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

Kevin J. Trainor, James “Mick” Andzulis, Adam Rapp, +1

Journal of Business Research

Relationship MarketingCustomer SatisfactionSocial MediaSocial TechnologySocial Computing +10

Social media: Influencing customer satisfaction in B2B sales

Raj Agnihotri, Rebecca Dingus, Michael Y. Hu, +1

Industrial Marketing Management

Customer SatisfactionSocial MediaDigital MarketingManagementConsumer Research +4

Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation

Raj Agnihotri, Prabakar Kothandaraman, Rajiv Kashyap, +1

Journal of Personal Selling and Sales Management

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

Adam Rapp, Kevin J. Trainor, Raj Agnihotri

Journal of Business Research

Customer ExperienceCustomer SatisfactionCustomer-linking CapabilitiesCrm TechnologyInteractive Marketing +10

Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler

Omar S. Itani, Raj Agnihotri, Rebecca Dingus

Industrial Marketing Management

Online Customer BehaviorSocial Media UseSocial MediaBusiness-to-business ResearchDigital Marketing +10

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

Adam Rapp, Raj Agnihotri, Lukas P. Forbes

Journal of Personal Selling and Sales Management

Marketing AnalyticsCustomer SatisfactionAdaptive SellingTechnology AdoptionBusiness Analytics +17

In pursuit of an effective B2B digital marketing strategy in an emerging market

Valter Afonso Vieira, Marcos Inácio Severo de Almeida, Raj Agnihotri, +2

Journal of the Academy of Marketing Science

MarketingDigital BusinessBusiness-to-business ResearchDigital MarketingInteractive Marketing +7

Social media, customer engagement, and sales organizations: A research agenda

Raj Agnihotri

Industrial Marketing Management

Social MediaMedia MarketingInteractive MarketingManagementConsumer Research +5

Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict

Raj Agnihotri, Colin B. Gabler, Omar S. Itani, +2

Journal of Personal Selling and Sales Management

Customer ExperienceCustomer SatisfactionAdaptive SellingConsumer ResearchSalesperson Role Perceptions +14

Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India

Raj Agnihotri, Kevin J. Trainor, Omar S. Itani, +1

Journal of Business Research

Customer SatisfactionOnline Customer BehaviorSocial MediaPost-sale Service BehaviorsInteractive Marketing +7