Adam Rapp

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Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM

Kevin J. Trainor, Kevin Trainor, James ‘Mick’ Andzulis, 2014 .

Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills

Adam Rapp, Douglas E. Hughes, J. Bon, 2013 .

Translating sales effort into service performance: it's an emotional ride

Daniel G. Bachrach, D. Bachrach, Adam Rapp, 2017 .

Examining the Drivers and Performance Implications of Boundary Spanner Creativity

Colin B. Gabler, James ‘Mick’ Andzulis, Adam Rapp, 2014 .

The influence of time management skill on the curvilinear relationship between organizational citizenship behavior and task performance.

Daniel G. Bachrach, Tammy L. Rapp, D. Bachrach, 2013, The Journal of applied psychology.

The role of team goal monitoring in the curvilinear relationship between team efficacy and team performance.

Daniel G. Bachrach, Tammy L. Rapp, D. Bachrach, 2014, The Journal of applied psychology.

Managing Sales Teams in a Virtual Environment

Tammy L. Rapp, J. Mathieu, Adam Rapp, 2010 .

Understanding social media effects across seller, retailer, and consumer interactions

Dhruv Grewal, Adam Rapp, Douglas E. Hughes, 2013, Journal of the Academy of Marketing Science.

When time is sales: the impact of sales manager time allocation decisions on sales team performance

Adam Rapp, Douglas E. Hughes, Jessica L. Ogilvie, 2020 .

Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance

Daniel G. Bachrach, Adam Rapp, Thomas L. Baker, 2015 .

A Review of Social Media and Implications for the Sales Process

James ‘Mick’ Andzulis, Adam Rapp, N. Panagopoulos, 2012 .

Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes

Kevin J. Trainor, Kevin Trainor, Adam Rapp, 2009 .

The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort

Lukas P. Forbes, Adam Rapp, Raj Agnihotri, 2008 .

To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance

J. Mathieu, Adam Rapp, M. Ahearne, 2005, The Journal of applied psychology.

Moving Beyond the Direct Effect of SFA Adoption on Salesperson Performance: Training and Support as Key Moderating Factors

Adam Rapp, M. Ahearne, Ronald Jelinek, 2005 .

Integrating information technology and marketing: An examination of the drivers and outcomes of e-Marketing capability

Kevin J. Trainor, Kevin Trainor, Adam Rapp, 2011 .

Performance implications of customer-linking capabilities: Examining the complementary role of customer orientation and CRM technology

Kevin J. Trainor, Kevin Trainor, Adam Rapp, 2010 .

Developing an eco-capability through environmental orientation and organizational innovativeness

Colin B. Gabler, Adam Rapp, R. Richey, 2015 .

Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions

Rupinder P. Jindal, Adam Rapp, M. Ahearne, 2010 .

The Impact of Knowledge and Empowerment on Working Smart and Working Hard: The Moderating Role of Experience

John E. Mathieu, Niels Schillewaert, Michael Ahearne, 2006 .

Conceptualizing Salesperson Competitive Intelligence: An Individual-Level Perspective

Raj Agnihotri, Adam Rapp, Thomas L. Baker, 2011 .

Competitive intelligence collection and use by sales and service representatives: how managers’ recognition and autonomy moderate individual performance

Raj Agnihotri, Adam Rapp, Thomas L. Baker, 2015 .

Firm Actions to Develop an Ambidextrous Sales Force

Adam Rapp, N. Panagopoulos, Michael A. Pimentel, 2020, Journal of Service Research.

Understanding the long-term implications of retailer returns in business-to-business relationships

T. Baker, Dhruv Grewal, Adam Rapp, 2018 .

The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization

Daniel G. Bachrach, Arun Sharma, Adam Rapp, 2017 .

The differing effects of technology on inside vs. outside sales forces to facilitate enhanced customer orientation and interfunctional coordination

Niels Schillewaert, Adam Rapp, Thomas L. Baker, 2012 .

Outsourcing the sales process: Hiring a mercenary sales force

Adam Rapp, Adam Rapp, 2009 .

Introduction to the special issue on the intersection of professional selling and service

T. Baker, Adam Rapp, 2017 .

Global perspectives on service

Steve Baron, Stephen L. Vargo, Christian Grönroos, 2013 .

