| IT competency and firm performance: is organizational learning a missing link? MJ Tippins, RS Sohi Strategic management journal 24 (8), 745-761, 2003 | 2890 | 2003 |
| Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes RP Ramsey, RS Sohi Journal of the Academy of marketing Science 25, 127-137, 1997 | 739 | 1997 |
| Communication flows in distribution channels: Impact on assessments of communication quality and satisfaction JJ Mohr, RS Sohi Journal of retailing 71 (4), 393-415, 1995 | 669 | 1995 |
| The role of relational knowledge stores in interfirm partnering JL Johnson, RS Sohi, R Grewal Journal of Marketing 68 (3), 21-36, 2004 | 466 | 2004 |
| Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions J Singh, K Flaherty, RS Sohi, D Deeter-Schmelz, J Habel, ... Journal of Personal Selling & Sales Management 39 (1), 2-22, 2019 | 337 | 2019 |
| The development of interfirm partnering competence: Platforms for learning, learning activities, and consequences of learning JL Johnson, RS Sohi Journal of Business Research 56 (9), 757-766, 2003 | 251 | 2003 |
| The influence of firm predispositions on interfirm relationship formation in business markets JL Johnson, RS Sohi International Journal of Research in Marketing 18 (4), 299-318, 2001 | 172 | 2001 |
| The influence of firm predispositions on interfirm relationship formation in business markets JL Johnson, RS Sohi International Journal of Research in Marketing 18 (4), 299-318, 2001 | 172 | 2001 |
| What makes strategy making across the sales-marketing interface more successful? A Malshe, RS Sohi Journal of the Academy of Marketing Science 37, 400-421, 2009 | 163 | 2009 |
| Salesforce automation and the adoption of technological innovations by salespeople: theory and implications M Parthasarathy, RS Sohi Journal of Business & Industrial Marketing 12 (3/4), 196-208, 1997 | 157 | 1997 |
| Dispersion of marketing capabilities: impact on marketing’s influence and business unit outcomes MT Krush, RS Sohi, A Saini Journal of the Academy of Marketing Science 43, 32-51, 2015 | 115 | 2015 |
| The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance and job satisfaction RS Sohi European Journal of Marketing 30 (7), 49-67, 1996 | 114 | 1996 |
| Understanding and resolving major contractual breaches in buyer–seller relationships: a grounded theory approach JS Johnson, RS Sohi Journal of the Academy of Marketing Science 44, 185-205, 2016 | 113 | 2016 |
| The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction JS Johnson, RS Sohi Journal of the Academy of Marketing Science 42, 71-89, 2014 | 107 | 2014 |
| Positive psychology in sales: Integrating psychological capital SB Friend, JS Johnson, F Luthans, RS Sohi Journal of Marketing Theory and Practice 24 (3), 306-327, 2016 | 106 | 2016 |
| Sales buy-in of marketing strategies: Exploration of its nuances, antecedents, and contextual conditions A Malshe, RS Sohi Journal of Personal Selling & Sales Management 29 (3), 207-225, 2009 | 60 | 2009 |
| Maintaining relationships with customers: some critical factors MC Martin, RS Sohi Enhancing Knowledge Development in Marketing 4, 21-27, 1993 | 55 | 1993 |
| How does sharing a sales force between multiple divisions affect salespeople? RS Sohi, DC Smith, NM Ford Journal of the Academy of Marketing Science 24 (3), 195-207, 1996 | 51 | 1996 |
| How does sharing a sales force between multiple divisions affect salespeople? RS Sohi, DC Smith, NM Ford Journal of the Academy of Marketing Science 24 (3), 195-207, 1996 | 51 | 1996 |
| Getting business-to-business salespeople to implement strategies associated with introducing new products and services JS Johnson, RS Sohi Industrial Marketing Management 62, 137-149, 2017 | 48 | 2017 |
Jeff S. JohnsonAssociate Professor of Marketing, University of Missouri-Kansas CityVerifierad e-postadress på umkc.edu
