Research

  1. Adam Rapp and Johannes Habel, “Creating Tension in Sales Research,” forthcoming at the Journal of Personal Selling and Sales Management.
  1. Matt Lastner, Michael Pimentel, Andrew Pueschel, Wyatt Schrock, George Dietz and Adam Rapp, “Salesperson Motivation, Compensation, Training, & Deployment within the Sales Ecosystem,” accepted at the European Journal of Marketing.
  1. Dan Bachrach, Tammy Rapp, Adam Rapp, and Jessica Ogilvie (2024), “It’s About Time: Resource Allocation Competence as a Critical Factor in the Relationships Between Organizational Citizenship Behavior and Performance,” Journal of Business Research, 172 1-15.
  1. Adam Rapp and Tammy Rapp (2023), “Team Selling: A Review and Research Framework,” Journal of Personal Selling and Sales Management, 43 (4), 289-306.
  1. Adam Rapp and Maria Rouziou (2023), “Where we have been, where we are, and where we are heading: a perspective on sales research,” Journal of Personal Selling and Sales Management, 43(2): 85-88.
  1. Adam Rapp and Valerie Good (2023), “Leadership Transition and Journal Advancements,” Journal of Personal Selling and Sales Management, 43(1): 1-4.
  1. Justin Lawrence, Andrew Crecelius, Jessica Ogilvie, and Adam Rapp (2022), “Riding the waves or rocking the boat? Benefits and unintended consequences of customer growth strategies,” Industrial Marketing Management, 107: 407-422.
  1. Lisa Beeler, Alex Zablah, and Adam Rapp (2022), “Ability is in the Eye of the Beholder: The Role of Context and Individual Factors in Shaping Consumer Perceptions of Digital Assistant Ability,” Journal of Business Research,148:33-46.
  1. Adam Rapp (2022), “Sales Program Partnerships and Engagement Opportunities,” Sales Education Annual, 16(1): 42-45.
  1. Dan Bachrach, Tammy Rapp, Adam Rapp, and Jessica Ogilvie (2022), “Too Much’ Self-Efficacy?: Consequences for Employee Effort and Performance,” Group & Organization Management, 10596011211070098.
  1. Tammy Rapp and Adam Rapp (2021), “Managing Virtual Sales Teams: Challenges and Evidence-based Recommendations,” Organizational Dynamics, 50(1): 1-12.
  1. Lisa Beeler, Alex Zablah, and Adam Rapp (2021), “Blinded by the Brand: Inauthentic Salesperson Brand Attachment and its Influence on Customer Purchase Intentions,” Journal of Personal Selling and Sales Management, 41(3): 268-284.
  1. Adam Rapp and Lisa Beeler (2021), “The State of Selling & Sales Management Research: A Review and Future Research Agenda,” Journal of Marketing Theory and Practice, 29(1): 37-50.
  1. Adam Rapp, Colin Gabler, and Jessica Ogilvie (2020), “A Holistic Perspective of Sales Research: Areas of Consideration to Develop More Comprehensive Conceptual and Empirical Frameworks,” Journal of Personal Selling and Sales Management, 40(4): 227-233.
  1. Colin Gabler, Myles Lander, and Adam Rapp (2020), “How Perceptions of Firm Environmental and Social Values Influence Frontline Employee Outcomes,” Journal of Services Marketing, 34(7): 999-1011.
  1. Nick Lee and Adam Rapp (2020), “Upcoming Changes to the Journal,” Journal of Personal Selling and Sales Management, 40(2): 73-77.
  1. Adam Rapp, J. Andrew Peterson, Douglas E. Hughes, and Jessica Ogilvie (2020), “When Time is Sales: The Impact of Sales Manager Time Allocation on Sales Team Performance,” Journal of Personal Selling and Sales Management, 40(2): 132-148. - 2021 Finalist James Comer Award for Best Contribution to Selling and Sales Management Theory.
  1. Nick Panagopoulos, Adam Rapp, and Michael Pimentel (2020), “Firm Actions to Develop an Ambidextrous Salesforce,” Journal of Service Research, 23(1): 87-104.
  1. Adam Rapp, Thomas L. Baker, Nathaniel N. Hartmann, and Michael Ahearne (2020), “The Intersection of Service and Sales: The Increased Importance of Ambidexterity,” Journal of Service Research, 23(1): 8-12.
  1. Jessica Ogilvie, Raj Agnihotri, Adam Rapp, and Kevin Trainor (2018), “Social Media Technology Use and Salesperson Performance: A Two Study Examination of the Role of Salesperson Behaviors, Characteristics, and Training,” Industrial Marketing Management, 75: 55-65.