Ability is in the eye of the beholder: How context and individual factors shape consumer perceptions of digital assistant ability

Adam Rapp, A. Zablah, Lisa Beeler, 2022, Journal of Business Research.

Customer Service in a Technological World: A Timeless Strategy for a Digital Dilemma

D. Bachrach, Adam Rapp, Jessica L. Ogilvie, 2016 .

Riding the waves or rocking the boat? Benefits and unintended consequences of customer growth strategies

Andrew T. Crecelius, Adam Rapp, Jessica L. Ogilvie, 2022, Industrial Marketing Management.

Feeling Good by Doing Good: Employee CSR-Induced Attributions, Job Satisfaction, and the Role of Charismatic Leadership

Adam Rapp, N. Panagopoulos, P. Vlachos, 2013, Journal of Business Ethics.

An Emotion-Based Model of Salesperson Ethical Behaviors

Adam Rapp, Raj Agnihotri, Rakesh K. Singh, 2011, Journal of Business Ethics.

Employee Judgments of and Behaviors Towards Corporate Social Responsibility: A Multi-Study Investigation of Direct, Cascading, and Moderating Effects

Adam Rapp, N. Panagopoulos, P. Vlachos, 2014 .

Understanding social media effects across seller, retailer, and consumer interactions

Dhruv Grewal, Adam Rapp, Douglas E. Hughes, 2013, Journal of the Academy of Marketing Science.

The role of brand communications on front line service employee beliefs, behaviors, and performance

T. Baker, Adam Rapp, Ryan Mullins, 2014, Journal of the Academy of Marketing Science.

Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills

Adam Rapp, Douglas E. Hughes, Joël Le Bon, 2012, Journal of the Academy of Marketing Science.

Blinded by the brand: inauthentic salesperson brand attachment and its influence on customer purchase intentions

Adam Rapp, A. Zablah, Lisa Beeler, 2021 .

The Importance of Product/Service Quality for Frontline Marketing Employee Outcomes: The Moderating Effect of Leader-Member Exchange (LMX)

T. Baker, Adam Rapp, Tammy G. Hunt, 2016 .

The effect of environmental orientation on salesperson effort and participation: the moderating role of organizational identification

Colin B. Gabler, Adam Rapp, R. Richey, 2014 .

Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective

Adam Rapp, Shankar Ganesan, M. Ahearne, 2012 .

Is There a Dark Side of Ambidexterity? Implications of Dueling Sales and Service Orientations

Daniel G. Bachrach, Colin B. Gabler, D. Bachrach, 2017 .

You don't always get what you want, and you don't always want what you get: An examination of control-desire for control congruence in transactional relationships.

D. Bachrach, Dhruv Grewal, Adam Rapp, 2015, The Journal of applied psychology.

Do sales and service compete? The impact of multiple psychological climates on frontline employee performance

Daniel G. Bachrach, D. Bachrach, Adam Rapp, 2017 .

“Too Much” Self-Efficacy? Understanding the Curvilinear Consequences of Between-Person Self-Efficacy through a Moderated-Mediation Model of Perceived Proximity and Employee Effort

Tammy L. Rapp, D. Bachrach, Adam Rapp, 2022, Group & Organization Management.

Intangible sales team resources: Investing in team social capital and transactive memory for market-driven behaviors, norms and performance

Daniel G. Bachrach, D. Bachrach, Adam Rapp, 2017 .

Sales leadership icons and models: How comic book superheroes would make great sales leaders

D. Bachrach, Adam Rapp, Jessica L. Ogilvie, 2015 .

Understanding the long-term implications of retailer returns in business-to-business relationships

T. Baker, Dhruv Grewal, Adam Rapp, 2017, Journal of the Academy of Marketing Science.

A holistic perspective of sales research: areas of consideration to develop more comprehensive conceptual and empirical frameworks

Colin B. Gabler, Adam Rapp, Jessica L. Ogilvie, 2020 .

The Intersection of Service and Sales: The Increased Importance of Ambidexterity

Nathaniel N. Hartmann, T. Baker, Adam Rapp, 2020 .

How perceptions of firm environmental and social values influence frontline employee outcomes

Colin B. Gabler, Adam Rapp, V. M. Landers, 2020 .

