| Exploring the role of extrovert-introvert customers’ personality prototype as a driver of customer engagement: does relationship duration matter? OS Itani, R El Haddad, A Kalra Journal of Retailing and Consumer Services 53, 101980, 2020 | 138 | 2020 |
| Complementary effects of CRM and social media on customer co-creation and sales performance in B2B firms: The role of salesperson self-determination needs OS Itani, A Kalra, J Riley Information & Management 59 (3), 103621, 2022 | 79 | 2022 |
| Connect within to connect outside: effect of salespeople's political skill on relationship performance A Kalra, R Agnihotri, NN Chaker, RK Singh, BK Das Journal of Personal Selling & Sales Management 37 (4), 332-348, 2017 | 55 | 2017 |
| Effect of internal competitive work environment on working smart and emotional exhaustion: the moderating role of time management A Kalra, R Agnihotri, S Talwar, A Rostami, PK Dwivedi Journal of Business & Industrial Marketing 36 (2), 269-280, 2020 | 48 | 2020 |
| Exploring the synergistic role of ethical leadership and sales control systems on salesperson social media use and sales performance A Kalra, E Briggs, W Schrock Journal of Business Research 154, 113344, 2023 | 41 | 2023 |
| Utilizing social media in a supply chain B2B setting: A knowledge perspective R Agnihotri, A Kalra, H Chen, PJ Daugherty Journal of Business logistics 43 (2), 189-208, 2022 | 37 | 2022 |
| The role of frontline employees’ competitive intelligence and intraorganizational social capital in driving customer outcomes A Kalra, R Agnihotri, E Briggs Journal of Service Research 24 (2), 269-283, 2021 | 32 | 2021 |
| Contrasting effects of salespeople’s emotion appraisal ability in a transaction-oriented environment E Briggs, A Kalra, R Agnihotri Journal of Business & Industrial Marketing 33 (1), 84-94, 2018 | 28 | 2018 |
| Assessing the drivers and outcomes of behavioral self-leadership A Kalra, R Agnihotri, R Singh, S Puri, N Kumar European journal of marketing 55 (4), 1227-1257, 2021 | 24 | 2021 |
| “Because you are a part of me”: Assessing the effects of salesperson social media use on job outcomes and the moderating roles of moral identity and gender OS Itani, A Kalra, NN Chaker, R Singh Industrial Marketing Management 98, 283-298, 2021 | 22 | 2021 |
| “Turning role conflict into performance”: assessing the moderating role of self-monitoring, manager trust and manager identification A Kalra, OS Itani, S Sun Journal of Service Theory and Practice 33 (3), 436-461, 2023 | 21 | 2023 |
| “A little competition goes a long way”: Substitutive effects of emotional intelligence and workplace competition on salesperson creative selling A Kalra, R Dugan, R Agnihotri Marketing Letters 33 (3), 399-413, 2022 | 21 | 2022 |
| A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use A Kalra, NN Chaker, R Singh, OS Itani, R Agnihotri Industrial Marketing Management 113, 202-214, 2023 | 19 | 2023 |
| Exploring antecedents and outcomes of salesperson change agility: a social exchange theory perspective A Kalra, NY Lee, R Dugan Journal of Marketing Theory and Practice 32 (3), 290-310, 2024 | 18 | 2024 |
| Salesperson networking behaviors and creativity: Exploring an unconventional relationship MT Krush, RAJ Agnihotri, GM Macintosh, A Kalra Marketing Management Journal 27 (1), 2017 | 18 | 2017 |
| How does big data affect organizational financial performance in turbulent markets? The role of customer-linking and selling capabilities OS Itani, A Kalra, A Rostami Technological Forecasting and Social Change 201, 123221, 2024 | 10 | 2024 |
| Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity A Kalra, OS Itani, A Rostami Journal of Business & Industrial Marketing 38 (8), 1738-1753, 2023 | 9 | 2023 |
| How ethical leaders foster salesperson creativity: exploring the roles of social power, job autonomy, and internal competitive work environment C Gabler, A Kalra Journal of Marketing Theory and Practice 33 (2), 156-170, 2025 | 6 | 2025 |
| How ethical leadership and ethical self-leadership enhance the effects of idiosyncratic deals on salesperson work engagement and performance A Kalra, R Singh, V Badrinarayanan, A Gupta Journal of Business Ethics 196 (1), 169-188, 2025 | 4 | 2025 |
| How social media and flexible work arrangements harden salespeople to abusive supervision R Dugan, A Edelblum, A Kalra, NY Lee, S Yoon Industrial Marketing Management 121, 146-159, 2024 | 1 | 2024 |
Raj AgnihotriIowa State University-Ivy College of BusinessVerified email at iastate.edu