  2. Colin B. Gabler, Adam Rapp, Robert Glenn Richey, and Frank G. Adams (2018), "Can Service Climate Detract from Employee Performance? The Role of Experience in Optimizing Satisfaction and Performance Outcomes," Decision Sciences, 49(1): 7-24.
  1. Lauren Skinner Beitelspacher, Thomas Baker, Adam Rapp, and Dhruv Grewal (2018), "Understanding the Long-Term Implications of Retailer Returns in Business-To-Business Relationships," Journal of the Academy of Marketing Science, 46: 252-272.
  1. Nikolaos Panagopoulos, Adam Rapp, and Jessica Ogilvie (2017), "Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer–Supplier Relationship Characteristics," Journal of Marketing, 81(4): 144-164. - 2018 AMA Sales SIG Excellence in Research Award.
  1. Colin B. Gabler, Jessica Ogilvie, Adam Rapp, and Daniel G. Bachrach (2017), "Is There a Dark Side of Ambidexterity? Implications of Dueling Sales and Service Orientations," Journal of Service Research, 20(4): 379-392.
  1. Jessica Ogilvie, Adam Rapp, Raj Agnihotri, and Daniel G. Bachrach (2017), "Translating Sales Effort into Service Performance: It's an Emotional Ride," Journal of Personal Selling & Sales Management, 37(2): 100-112.
  1. Jessica Ogilvie, Adam Rapp, Ryan Mullins, Dan Bachrach, and Jaron Harvey (2017),“Do Climates Compete? The Impact of Multiple Psychological Climates on Employee Performance,” Journal of Personal Selling & Sales Management, 37(1): 11-26. - 2017 James M. Comer Award for Best Contribution to Selling and Sales Management Theory.
  1. Colin B. Gabler, Nikolaos Panagopoulos, Pavlos A. Vlachos, and Adam Rapp (2107), "Developing an Environmentally Sustainable Business Plan: An International B2B Case Study," Corporate Social Responsibility and Environmental Management, 24(4): 261-272.
  1. Adam Rapp and Thomas Baker “Introduction to the Special Issue on the Intersection of Professional Selling and Service,” (2017), Journal of Personal Selling and Sales Management, 37(1): 4-10.
  1. Daniel G. Bachrach, Ryan Mullins, and Adam Rapp (2017), "Intangible Sales Team Resources: Investing in Team Social Capital and Transactive Memory for Market-Driven Behaviors, Norms and Performance," Industrial Marketing Management, 62: 88-99.
  1. Adam Rapp, Daniel G. Bachrach, Karen E. Flaherty, Douglas Hughes, Arun Sharma, and Clay M. Voorhees (2017), "The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization: A Multilevel Research Agenda," Journal of Service Research, 20(1): 59-75.
  1. Pavlos Vlachos, Nikolas Panagopoulos, and Adam Rapp (2016), "I Think They Think We Are Good Citizens: Meta-Perceptions as Antecedents of Employees' Reactions to Corporate Social Responsibility,” Journal of Business Research, 69(8): 2781-2790.
  1. Kris Lindsey, Thomas Baker, Martha Andrews, Tammy Hunt, and Adam Rapp (2016), “The Importance of Product/Service Quality for Frontline Marketing Employee Outcomes: The Moderating Effect of Leader-Member Exchange (LMX),” Journal of Marketing Theory and Practice, 24(1): 23-41.
  1. Adam Rapp, Tom Baker, Daniel Bachrach, Jessica Ogilvie, and Lauren Beitelspacher (2015), “Perceived Customer Showrooming Behavior and the Effect on Retail Salesperson Self-Efficacy and Performance,” Journal of Retailing, 91(2): 358-369.
  1. Adam Rapp, Jessica Ogilvie, and Daniel Bachrach (2015), “Sales Leadership Icons and Models: How Comic Book Superheroes Would Make Great Sales Leaders,” Business Horizons, 58(3): 261-274.
  1. Ryan R. Mullins, Daniel G. Bachrach, Adam Rapp, Dhruv Grewal, and Lauren Bietelspacher (2015), “You Don’t Always Get What You Want, and You Don’t Always Want What You Get: An Examination of Control-Desire for Control Congruence in Transactional Relationships,” Journal of Applied Psychology, 100(4): 1073-88
  1. Colin B. Gabler, Glenn Richey and Adam Rapp (2015), “Developing an Eco-Capability through Environmental Orientation and Organizational Innovativeness,” Industrial Marketing Management, 45: 151-161.
  1. Adam Rapp, Raj Agnihotri, Tom Baker and James Andzulis (2015), “Competitive Intelligence Collection and Use by Sales and Service Representatives: How Managers’ Recognition and Autonomy Moderate Individual Performance,” Journal of the Academy of Marketing Science, 43(3): 357-374.
