and identify probable future research inquiries. Four research gaps ...
  • Satisfying the online food crave 
    Farah, Maya F.; Ramadan, Zahy; Kanso, Jana (2022-01-03)
    The food and beverage (F&B) sector has witnessed a significant rise in online food ordering and delivery companies. Through the consumer journey framework, this study aims to uncover the triggers pertaining to each stage ...
  • Board gender diversity and firms' social engagement in the Gulf Cooperation Council (GCC) countries 
    Jizi, Mohammad; Nehme, Rabih; Melhem, Cynthia (2021-11-30)
    Purpose The Gulf Cooperation Council (GCC) countries form a unique socioeconomic environment that makes the conclusions of the prior literature not likely to be applicable. GCC countries have huge oil reserves, yet they ...
  • Luxury fashion start-up brands' digital strategies with female Gen Y in the Middle East 
    Ramadan, Zahy; Nsouli, Nour Zakaria (2021-09-29)
    Purpose With US$ 320 bn spent on luxury fashion in the Middle East and a growing digital consumer presence, local start-ups must form an integrated online relationship with millennials in order to recruit and retain a ...

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