| Determinants and outcomes of customers' use of self-service technology in a retail setting B Weijters, D Rangarajan, T Falk, N Schillewaert Journal of Service Research 10 (1), 3-21, 2007 | 628 | 2007 |
| The role of overload on job attitudes, turnover intentions, and salesperson performance E Jones, L Chonko, D Rangarajan, J Roberts Journal of Business Research 60 (7), 663-671, 2007 | 475 | 2007 |
| The role of pleasure in web site success K De Wulf, N Schillewaert, S Muylle, D Rangarajan Information & Management 43 (4), 434-446, 2006 | 461 | 2006 |
| Managing engagement behaviors in a network of customers and stakeholders: Evidence from the nursing home sector K Verleye, P Gemmel, D Rangarajan Journal of service research 17 (1), 68-84, 2014 | 458 | 2014 |
| Strategic personal branding—And how it pays off D Rangarajan, BD Gelb, A Vandaveer Business Horizons 60 (5), 657-666, 2017 | 233 | 2017 |
| Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople D Rangarajan, E Jones, W Chin Industrial Marketing Management 34 (4), 345-354, 2005 | 188 | 2005 |
| Increasing resilience by creating an adaptive salesforce A Sharma, D Rangarajan, B Paesbrugghe Industrial Marketing Management 88, 238-246, 2020 | 170 | 2020 |
| How to govern business services exchanges: Contractual and relational issues D Vandaele, D Rangarajan, P Gemmel, A Lievens International Journal of Management Reviews 9 (3), 237-258, 2007 | 150 | 2007 |
| Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force D Rangarajan, A Sharma, T Lyngdoh, B Paesbrugghe Business Horizons 64 (5), 647-658, 2021 | 137 | 2021 |
| Employee contributions to brand equity BDB Gelb, D Rangarajan California Management Review 56 (2), 95-112, 2014 | 134 | 2014 |
| Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for … D Rangarajan, LB Chonko, E Jones, JA Roberts Industrial Marketing Management 33 (4), 289-305, 2004 | 112 | 2004 |
| An industry/academic perspective on customer success management B Hochstein, D Rangarajan, N Mehta, D Kocher Journal of Service Research 23 (1), 3-7, 2020 | 98 | 2020 |
| Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function B Paesbrugghe, D Rangarajan, A Sharma, N Syam, S Jha Industrial Marketing Management 62, 171-184, 2017 | 91 | 2017 |
| People, process, and performance: Setting an agenda for sales enablement research D Rangarajan, R Dugan, M Rouziou, M Kunkle Journal of Personal Selling & Sales Management 40 (3), 213-220, 2020 | 86 | 2020 |
| Personal selling and the purchasing function: where do we go from here? B Paesbrugghe, A Sharma, D Rangarajan, N Syam Journal of Personal Selling & Sales Management 38 (1), 123-143, 2018 | 75 | 2018 |
| Social media in B2B sales: why and when does salesperson social media usage affect salesperson performance? M Bowen, C Lai-Bennejean, A Haas, D Rangarajan Industrial Marketing Management 96, 166-182, 2021 | 74 | 2021 |
| It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress P Guenzi, D Rangarajan, NN Chaker, L Sajtos Journal of personal selling & sales management 39 (4), 352-369, 2019 | 69 | 2019 |
| Engaged customers as job resources or demands for frontline employees? K Verleye, P Gemmel, D Rangarajan Journal of Service Theory and Practice 26 (3), 2016 | 69 | 2016 |
| The impact of business-to-business salespeople’s social media use on value co-creation and cross/up-selling: the role of social capital OS Itani, V Badrinarayanan, D Rangarajan European Journal of Marketing 57 (3), 683-717, 2023 | 66 | 2023 |
| Proactive value co-creation via structural ambidexterity: Customer success management and the modularization of frontline roles B Hochstein, NN Chaker, D Rangarajan, D Nagel, NN Hartmann Journal of Service Research 24 (4), 601-621, 2021 | 62 | 2021 |