| Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM KJ Trainor, JM Andzulis, A Rapp, R Agnihotri Journal of business research 67 (6), 1201-1208, 2014 | 1322 | 2014 |
| Social media: Influencing customer satisfaction in B2B sales R Agnihotri, R Dingus, MY Hu, MT Krush Industrial marketing management 53, 172-180, 2016 | 1050 | 2016 |
| Bringing “social” into sales: The impact of salespeople’s social media use on service behaviors and value creation R Agnihotri, P Kothandaraman, R Kashyap, R Singh Journal of Personal Selling & Sales Management 32 (3), 333-348, 2012 | 595 | 2012 |
| Performance implications of customer-linking capabilities: Examining the complementary role of customer orientation and CRM technology A Rapp, KJ Trainor, R Agnihotri Journal of Business research 63 (11), 1229-1236, 2010 | 417 | 2010 |
| 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 OS Itani, R Agnihotri, R Dingus Industrial Marketing Management 66, 64-79, 2017 | 351 | 2017 |
| In pursuit of an effective B2B digital marketing strategy in an emerging market VA Vieira, MIS de Almeida, R Agnihotri, NSDAC da Silva, S Arunachalam Journal of the Academy of Marketing Science 47 (6), 1085-1108, 2019 | 296 | 2019 |
| The sales force technology–performance chain: The role of adaptive selling and effort A Rapp, R Agnihotri, LP Forbes Journal of Personal Selling & Sales Management 28 (4), 335-350, 2008 | 272 | 2008 |
| Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India R Agnihotri, KJ Trainor, OS Itani, M Rodriguez Journal of Business Research 81, 144-154, 2017 | 203 | 2017 |
| Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes R Agnihotri, A Rapp, K Trainor Journal of Business & Industrial Marketing 24 (7), 474-486, 2009 | 195 | 2009 |
| Social media, customer engagement, and sales organizations: A research agenda R Agnihotri Industrial marketing management 90, 291-299, 2020 | 194 | 2020 |
| Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict R Agnihotri, CB Gabler, OS Itani, F Jaramillo, MT Krush Journal of Personal Selling & Sales Management 37 (1), 27-41, 2017 | 190 | 2017 |
| Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training J Ogilvie, R Agnihotri, A Rapp, K Trainor Industrial Marketing Management 75, 55-65, 2018 | 176 | 2018 |
| Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's manager R Agnihotri, MT Krush Journal of Personal Selling & Sales Management 35 (2), 164-174, 2015 | 162 | 2015 |
| Examining the drivers and performance implications of boundary spanner creativity R Agnihotri, AA Rapp, JM Andzulis, CB Gabler Journal of Service Research 17 (2), 164-181, 2014 | 158 | 2014 |
| Social media and customer relationship management technologies: Influencing buyer-seller information exchanges OS Itani, MT Krush, R Agnihotri, KJ Trainor Industrial Marketing Management 90, 264-275, 2020 | 143 | 2020 |
| Competitive intelligence collection and use by sales and service representatives: how managers’ recognition and autonomy moderate individual performance A Rapp, R Agnihotri, TL Baker, JM Andzulis Journal of the academy of marketing science 43, 357-374, 2015 | 135 | 2015 |
| Enhancing organizational sensemaking: An examination of the interactive effects of sales capabilities and marketing dashboards MT Krush, R Agnihotri, KJ Trainor, EL Nowlin Industrial Marketing Management 42 (5), 824-835, 2013 | 104 | 2013 |
| Conceptualizing salesperson competitive intelligence: An individual-level perspective A Rapp, R Agnihotri, TL Baker Journal of Personal Selling & Sales Management 31 (2), 141-155, 2011 | 96 | 2011 |
| Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance NN Chaker, EL Nowlin, MT Pivonka, OS Itani, R Agnihotri Industrial Marketing Management 100, 127-144, 2022 | 90 | 2022 |
| Marketing analytics capability, artificial intelligence adoption, and firms' competitive advantage: Evidence from the manufacturing industry MA Hossain, R Agnihotri, MRI Rushan, MS Rahman, SF Sumi Industrial Marketing Management 106, 240-255, 2022 | 89 | 2022 |
