| Increasing resilience by creating an adaptive salesforce A Sharma, D Rangarajan, B Paesbrugghe Industrial Marketing Management 88, 238-246, 2020 | 126 | 2020 |
| Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force D Rangarajan, A Sharma, T Lyngdoh, B Paesbrugghe Business Horizons 64 (5), 647-658, 2021 | 110 | 2021 |
| 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 | 82 | 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 | 71 | 2018 |
| 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 | 50 | 2020 |
| 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 | 34 | 2017 |
| 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 | 24 | 2018 |
| 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 | 21 | 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 36 (12), 2126-2138, 2020 | 11 | 2020 |
| Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction B Paesbrugghe, J Vuori, H Kock Journal of Business & Industrial Marketing 37 (5), 1012-1024, 2022 | 7 | 2022 |
| Salespeople are from Mars, purchasers are from Venus: matching sales to purchasing B Paesbrugghe Ghent University, 2017 | 1 | 2017 |
| Does IoT Adoption Lead to Value Creation in B2B Relationships? B Paesbrugghe, F Toofany, K Burgdorff Does IoT Adoption Lead to Value Creation in B2B Relationships?, 779-795, 2022 | | 2022 |
| Understanding the Digital Communication Preference of Business-to-Business Purchasers and Sellers B Paesbrugghe, T Lyngdoh, A Sharma, D Rangarajan Digital Marketing & eCommerce Conference, 277-279, 2021 | | 2021 |
| 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 9th Global Sales Science Institute Conference, 2015 | | 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 RangarajanIESEG School of ManagementVerified email at ieseg.fr