  1. Ada Rapp, Daniel Bachrach, Nikolaos G. Panagopoulos and Jessica Ogilvie (2014), “Salespeople as Knowledge Brokers: A Review and Critique of the Challenger Sales Model,” Journal of Personal Selling & Sales Management, 34(4): 1–15. - 2015 Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice.
  1. Tyler R. Morgan, Adam Rapp, R. Glenn Richey, and Alex E. Ellinger (2014), “Marketing Culture to Service Climate: The Influence of Employee Control and Flexibility,” Journal of Services Marketing, 28(6): 498-508.
  1. Pavlos A. Vlachos, Nikolas G. Panagopoulos, and Adam A. Rapp (2014), "Employee Judgments of and Behaviors towards Corporate Social Responsibility: A Multi-study Investigation of Direct, Cascading, and Moderating Effects," Journal of Organizational Behavior, 35(7): 990-1017.
  1. Tammy Rapp, Daniel Bachrach, Adam Rapp, and Ryan Mullins (2014), “The Role of Team Goal Monitoring in the Curvilinear Relationship Between Team Efficacy and Team Performance,” Journal of Applied Psychology, 99(5): 976-984.
  1. Tom Baker, Adam Rapp, Tracy Meyer, and Ryan Mullins (2014), “The Role of Brand Communications on Front Line Service Employee Beliefs, Behaviors, and Performance,” Journal of the Academy of Marketing Science, 42(6): 642-57.
  1. Colin B. Gabler, Adam Rapp and R. Glenn Richey (2014), “The Effect of Environmental Orientation on Salesperson Effort and Participation: The Moderating Role of Organizational Identification,” Journal of Personal Selling & Sales Management, 34(3): 173-187.
  1. Raj Agnihotri, Adam Rapp, James Andzulis, and Colin Gabler (2014), “Examining the Drivers and Performance Implication of Boundary Spanner Creativity,” Journal of Services Research, 17(2): 164-181.
  1. Kevin Trainor, James Andzulis, Raj Agnihotri, and Adam Rapp (2014), “Social Media Technology Usage and Customer Relationship Performance: A Capabilities Based Examination of Social CRM,” Journal of Business Research, 67(6): 1201-1208.
  1. Epitropaki Olga, Pavlos Vlachos, Nikolas Panagopoulos, Adam Rapp (2014), “Causal Attributions and Employee Reactions to Corporate Social Responsibility,” Industrial and Organizational Psychology: Perspectives on Science and Practice, 6(4): 334-337.
  1. Adam Rapp, Daniel Bachrach and Tammy Rapp (2013), “The Influence of Time Management Skill on the Curvilinear Relationship between Organizational Citizenship Behavior and Task Performance,” Journal of Applied Psychology, 98(4): 668-679.
  1. George Franke, Adam Rapp, and James Andzulis (2013), “Using Shortened Scales in Sales Research: Risk, Benefits, and Strategies,” Journal of Personal Selling and Sales Management, 33(3): 319-328.
  1. Adam Rapp, Lauren Skinner, Dhruv Grewal and Doug Hughes (2013), “Understanding Social Media Effects Across Seller, Retailer, and Consumer Interactions,” Journal of the Academy of Marketing Science, 41(5): 547-566. Emerald Citation of Excellence Award.
  1. Doug Hughes, Joel Le Bon, and Adam Rapp (2013), “Gaining and Leveraging Customer-Based Competitive Intelligence: The Pivotal Role of Social Capital and Salesperson Adaptive Selling Skills,” Journal of the Academy of Marketing Science, 41(1): 91-110.
  1. Pavlos A. Vlachos, Nikolas G. Panagopoulos, and Adam A. Rapp (2013), “Feeling Good by Doing Good: Employee CSR-induced Attributions, Job Satisfaction, and the Role of Charismatic Leadership,” Journal of Business Ethics, 118(3): 577-588.
  1. Raj Agnihotri, Adam Rapp, Prabakar Kothandaraman, Rakesh K. Singh (2012), “An Emotion-Based Model of Salesperson Ethical Behaviors,” Journal of Business Ethics, 109(2): 243-257.
  2. Raj Agnihotri and Adam Rapp (2012), "Perspectives on Competitive Intelligence within Business: A Tactical Tool for Salespeople to Gain a Competitive Advantage," The Marketing Review, 11(4): 363-380.
  1. Adam Rapp, and Nikolas Panagopoulos (2012), “Perspectives on Personal Selling and Social Media: Introduction to the Special Issue,” Journal of Personal Selling and Sales Management, 32(3): 301-304.
