1. An Industry/Academic Perspective on Customer Success Management. (February 2020) Authors: Hochstein, Bryan; Rangarajan, Deva; Mehta, Nick; Kocher, David Other Names: Rapp Adam guest-editor.; Baker Thomas L. guest-editor.; Hartmann Nathaniel N. guest-editor.; Ahearne Michael guest-editor. Journal: Journal of service research Issue: Volume 23:Number 1(2020:Feb.) Page Start: 3 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
2. Does the Customer Matter Most? Exploring Strategic Frontline Employees' Influence of Customers, the Internal Business Team, and External Business Partners. (January 2016) Authors: Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A.; Hochstein, Bryan Journal: Journal of marketing Issue: Volume 80:Number 1(2016) Page Start: 106 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
3. Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople. Issue 4 (1st October 2020) Authors: Paesbrugghe, Bert; Rangarajan, Deva; Hochstein, Bryan; Sharma, Arun Journal: Journal of personal selling & sales management Issue: Volume 40:Issue 4(2020) Page Start: 289 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
4. Proactive Value Co-Creation via Structural Ambidexterity: Customer Success Management and the Modularization of Frontline Roles. (November 2021) Authors: Hochstein, Bryan; Chaker, Nawar N.; Rangarajan, Deva; Nagel, Duane; Hartmann, Nathaniel N. Journal: Journal of service research Issue: Volume 24:Number 4(2021) Page Start: 601 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
5. The Austrian view and value co-creation process in solution-oriented firms: A seven stage, "solution prototyping" framework. Issue 1 (2nd January 2020) Authors: Plouffe, Christopher R.; Nagel, Duane; Bonney, Leff; Hochstein, Bryan; Salas, Jim Journal: Journal of marketing theory and practice Issue: Volume 28:Issue 1(2020) Page Start: 79 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
6. Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance. Issue 2 (2nd April 2020) Authors: Bolander, Willy; Satornino, Cinthia B.; Allen, Alexis M.; Hochstein, Bryan; Dugan, Riley Journal: Journal of personal selling & sales management Issue: Volume 40:Issue 2(2020) Page Start: 78 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