1. Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective. (September 2013) Authors: Ahearne, Michael; Lam, Son K.; Hayati, Babak; Kraus, Florian Journal: Journal of marketing Issue: Volume 77:Number 5(2013) Page Start: 37 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
2. Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability. (November 2014) Authors: Mullins, Ryan R.; Ahearne, Michael; Lam, Son K.; Hall, Zachary R.; Boichuk, Jeffrey P. Journal: Journal of marketing Issue: Volume 78:Number 6(2014) Page Start: 38 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
3. Leveraging Frontline Employees' Small Data and Firm-Level Big Data in Frontline Management: An Absorptive Capacity Perspective. (February 2017) Authors: Lam, Son K.; Sleep, Stefan; Hennig-Thurau, Thorsten; Sridhar, Shrihari; Saboo, Alok R. Other Names: Singh Jagdip guest-editor.; Brady Michael guest-editor.; Arnold Todd guest-editor.; Brown Tom guest-editor. Journal: Journal of service research Issue: Volume 20:Number 1(2017:Feb.) Page Start: 12 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
4. Performance impact of middle managers' adaptive strategy implementation: The role of social capital. (2nd April 2013) Authors: Ahearne, Michael; Lam, Son K.; Kraus, Florian Journal: Strategic management journal Issue: Volume 35:Number 1(2014:Jan.) Page Start: 68 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
5. Salesperson Dual Agency in Price Negotiations. (March 2021) Authors: Lawrence, Justin M.; Scheer, Lisa K.; Crecelius, Andrew T.; Lam, Son K. Journal: Journal of marketing Issue: Volume 85:Number 2(2021) Page Start: 89 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
6. The business-to-business inside sales force: roles, configurations and research agenda. (2nd March 2020) Authors: Sleep, Stefan; Dixon, Andrea L.; DeCarlo, Thomas; Lam, Son K. Journal: European journal of marketing Issue: Volume 54:Number 5(2020) Page Start: 1025 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
7. The business-to-business inside sales force: roles, configurations and research agenda. (3rd March 2020) Authors: Sleep, Stefan; Dixon, Andrea L.; DeCarlo, Thomas; Lam, Son K. Journal: European journal of marketing Issue: Volume 54:Number 5(2020) Page Start: 1025 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
8. The Impact of Mergers and Acquisitions on the Sales Force. (April 2018) Authors: Bommaraju, Raghu; Ahearne, Michael; Hall, Zachary R.; Tirunillai, Seshadri; Lam, Son K. Journal: JMR, Journal of marketing research Issue: Volume 55:Number 2(2018) Page Start: 254 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
9. The sales–marketing integration gap: a social identity approach. Issue 4 (2nd October 2018) Authors: Sleep, Stefan; Lam, Son K.; Hulland, John Journal: Journal of personal selling & sales management Issue: Volume 38:Issue 4(2018) Page Start: 371 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
10. Why Salespeople Avoid Big-Whale Sales Opportunities. (September 2022) Authors: Xu, Juan; van der Borgh, Michel; Nijssen, Edwin J.; Lam, Son K. Journal: Journal of marketing Issue: Volume 86:Number 5(2022) Page Start: 95 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