  1. James Andzulis, Nikolas Panagopoulos, and Adam Rapp (2012), “A Review of Social Media and Implications for the Sales Process,” Journal of Personal Selling and Sales Management, 32(3): 305-315.
  2. Adam Rapp, Lauren Skinner Beitelspacher, Niels Schillewaert, and Tom Baker (2012), “The Differing Effects of Technology On Inside Vs. Outside Sales Forces To Facilitate Enhanced Customer Orientation And Interfunctional Coordination,” Journal of Business Research, 65(7): 929-936.
  1. Michael Ahearne, Adam Rapp, Babu Maridross, and Shankar Ganesan (2012), “Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective,” Special Issue, Journal of Personal Selling and Sales Management, 32(1): 117-130.
  1. Kevin Trainor, Adam Rapp, Lauren Skinner Beitelspacher, and Niels Schillewaert (2011), “Integrating Information Technology and Marketing: An Examination of the Drivers and Outcomes of E-Marketing Capability,” Industrial Marketing Management, 40(1): 162-174.
  1. Adam Rapp, Raj Agnihotri, and Tom Baker (2011), "Conceptualizing Salesperson Competitive Intelligence: An Individual Level Perspective," Journal of Personal Selling and Sales Management, 31(2): 141-156. – 2011 James Comer Award for Best Contribution to Selling and Sales Management Theory.
  1. Adam Rapp, Michael Ahearne, John Mathieu, and Tammy Rapp (2010), “Managing Sales Teams in a Virtual Environment,” International Journal of Research in Marketing, 27(3): 213-224.
  1. Adam Rapp, Kevin Trainor, and Raj Agnihotri (2010), “Performance Implications of Customer-Linking Capabilities: Examining the Complementary Role of Customer Orientation and CRM Technology,” Journal of Business Research, 63(11): 1229-1236.
  1. Michael Ahearne and Adam Rapp (2010), “The Role of Technology at the Interface between Salespeople and Consumers,” Journal of Personal Selling and Sales Management, 30(2): 109-118.
  1. Jennifer Wiggins-Johnson and Adam Rapp (2010), “A More Comprehensive Understanding and Measure of Customer Helping Behaviors,” Journal of Business Research, 63(8): 787-792.

  1. Michael Ahearne, Adam Rapp, Doug Hughes, and Rupinder Jindal (2010), “Managing Sales Force Product Perceptions and Control Systems in the Success of New Product Introductions,” Journal of Marketing Research, 47(4): 764-776.

  1. Raj Agnihotri, Adam Rapp, and Kevin Trainor (2009), “Understanding the Role of Information Communication in the Buyer-Seller Exchange Process,” Journal of Business and Industrial Marketing, 24(7): 474-486.
  1. Adam Rapp (2009), “Outsourcing the Sales Process: Hiring a Mercenary Sales Force,” Industrial Marketing Management, 38(4): 411-418.
  1. Adam Rapp, Raj Agnihotri and Lukas Forbes (2008), “The Sales Force Technology-Performance Chain: The Role of Adaptive Selling and Effort,” Journal of Personal Selling and Sales Management, 28(4): 335-350.
  1. Michael Ahearne, Eli Jones, Adam Rapp and John Mathieu (2008), “High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms,” Management Science, 54(3): 671-685.
  1. Adam Rapp, Tammy Rapp and Niels Schillewaert (2008) “An Empirical Analysis of E-service Implementation: Antecedents and the Resulting Value Creation,” Journal of Services Marketing, 22(1): 24-36.
  1. Raj Agnihotri, Kevin Trainor and Adam Rapp (2008), "Managing Global New Product Teams: A Theoretical Perspective," Journal of International Management Studies, 3(1): 73-78.
  1. Adam Rapp, Niels Schillewaert and Wei Hao (2008), “The Influence of Market Orientation on e-Business Innovation Performance: The Role of the Top Management Team,” Journal of Marketing Theory and Practice, 16(1): 7-25.
  1. Adam Rapp, Michael Ahearne, John Mathieu and Niels Schillewaert (2006), “The Impact of Knowledge and Empowerment on Working Smart and Working Hard: The Moderating Role of Experience,” International Journal of Research in Marketing, 23(3): 279-293.
  1. Michael Ahearne, John Mathieu and Adam Rapp (2005), “To Empower or Not to Empower Your Sales Force: An Empirical Examination of the Influence of Empowering Leader Behaviors on Customer Satisfaction and Performance,” Journal of Applied Psychology, 90(5): 945-955.
  1. Michael Ahearne, Ronald Jelinek and Adam Rapp (2005), “Moving Beyond the Direct Effects of SFA Adoption on Salesperson Performance: Training and Support as Key Moderating Factors,” Industrial Marketing Management, 34(4): 379-388.