Competitive intelligence collection and use by sales and service representatives: how managers’ recognition and autonomy moderate individual performance

T. Baker, Adam Rapp, Raj Agnihotri, 2014, Journal of the Academy of Marketing Science.

The Influence of Market Orientation on E-Business Innovation and Performance: The Role of the Top Management Team

Niels Schillewaert, Adam Rapp, Adam Rapp, 2008 .

CRM as a cross-functional strategic approach concerned with creating improved shareholder value through the development of appropriate relationships with key customers and customer seg-

Adam Rapp, M. Ahearne, B. J. Mariadoss, 2011 .

The role of brand communications on front line service employee beliefs, behaviors, and performance

T. Baker, Adam Rapp, Ryan Mullins, 2014 .

A more comprehensive understanding and measure of customer helping behavior

Adam Rapp, Jennifer Wiggins Johnson, Adam Rapp, 2010 .

Marketing culture to service climate: the influence of employee control and flexibility

Alexander E. Ellinger, Adam Rapp, R. Richey, 2014 .

Feeling Good by Doing Good: Employee CSR-Induced Attributions, Job Satisfaction, and the Role of Charismatic Leadership

Adam Rapp, N. Panagopoulos, P. Vlachos, 2013 .

Causal Attributions and Employee Reactions to CSR

Adam Rapp, O. Epitropaki, N. Panagopoulos, 2013 .

Causal Attributions and Employee Reactions to Corporate Social Responsibility

Adam Rapp, O. Epitropaki, N. Panagopoulos, 2013, Industrial and Organizational Psychology.

Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer–Supplier Relationship Characteristics

Adam Rapp, N. Panagopoulos, Jessica L. Ogilvie, 2017 .

Can Service Climate Detract from Employee Performance? The Role of Experience in Optimizing Satisfaction and Performance Outcomes

Colin B. Gabler, Adam Rapp, Robert Glenn Richey, 2018, Decis. Sci..

An empirical analysis of e‐service implementation: antecedents and the resulting value creation

Niels Schillewaert, Adam Rapp, Tammy L. Rapp, 2008 .

High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms

Eli Jones, Michael Ahearne, Adam Rapp, 2008, Manag. Sci..

Corporate Social Performance and Employees : Construed Perceptions , Attributions and Behavioral Outcomes

Adam Rapp, N. Panagopoulos, 2017 .

I Think They Think We are Good Citizens: The Role of Meta-Perceptions in Employees' Reactions to Corporate Social Responsibility

Adam Rapp, N. Panagopoulos, P. Vlachos, 2015 .

Using Shortened Scales in Sales Research: Risks, Benefits, and Strategies

George R. Franke, Adam Rapp, James “Mick” Andzulis, 2013 .

I think they think we are good citizens: Meta-perceptions as antecedents of employees' reactions to corporate social responsibility

Adam Rapp, N. Panagopoulos, P. Vlachos, 2016 .

Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training

Raj Agnihotri, Adam Rapp, Kevin J. Trainor, 2018, Industrial Marketing Management.

Salespeople as knowledge brokers: a review and critique of the challenger sales model

Daniel G. Bachrach, D. Bachrach, Adam Rapp, 2014 .

An Emotion-Based Model of Salesperson Ethical Behaviors

Adam Rapp, Raj Agnihotri, P. Kothandaraman, 2012 .

The state of selling & sales management research: a review and future research agenda

Adam Rapp, Lisa Beeler, 2021 .

Perspectives on competitive intelligence within business: A tactical tool for sales- people to gain a competitive advantage

Adam Rapp, Raj Agnihotri, 2011 .

Developing an Environmentally Sustainable Business Plan: An International B2B Case Study

Colin B. Gabler, Adam Rapp, N. Panagopoulos, 2017 .

The Role of Technology at the Interface Between Salespeople and Consumers

Michael Ahearne, Adam Rapp, Adam Rapp, 2010 .

High Touch Through High Tech: The Impact of Salesperson Technology Usage on Customer Satisfaction and Sales Performance

J. Mathieu, Adam Rapp, M. Ahearne, 2008 .

Integrating information technology and marketing: An examination of the drivers and outcomes of e-Marketing capability

Kevin J. Trainor, Adam Rapp, N. Schillewaert, 2011 .

No-No’s at the Store Level: What Not to Do When Faced with Showrooming

Daniel G. Bachrach, Adam Rapp, Jessica L. Ogilvie, 2016 .