Robert M. Peterson

Social Media’s Influence on Business-to-Business Sales Performance

Michael Rodríguez, Robert M. Peterson, Vijaykumar Krishnan · Journal of Personal Selling and Sales Management · 2012 · 303 citations

Course Participation: An Active Learning Approach Employing Student Documentation

Robert M. Peterson · Journal of Marketing Education · 2001 · 87 citations

Participation Documentation, Interactive Learning, Performance Studies +10

Value creation and firm sales performance: The mediating roles of strategic account management and relationship perception

Ursula Y. Sullivan, Robert M. Peterson, Vijaykumar Krishnan · Industrial Marketing Management · 2011 · 83 citations

Relationship Marketing, Mergers And Acquisitions, Firm Performance +10

Social Media in Large Sales Forces: An Empirical Study of the Impact of Sales Process Capability and Relationship Performance

Michael Rodríguez, Haya Ajjan, Robert M. Peterson · The Journal of Marketing Theory and Practice · 2016 · 80 citations

Customer Satisfaction, Digital Marketing, Organizational Characteristic +19

Expanding the Antecedent Component of the Traditional Business Negotiation Model: Pre-Negotiation Literature Review and Planning-Preparation Propositions

Robert M. Peterson, George H. Lucas · The Journal of Marketing Theory and Practice · 2001 · 75 citations

Negotiation, Preparation Component, Negotiation Theory +17