Adam Rapp | Academic Influence

Why Is Adam Rapp Influential?

According to Wikipedia, Adam Rapp is an American novelist, playwright, screenwriter, musician and film director. His play Red Light Winter was a Pulitzer Prize finalist in 2006. Early life The son of Mary Lee and Douglas Rapp, Adam Rapp was born in Chicago and spent most of his youth in Joliet, Illinois.

Adam Rapp's Published Works

Number of citations in a given year to any of this author's works

Total number of citations to an author for the works they published in a given year. This highlights publication of the most important work(s) by the author

Published Papers

To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance (801)
Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM (580)
Understanding social media effects across seller, retailer, and consumer interactions (428)
A Review of Social Media and Implications for the Sales Process (343)
Feeling Good by Doing Good: Employee CSR-Induced Attributions, Job Satisfaction, and the Role of Charismatic Leadership (251)
Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance (248)
Performance implications of customer-linking capabilities: Examining the complementary role of customer orientation and CRM technology (219)
High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms (208)
The Impact of Knowledge and Empowerment on Working Smart and Working Hard: The Moderating Role of Experience (191)
Integrating information technology and marketing: An examination of the drivers and outcomes of e-Marketing capability (178)
Moving Beyond the Direct Effect of SFA Adoption on Salesperson Performance: Training and Support as Key Moderating Factors (164)
The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort (147)
Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions (142)
Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills (131)
Employee Judgments of and Behaviors Towards Corporate Social Responsibility: A Multi-Study Investigation of Direct, Cascading, and Moderating Effects (113)
The influence of time management skill on the curvilinear relationship between organizational citizenship behavior and task performance. (105)
Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes (97)
The Role of Technology at the Interface Between Salespeople and Consumers (94)
The role of brand communications on front line service employee beliefs, behaviors, and performance (92)
A more comprehensive understanding and measure of customer helping behavior (79)
Developing an eco-capability through environmental orientation and organizational innovativeness (77)
Examining the Drivers and Performance Implications of Boundary Spanner Creativity (75)
Salespeople as knowledge brokers: a review and critique of the challenger sales model (66)
Competitive intelligence collection and use by sales and service representatives: how managers’ recognition and autonomy moderate individual performance (66)
The Influence of Market Orientation on E-Business Innovation and Performance: The Role of the Top Management Team (65)
Managing Sales Teams in a Virtual Environment (63)
The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization (63)
Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective (60)
The differing effects of technology on inside vs. outside sales forces to facilitate enhanced customer orientation and interfunctional coordination (55)
Conceptualizing Salesperson Competitive Intelligence: An Individual-Level Perspective (52)
Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training (50)
An Emotion-Based Model of Salesperson Ethical Behaviors (46)
Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer–Supplier Relationship Characteristics (46)
Is There a Dark Side of Ambidexterity? Implications of Dueling Sales and Service Orientations (43)
The role of team goal monitoring in the curvilinear relationship between team efficacy and team performance. (41)
Intangible sales team resources: Investing in team social capital and transactive memory for market-driven behaviors, norms and performance (34)
Outsourcing the sales process: Hiring a mercenary sales force (31)
I think they think we are good citizens: Meta-perceptions as antecedents of employees' reactions to corporate social responsibility (30)
Do sales and service compete? The impact of multiple psychological climates on frontline employee performance (30)
The effect of environmental orientation on salesperson effort and participation: the moderating role of organizational identification (28)
Perspectives on competitive intelligence within business: A tactical tool for sales- people to gain a competitive advantage (28)
Causal Attributions and Employee Reactions to Corporate Social Responsibility (25)
Perspectives on Personal Selling and Social Media: Introduction to the Special Issue (23)
