Goutam Challagalla

9 catalog papers. Identity-linked publications and additional name matches are distinguished below.

ORCID: 0009-0004-2132-3754

International Institute for Management Development

Publications

• The Joint and Multilevel Effects of Training and Incentives from Upstream Manufacturers on Downstream Salespeople’s Efforts — Journal of Marketing Research 2020
• Marketing Doctrine: A Principles-Based Approach to Guiding Marketing Decision Making in Firms — Journal of Marketing 2014
• Implementing Changes in Marketing Strategy: The Role of Perceived Outcome-and Process-Oriented Supervisory Actions — Journal of Marketing Research 2012
• The Threat from Within: Account Managers' Concern About Opportunism by Their Own Team Members — Management Science 2011
• Proactive Postsales Service: When and why does it Pay Off? — Journal of Marketing 2009
• The moderating influence of firm market power on the transaction cost economics model: An empirical test in a forward channel integration context — Strategic Management Journal 2007
• Good Cope, Bad Cope: Adaptive and Maladaptive Coping Strategies Following a Critical Negative Work Event — Journal of Applied Psychology 2005
• Self-efficacy as a moderator of information-seeking effectiveness — Journal of Applied Psychology 2001
• Heterogeneity in sales districts: Beyond individual-level predictors of satisfaction and performance — Journal of the Academy of Marketing Science 2001