Search Results - "Son, K"

The future of buyer–seller interactions: a conceptual framework and research agenda by Ahearne, Michael, Atefi, Yashar, Lam, Son K., Pourmasoudi, Mohsen

“…The revolution in information availability and the advances in novel interaction technologies have ushered in two major shifts that call into question the…”
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Performance impact of middle managers' adaptive strategy implementation: The role of social capital by Ahearne, Michael, Lam, Son K., Kraus, Florian

“…This article reconciles mixed findings about the performance impact of middle managers' strategy involvement. We propose that the relationship between middle…”
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Femtosecond response of polyatomic molecules to ultra-intense hard X-rays by Rudenko, A., Inhester, L., Hanasaki, K., Li, X., Robatjazi, S. J., Erk, B., Boll, R., Toyota, K., Hao, Y., Vendrell, O., Bomme, C., Savelyev, E., Rudek, B., Foucar, L., Southworth, S. H., Lehmann, C. S., Kraessig, B., Marchenko, T., Simon, M., Ueda, K., Ferguson, K. R., Bucher, M., Gorkhover, T., Carron, S., Alonso-Mori, R., Koglin, J. E., Correa, J., Williams, G. J., Boutet, S., Young, L., Bostedt, C., Son, S.-K., Santra, R., Rolles, D.

“…Upon exposure to ultra-intense, hard X-ray pulses, polyatomic molecules containing one heavy atom reach a much higher degree of ionization than do individual…”
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Resistance to Brand Switching When a Radically New Brand Is Introduced: A Social Identity Theory Perspective by Lam, Son K., Ahearne, Michael, Hu, Ye, Schillewaert, Niels

“…There has been little research on how market disruptions affect customer—brand relationships and how firms can sustain brand loyalty when disruptions occur…”
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Exploring the dynamics of antecedents to consumer–brand identification with a new brand by Lam, Son K., Ahearne, Michael, Mullins, Ryan, Hayati, Babak, Schillewaert, Niels

“…This study examines the dynamics of consumer–brand identification (CBI) and its antecedents in the context of the launch of a new brand. Three focal drivers of…”
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Salesperson ambidexterity in customer engagement: do customer base characteristics matter? by Lam, Son K., DeCarlo, Thomas E., Sharma, Ashish

“…Drawing from the interactional psychology of personality and multitasking paradigm, we examine the contingencies of salesperson orientation ambidexterity in…”
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Investigating the impacts of climate change on hydroclimatic extremes in the Tar-Pamlico River basin, North Carolina by Tran, Thanh-Nhan-Duc, Tapas, Mahesh R., Do, Son K., Etheridge, Randall, Lakshmi, Venkataraman

“…Evaluating the forthcoming impacts of climate change is important for formulating efficient and flexible approaches to water resource management. General…”
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History-dependent domain and skyrmion formation in 2D van der Waals magnet Fe3GeTe2 by Birch, M. T., Powalla, L., Wintz, S., Hovorka, O., Litzius, K., Loudon, J. C., Turnbull, L. A., Nehruji, V., Son, K., Bubeck, C., Rauch, T. G., Weigand, M., Goering, E., Burghard, M., Schütz, G.

“…The discovery of two-dimensional magnets has initiated a new field of research, exploring both fundamental low-dimensional magnetism, and prospective…”
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Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework by DeCarlo, Thomas E., Lam, Son K.

“…In business-to-business markets, hunting for new customers and farming existing customers are critical to achieve sales goals. Although practitioners suggest…”
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The Role of Leaders in Internal Marketing by Wieseke, Jan, Ahearne, Michael, Lam, Son K., van Dick, Rolf

“…There is little empirical research on internal marketing despite its intuitive appeal and anecdotal accounts of its benefits. Adopting a social identity theory…”
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The business-to-business inside sales force: roles, configurations and research agenda by Sleep, Stefan, Dixon, Andrea L, DeCarlo, Thomas, Lam, Son K

“…Purpose This study aims to explore the changing nature of the inside sales role and the individual capabilities required for success. Additionally, it examines…”
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A multinational examination of the symbolic-instrumental framework of consumer-brand identification by Lam, Son K, Ahearne, Michael, Schillewaert, Niels

“…The authors propose a symbolic-instrumental interactive framework of consumer-brand identification (CBI) and explore its predictiveness across 15 countries…”
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Walking a tightrope: the joint impact of customer and within-firm boundary spanning activities on perceived customer satisfaction and team performance by Sleep, Stefan, Bharadwaj, Sundar, Lam, Son K.

“…To successfully satisfy large customers and meet financial objectives, dedicated sales teams need to manage two boundaries: a boundary within the selling firm…”
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The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective by Lam, Son K., Kraus, Florian, Ahearne, Michael

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Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability by Mullins, Ryan R., Ahearne, Michael, Lam, Son K., Hall, Zachary R., Boichuk, Jeffrey P.

“…Firms often utilize salesperson intelligence in marketing strategies to improve sales performance. However, this approach is problematic if the information is…”
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Leveraging Frontline Employees’ Small Data and Firm-Level Big Data in Frontline Management: An Absorptive Capacity Perspective by Lam, Son K., Sleep, Stefan, Hennig-Thurau, Thorsten, Sridhar, Shrihari, Saboo, Alok R.

“…The advent of new forms of data, modern technology, and advanced data analytics offer service providers both opportunities and risks. This article builds on…”
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Why Salespeople Avoid Big-Whale Sales Opportunities by Xu, Juan, van der Borgh, Michel, Nijssen, Edwin J., Lam, Son K.

“…Contrary to the intuition that salespeople gravitate toward big-whale sales opportunities, in reality they often avoid them. To study this phenomenon, the…”
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Nonlinear atomic response to intense ultrashort x rays by Doumy, G, Roedig, C, Son, S-K, Blaga, C I, DiChiara, A D, Santra, R, Berrah, N, Bostedt, C, Bozek, J D, Bucksbaum, P H, Cryan, J P, Fang, L, Ghimire, S, Glownia, J M, Hoener, M, Kanter, E P, Krässig, B, Kuebel, M, Messerschmidt, M, Paulus, G G, Reis, D A, Rohringer, N, Young, L, Agostini, P, DiMauro, L F

“…The nonlinear absorption mechanisms of neon atoms to intense, femtosecond kilovolt x rays are investigated. The production of Ne(9+) is observed at x-ray…”
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A Meta-Analysis of Relationships Linking Employee Satisfaction to Customer Responses by Brown, Steven P., Lam, Son K.

“…The authors report a meta-analysis of relationships linking employee job satisfaction to customer satisfaction and perceived service quality in studies that…”
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Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective by Ahearne, Michael, Lam, Son K., Hayati, Babak, Kraus, Florian

“…Salespeople represent a primary source of competitive intelligence (CI), but the contextual factors that influence the performance impact of salesperson CI…”
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