| Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function B Paesbrugghe, D Rangarajan, A Sharma, N Syam, S Jha Industrial Marketing Management 62, 171-184, 2017 | 46 | 2017 |
| Personal selling and the purchasing function: where do we go from here? B Paesbrugghe, A Sharma, D Rangarajan, N Syam Journal of Personal Selling & Sales Management 38 (1), 123-143, 2018 | 27 | 2018 |
| How Individual Technology Propensities and Organizational Culture Influence B2B Customer's Behavioral Intention to Use Digital Services at Work? H Hallikainen, B Paesbrugghe, T Laukkanen, D Rangarajan, ... Proceedings of the 50th Hawaii International Conference on System Sciences 2017, 2017 | 19 | 2017 |
| Between a rock and a hard place: Seizing the opportunity of demanding customers by means of frontline service behaviors OS Itani, F Jaramillo, B Paesbrugghe Journal of Retailing and Consumer Services 53, 101978, 2020 | 15 | 2020 |
| Increasing resilience by creating an adaptive salesforce A Sharma, D Rangarajan, B Paesbrugghe Industrial Marketing Management 88, 238-246, 2020 | 13 | 2020 |
| Aligning sales and operations management: an agenda for inquiry D Rangarajan, A Sharma, B Paesbrugghe, R Boute Journal of Personal Selling & Sales Management 38 (2), 220-240, 2018 | 12 | 2018 |
| Salespeople are from Mars, purchasers are from Venus: matching sales to purchasing B Paesbrugghe Ghent University, 2017 | 1 | 2017 |
| Business-to-business selling in the post covid era: Developing an adaptive salesforce D Rangarajan, A Sharma, T Lyngdoh, B Paesbrugghe Business Horizons, 2021 | | 2021 |
| Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople B Paesbrugghe, D Rangarajan, B Hochstein, A Sharma Journal of Personal Selling & Sales Management 40 (4), 289-305, 2020 | | 2020 |
| The impact of adverse life events on salesperson relationships with customers D Rangarajan, M Peasley, B Paesbrugghe, RV Srivastava, GT Stewart Journal of Business & Industrial Marketing, 2020 | | 2020 |
| Aligning Digital Channel Strategies to the Business Buyer’s Sourcing Journey B Paesbrugghe, J Vuori, H Kock | | 2017 |
| Business buyers' expectations before the first buyer-seller interaction P Hautamäki, S Hänti, B Paesbrugghe | | 2016 |
| Sales and operation integration: The role of collaboration and alignment D Rangarajan, R Boute, B Weijters, B Paesbrugghe | | 2015 |
| The end of avoiding procurement in a buyer-seller relationship: a qualitative study from an empowered buyer’s perspective B Paesbrugghe, D Rangarajan European Marketing Academy Conference, 2015 | | 2015 |
| Portfolios and investments: an introduction M Frömmel BoD, 2010 | | 2010 |
| Salespeople service delivery in the era of demanding customers OS Itani, B Paesbrugghe | | |
deva rangarajanBall State UniversityVerified email at bsu.edu
