Arun Sharma

Professor

  • 3802 Citations
1990 …2019
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  • 14 Similar Profiles
Sales Engineering & Materials Science
customer Social Sciences
sales Social Sciences
selling Social Sciences
management Social Sciences
firm Social Sciences
Customer satisfaction Engineering & Materials Science
Salespeople Business & Economics

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Research Output 1990 2019

  • 3802 Citations
  • 79 Article
  • 7 Chapter
  • 5 Review article
1 Citation (Scopus)

A bibliometric analysis of extended key account management literature

Kumar, P., Sharma, A. & Salo, J., Jan 1 2019, (Accepted/In press) In : Industrial Marketing Management.

Research output: Contribution to journalArticle

Bibliometric analysis
Key account management
Planning
Governance
Management research

Store Manager–Store Performance Relationship: A Research Note

Arnold, T. J., Grewal, D., Motyka, S., Kim, N., Sharma, A. & Srivastava, R., Jan 1 2019, In : Journal of Retailing.

Research output: Contribution to journalArticle

Managers
Supervisors
Profitability
Top management teams
Frontline employees
1 Citation (Scopus)

Aligning sales and operations management: an agenda for inquiry

Rangarajan, D., Sharma, A., Paesbrugghe, B. & Boute, R., Apr 3 2018, In : Journal of Personal Selling and Sales Management. 38, 2, p. 220-240 21 p.

Research output: Contribution to journalArticle

sales
Sales
management
firm
qualitative research
1 Citation (Scopus)

Effect of service-related resources on employee and customer outcomes in trade shows

Jha, S., Balaji, M. S., Ranjan, K. R. & Sharma, A., Jan 1 2018, (Accepted/In press) In : Industrial Marketing Management.

Research output: Contribution to journalArticle

Trade shows
Employees
Resources
Customer orientation
Personnel
3 Citations (Scopus)

Personal selling and the purchasing function: where do we go from here?

Paesbrugghe, B., Sharma, A., Rangarajan, D. & Syam, N., Jan 2 2018, In : Journal of Personal Selling and Sales Management. 38, 1, p. 123-143 21 p.

Research output: Contribution to journalArticle

Purchasing
selling
Sales
customer
sales