Ravipreet S. Sohi
Ravipreet S. Sohi
Professor of Marketing & Robert D. Hays Distinguished Chair in Sales Excellence
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Zitiert von
Zitiert von
IT competency and firm performance: is organizational learning a missing link?
MJ Tippins, RS Sohi
Strategic management journal 24 (8), 745-761, 2003
Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes
RP Ramsey, RS Sohi
Journal of the Academy of marketing Science 25, 127-137, 1997
Communication flows in distribution channels: Impact on assessments of communication quality and satisfaction
JJ Mohr, RS Sohi
Journal of retailing 71 (4), 393-415, 1995
The role of relational knowledge stores in interfirm partnering
JL Johnson, RS Sohi, R Grewal
Journal of Marketing 68 (3), 21-36, 2004
Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions
J Singh, K Flaherty, RS Sohi, D Deeter-Schmelz, J Habel, ...
Journal of Personal Selling & Sales Management 39 (1), 2-22, 2019
The development of interfirm partnering competence: Platforms for learning, learning activities, and consequences of learning
JL Johnson, RS Sohi
Journal of Business Research 56 (9), 757-766, 2003
The influence of firm predispositions on interfirm relationship formation in business markets
JL Johnson, RS Sohi
International Journal of Research in Marketing 18 (4), 299-318, 2001
What makes strategy making across the sales-marketing interface more successful?
A Malshe, RS Sohi
Journal of the Academy of Marketing Science 37, 400-421, 2009
Salesforce automation and the adoption of technological innovations by salespeople: theory and implications
M Parthasarathy, RS Sohi
Journal of Business & Industrial Marketing 12 (3/4), 196-208, 1997
Dispersion of marketing capabilities: impact on marketing’s influence and business unit outcomes
MT Krush, RS Sohi, A Saini
Journal of the Academy of Marketing Science 43, 32-51, 2015
Understanding and resolving major contractual breaches in buyer–seller relationships: a grounded theory approach
JS Johnson, RS Sohi
Journal of the Academy of Marketing Science 44, 185-205, 2016
The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance and job satisfaction
RS Sohi
European Journal of Marketing 30 (7), 49-67, 1996
The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction
JS Johnson, RS Sohi
Journal of the Academy of Marketing Science 42, 71-89, 2014
Positive psychology in sales: Integrating psychological capital
SB Friend, JS Johnson, F Luthans, RS Sohi
Journal of Marketing Theory and Practice 24 (3), 306-327, 2016
Sales buy-in of marketing strategies: Exploration of its nuances, antecedents, and contextual conditions
A Malshe, RS Sohi
Journal of Personal Selling & Sales Management 29 (3), 207-225, 2009
Maintaining relationships with customers: some critical factors
MC Martin, RS Sohi
Enhancing Knowledge Development in Marketing 4, 21-27, 1993
How does sharing a sales force between multiple divisions affect salespeople?
RS Sohi, DC Smith, NM Ford
Journal of the Academy of Marketing Science 24 (3), 195-207, 1996
Getting business-to-business salespeople to implement strategies associated with introducing new products and services
JS Johnson, RS Sohi
Industrial Marketing Management 62, 137-149, 2017
Measuring work preferences: a multidimensional tool to enhance career self‐management
GR Gilbert, RS Sohi, AG McEachern
Career Development International 13 (1), 56-78, 2008
Propensity to trust salespeople: A contingent multilevel-multisource examination
SB Friend, JS Johnson, RS Sohi
Journal of Business Research 83, 1-9, 2018
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