| Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance? DR Bowen, Melanie, Christine Lai-Bennejean, Alexander Haas Industrial Marketing Management 96, 166-182, 2021 | 77 | 2021 |
| The effect of individual market orientation on sales performance: An integrated framework for assessing the role of formal and informal communications CJ Lai Journal of Marketing Theory and Practice 24 (3), 328-343, 2016 | 44 | 2016 |
| The role of formal information sharing in key account team effectiveness: does informal control matter and when CJ Lai, Y Yang Journal of Personal Selling & Sales Management 37 (4), 313-331, 2017 | 33 | 2017 |
| Another look at motivating–and retaining–salespeople CJ Lai, BD Gelb Journal of Business Strategy, 2019 | 17 | 2019 |
| Key account teams: success factors for implementing strategy CJ Lai, BD Gelb Journal of Business Strategy 36 (4), 48-55, 2015 | 16 | 2015 |
| Impacts of salespeople’s biased and unbiased performance attributions on job satisfaction: the concept of misattributed satisfaction C Lai-Bennejean, L Beitelspacher European journal of marketing, 2020 | 12 | 2020 |
| Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors V Badrinarayanan, D Rangarajan, C Lai-Bennejean, M Bowen, TA Kaski Journal of Business & Industrial Marketing, 2024 | 2 | 2024 |
| Empowering salespeople in complex negotiations: autonomy and leeway in preparation and concession-making C Lai-Bennejean, AD Arndt Journal of Business Research 190, 115233, 2025 | | 2025 |
| Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe M Rouziou, W Bolander, K Peesker, P Hautamäki, D Rangarajan, ... Journal of International Marketing, 1069031X241282431, 2024 | | 2024 |
| Management des métiers de la relation client : comment trouver l'équilibre entre contrôle et délégation ? C LAI Havard Business Review France, 2024 | | 2024 |
| Faster, Higher, Stronger, and Together NN Chaker, C Fournier, C Lai-Bennejean | | 2024 |
| Systemic collaboration in B-to-B selling practices: How sales practitioners collaborate in sales ecosystems to cocreate value with customers L Chambost-Guigard, C Lai-Bennejean, C Pardo, R Vanheems Conférence Global Sales Science Institute (GSSI), 2024 | | 2024 |
| Around the World in (Almost) 80 Sales Managers: An Examination of Global Crisis Response and Future Expectations M Rouziou, W Bolander, K Peesker, P Hautamäki, R Deva, ... Journal of International Marketing, 2023 | | 2023 |
| Création de valeur dans la vente B to B: vers une typologie de pratiques L Chambost-Guigard, C Lai-Bennejean, C Pardo, R Vanheems Colloque européen Innovation et Commerce, 2023 | | 2023 |
| Authenticity in sales-a bidimensional concept? N Fischer, C Lai-Bennejean, C Fournier Global Sales Science Institute, 2022 | | 2022 |
| Exploring the impact of customer mistreatment on salespeople’s emotion management and selling success: the key role of emotional authenticity M Klein, F Poujol, C Lai-Bennejean Conference of the Global Sales Science Institute (GSSI), 2020 | | 2020 |
| Performance Impact of Customer Orientation, Task Interdependence, and Information Sharing in Sales Teams: An Abstract CJ Lai, Y Yang Back to the Future: Using Marketing Basics to Provide Customer Value …, 2018 | | 2018 |
| The Impact of Salespeople’s Attribution Biases on Job Satisfaction: The Concept of Unwarranted Satisfaction CJ Lai, RY Darmon Celebrating America’s Pastimes: Baseball, Hot Dogs, Apple Pie and Marketing …, 2016 | | 2016 |
| The interactive effects of formal and informal information exchanges on team performance and team satisfaction| Theses. fr C Lai Cergy-Pontoise, Ecole supérieure des sciences économiques et commerciales, 2012 | | 2012 |
| The Secrets of Social Media in Salesperson Performance M Bowen, C Lai-Bennejean, A Haas, D Rangarajan Report Research, 18, 0 | | |
