Deva Rangarajan

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How to Govern Business Services Exchanges: Contractual and Relational Issues

P. Gemmel, D. Vandaele, Deva Rangarajan, 2007 .

Understanding the salespeople's “feedback‐satisfaction” linkage: what role does job perceptions play?

Deva Rangarajan, Deva Rangarajan, Rajesh Srivastava, 2008 .

The role of overload on job attitudes, turnover intentions, and salesperson performance ☆

Deva Rangarajan, Lawrence B. Chonko, Eli Jones, 2007 .

The Role of Perceived Relational Support in Entrepreneur–Customer Dyads

Deva Rangarajan, Dirk De Clercq, D. De Clercq, 2008 .

Managing Engagement Behaviors in a Network of Customers and Stakeholders

Katrien Verleye, Deva Rangarajan, Paul Gemmel, 2014 .

Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research

James A. Roberts, Deva Rangarajan, L. Chonko, 2004 .

Determinants and Outcomes of Customers' Use of Self-Service Technology in a Retail Setting

B. Weijters, N. Schillewaert, Deva Rangarajan, 2007 .

Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople

Wynne W. Chin, Deva Rangarajan, Deva Rangarajan, 2005 .

Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople

Arun Sharma, Deva Rangarajan, Bert Paesbrugghe, 2020 .

Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function

Niladri B. Syam, Arun Sharma, Deva Rangarajan, 2017 .

It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress

Deva Rangarajan, Paolo Guenzi, Nawar N. Chaker, 2019, Journal of Personal Selling & Sales Management.

Personal selling and the purchasing function: where do we go from here?

Niladri B. Syam, Arun Sharma, Deva Rangarajan, 2018 .

Strategic personal branding—And how it pays off

Deva Rangarajan, Bruce D. Gelb, Deva Rangarajan, 2017 .

Customers'usage of self service technology in retail setting

B. Weijters, N. Schillewaert, Deva Rangarajan, 2005 .

Business-to-business selling in the post covid era: Developing an adaptive salesforce

Deva Rangarajan, Teidorlang Lyngdoh, Bert Paesbrugghe, 2021 .

Increasing resilience by creating an adaptive salesforce

Arun Sharma, Deva Rangarajan, Bert Paesbrugghe, 2020, Industrial Marketing Management.

Aligning sales and operations management: an agenda for inquiry

Arun Sharma, Deva Rangarajan, R. Boute, 2018 .

Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy

Nathaniel N. Hartmann, Deva Rangarajan, Nawar N. Chaker, 2022, Industrial Marketing Management.

Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda

Edward L. Nowlin, Raj Agnihotri, Deva Rangarajan, 2022, Journal of Personal Selling & Sales Management.

The impact of business-to-business salespeople’s social media use on value co-creation and cross/up-selling: the role of social capital

Vishag A. Badrinarayanan, Deva Rangarajan, Omar S. Itani, 2022, European Journal of Marketing.

Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change

Deva Rangarajan, Arun Sharma, S. Cardinali, 2022, Industrial Marketing Management.

Understanding the Digital Communication Preference of Business-to-Business Purchasers and Sellers

Deva Rangarajan, Teidorlang Lyngdoh, Bert Paesbrugghe, 2021, Advances in Digital Marketing and eCommerce.

To be or not to be: a review of the (un)ethical salespeople literature

Deva Rangarajan, A. Anand, Melanie Bowen, 2022, Journal of Business & Industrial Marketing.

The role of pleasure in web site success

Steve Muylle, Niels Schillewaert, Deva Rangarajan, 2006, Inf. Manag..

People, Process, and Performance: Setting an agenda for sales enablement research

Deva Rangarajan, Maria Rouziou, Riley Dugan, 2020 .

Sales complexity and value appropriation: a taxonomy of sales situations

Duane M. Nagel, Deva Rangarajan, Teidorlang Lyngdoh, 2021, Journal of Business & Industrial Marketing.

Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance?

Deva Rangarajan, A. Haas, Melanie Bowen, 2021, Industrial Marketing Management.

Proactive Value Co-Creation via Structural Ambidexterity: Customer Success Management and the Modularization of Frontline Roles

Nathaniel N. Hartmann, Duane M. Nagel, Deva Rangarajan, 2021, Journal of Service Research.

An Industry/Academic Perspective on Customer Success Management

Deva Rangarajan, Bryan Hochstein, Nick Mehta, 2020 .

Understanding sales enablement in complex B2B companies: Uncovering similarities and differences in a cross-functional and multi-level case study

Deva Rangarajan, Tobias Schaefers, María D. De-Juan-Vigaray, 2023, Industrial Marketing Management.

Examining supplier, buyer, and customer triads: The critical role of conflict in interaction processes and product/service innovations

Arun Sharma, Deva Rangarajan, C. Fletcher-Chen, 2022, Industrial Marketing Management.

B2B Brand Architecture

Deva Rangarajan, Steve Muylle, N. Dawar, 2012 .

How Individual Technology Propensities and Organizational Culture Influence B2B Customer's Behavioral Intention to Use Digital Services at Work?

Mika Gabrielsson, Tommi Laukkanen, Heli Hallikainen, 2017, HICSS.

Engaged customers as job Resources or demands for frontline employees

P. Gemmel, Deva Rangarajan, K. Verleye, 2016 .

Employee Contributions to Brand Equity

Deva Rangarajan, B. Gelb, 2014 .

Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research

Lenita M. Davis, Raj Agnihotri, Deva Rangarajan, 2020 .

To Be Yourself or to Be Your Ideal Self?: Outcomes of Potential Applicants’ Actual and Ideal Self-Congruity Perceptions

Deva Rangarajan, Greet van Hoye, Marieke Carpentier, 2018, Journal of Personnel Psychology.

How Big Data Can Transform Outcomes and Opportunities

Tommi Laukkanen, Heli Hallikainen, Deva Rangarajan, 2019 .

The impact of adverse life events on salesperson relationships with customers

Michael C. Peasley, Geoffrey T. Stewart, Deva Rangarajan, 2020 .

Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic

Arun Sharma, Deva Rangarajan, S. Cardinali, 2023, Journal of Business & Industrial Marketing.