The Importance of Product/Service Quality for Frontline Marketing Employee Outcomes: The Moderating Effect of Leader-Member Exchange (LMX) (22)
An empirical analysis of e‐service implementation: antecedents and the resulting value creation (21)
Using Shortened Scales in Sales Research: Risks, Benefits, and Strategies (19)
Developing an Environmentally Sustainable Business Plan: An International B2B Case Study (18)
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. (18)
Marketing culture to service climate: the influence of employee control and flexibility (17)
Understanding the long-term implications of retailer returns in business-to-business relationships (17)
High Touch Through High Tech: The Impact of Salesperson Technology Usage on Customer Satisfaction and Sales Performance (11)
Translating sales effort into service performance: it's an emotional ride (10)
Global perspectives on service (8)
Effective Sales Force Automation and Customer Relationship Management (8)
Firm Actions to Develop an Ambidextrous Sales Force (7)
How perceptions of firm environmental and social values influence frontline employee outcomes (5)
When time is sales: the impact of sales manager time allocation decisions on sales team performance (5)
Introduction to the special issue on the intersection of professional selling and service (5)
Sales leadership icons and models: How comic book superheroes would make great sales leaders (5)
The Intersection of Service and Sales: The Increased Importance of Ambidexterity (4)
A holistic perspective of sales research: areas of consideration to develop more comprehensive conceptual and empirical frameworks (4)
Can Service Climate Detract from Employee Performance? The Role of Experience in Optimizing Satisfaction and Performance Outcomes (4)
The state of selling & sales management research: a review and future research agenda (3)
More Than a Showroom (3)
I Think They Think We are Good Citizens: The Role of Meta-Perceptions in Employees' Reactions to Corporate Social Responsibility (2)
Causal Attributions and Employee Reactions to CSR (2)
Price Matching: To Match or Not to Match? (2)
Social Customer Relationship Management Questionnaire (1)
No-No’s at the Store Level: What Not to Do When Faced with Showrooming (1)
Managing Virtual Sales Teams: Challenges and Evidence-Based Recommendations (1)
Predictors Of Retail Salesperson Creativity And Associated Performance Implications (1)
Customer Service in a Technological World: A Timeless Strategy for a Digital Dilemma (0)
In-Store Wi-Fi: Engaging Showroomers on Their Terms (0)
Ball Peen Hammer (0)
Perceived Showrooming Scale (0)
Blinded by the brand: inauthentic salesperson brand attachment and its influence on customer purchase intentions (0)
CRM as a cross-functional strategic approach concerned with creating improved shareholder value through the development of appropriate relationships with key customers and customer seg- (0)
Career Stage Influence on Technology Adoption Within The Sales Force: Implications on Performance (0)
Team Goal Monitoring in the Curvilinear Relationship Between Team Efficacy and Team Performance (0)
Rose (0)
Salesperson-Manager Role-Relationship and Its Impact on Salesperson Performance: A Relational Identity Approach (0)
Ludlow Fair; Train Story (0)
Reward Systems: Compensation at the Store Level (0)
You Don’t Always Get What You Want, and You Don’t Always Want What You Get (0)
Social Media Technology Use and Salesperson Service Behaviors in Customer Relationship Performance--Model (0)
Capacity for Empathy Measure (0)
Today’s Customers (0)
Under the Wolf, Under the Dog (0)
Nursing (0)
Employees as Knowledge Brokers: Understanding How Expertise Is Your Ally (0)
E-view with Adam Rapp. (0)
Managing Control Expectations in Business-To-Business Relationships (0)
Notes from the editors (0)
Introduction: What Is Showrooming? (0)
Market-Driven Sales Capability Measure (0)
Sales Team Resources for Market-Driven Behaviors, Norms, and Performance: An Extended Abstract (0)
2010 Award Winners (0)
Red Light Winter (0)
Looking Forward in an Omnichannel World (0)
Reward Programs: Loyalty at the Store Level (0)
Employee Coping Behaviors: Handling the Stresses of Showrooming with Proactive Engagement (0)
Animals And Plants (0)
Sales and Service Measure (0)
Employee Brand Beliefs and Performance Scales (0)
Corporate Social Performance and Employees : Construed Perceptions , Attributions and Behavioral Outcomes (0)
New insights on marketing and performance outcomes: Applying a team lens (0)

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Other Resources About Adam Rapp

en.wikipedia.org

What Schools Are Affiliated With Adam Rapp?

Adam Rapp is affiliated with the following schools:

Clarke University
Clemson University
Ohio University
University of Alabama
Yale University
Juilliard School

What Are Adam Rapp's Academic Contributions?

Adam Rapp has made the following academic contributions:

Little Chicago