| Social media’s influence on business-to-business sales performance M Rodriguez, RM Peterson, V Krishnan Journal of Personal Selling & Sales Management 32 (3), 365-378, 2012 | 546 | 2012 |
| CRM/social media technology: impact on customer orientation process and organizational sales performance M Rodriguez, RM Peterson, H Ajjan Ideas in Marketing: Finding the New and Polishing the Old: Proceedings of …, 2015 | 271 | 2015 |
| Value creation and firm sales performance: The mediating roles of strategic account management and relationship perception UY Sullivan, RM Peterson, V Krishnan Industrial Marketing Management 41 (1), 166-173, 2012 | 152 | 2012 |
| Social media in large sales forces: An empirical study of the impact of sales process capability and relationship performance M Rodriguez, H Ajjan, RM Peterson Journal of Marketing Theory and Practice 24 (3), 365-379, 2016 | 116 | 2016 |
| Course participation: An active learning approach employing student documentation RM Peterson Journal of Marketing Education 23 (3), 187-194, 2001 | 112 | 2001 |
| Business-to-business selling determinants of quality KW Westbrook, RM Peterson Industrial Marketing Management 27 (1), 51-62, 1998 | 105 | 1998 |
| Building student networks with LinkedIn: The potential for connections, internships, and jobs RM Peterson, HF Dover Marketing Education Review 24 (1), 15-20, 2014 | 88 | 2014 |
| Expanding the antecedent component of the traditional business negotiation model: Pre-negotiation literature review and planning-preparation propositions RM Peterson, GH Lucas Journal of Marketing Theory and Practice 9 (4), 37-49, 2001 | 82 | 2001 |
| Internationalizing sales research: Current status, opportunities, and challenges NG Panagopoulos, N Lee, EB Pullins, GJ Avlonitis, P Brassier, P Guenzi, ... Journal of Personal Selling & Sales Management 31 (3), 219-242, 2011 | 81 | 2011 |
| Sales enablement: Conceptualizing and developing a dynamic capability RM Peterson, A Malshe, SB Friend, H Dover Journal of the Academy of Marketing Science 49, 542-565, 2021 | 51 | 2021 |
| Impact of CRM technology on sales process behaviors: empirical results from US, Europe, and Asia M Rodriguez, RM Peterson, V Krishnan Journal of Business-to-Business Marketing 25 (1), 1-10, 2018 | 48 | 2018 |
| The influence of national cultural values on the use of rewards alignment to improve sales collaboration P Magnusson, R Peterson, SA Westjohn International Marketing Review 31 (1), 30-50, 2014 | 45 | 2014 |
| Social media and the sales force: the importance of intra-organizational cooperation and training on performance M Groza, R Peterson, UY Sullivan, V Krishnan The Marketing Management Journal 22 (2), 118-130, 2012 | 42 | 2012 |
| Long-vs. short-term performance perspectives of Western European, Japanese, and US countries: where do they lie? RM Peterson, CC Dibrell, TL Pett Journal of World Business 37 (4), 245-255, 2002 | 39 | 2002 |
| The role of social CRM and its potential impact on lead generation in business-to-business marketing M Rodriguez, RM Peterson International Journal of Internet Marketing and Advertising 7 (2), 180-193, 2012 | 37 | 2012 |
| Preparing to negotiate: An exploratory analysis of the activities comprising the pre-negotiation process in a buyer-seller interaction RM Peterson, CD Shepherd Marketing Management Journal 20 (1), 66-75, 2010 | 26 | 2010 |
| What buyers want most from salespeople: a view from the senior level RM Peterson, GH Lucas Business Horizons 44 (5), 39-45, 2001 | 23 | 2001 |
| Examining the use of sales force management practices DA Reid, RE Plank, RM Peterson, GA Rich Journal of Business & Industrial Marketing 32 (7), 974-986, 2017 | 22 | 2017 |
| Global perspectives of sales enablement: Constituents, services, and goals RM Peterson, HF Dover Industrial Marketing Management 92, 154-162, 2021 | 21 | 2021 |
| LINKING CUSTOMER RELATIONSHIP MANAGEMENT (CRM) PROCESSES TO SATES PERFORMANCE: THE ROLE OF CRM TECHNOLOGY EFFECTIVENESS. V Krishnan, MD Groza, MP Groza, RM Peterson, E Fredericks Marketing Management Journal 24 (2), 2014 | 21 | 2014 |
