Son Lam

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

ORCID: 0000-0001-9860-3149

University of Georgia

Publications

• Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes — Journal of Marketing 2025
• Why Salespeople Avoid Big-Whale Sales Opportunities — Journal of Marketing 2022
• The future of buyer–seller interactions: a conceptual framework and research agenda — Journal of the Academy of Marketing Science 2022
• The performance impact of marketing dualities: a response surface approach to resolving empirical challenges — Journal of the Academy of Marketing Science 2022
• Salesperson Dual Agency in Price Negotiations — Journal of Marketing 2021
• On salesperson judgment and decision making — Journal of the Academy of Marketing Science 2021
• When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers — Journal of the Academy of Marketing Science 2019
• Effects of channel members’ customer-centric structures on supplier performance — Journal of the Academy of Marketing Science 2019
• Salesperson ambidexterity in customer engagement: do customer base characteristics matter? — Journal of the Academy of Marketing Science 2019
• The Impact of Mergers and Acquisitions on the Sales Force — Journal of Marketing Research 2018
• Extrinsic versus intrinsic approaches to managing a multi-brand salesforce: when and how do they work? — Journal of the Academy of Marketing Science 2016
• Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework — Journal of the Academy of Marketing Science 2016
• Walking a tightrope: the joint impact of customer and within-firm boundary spanning activities on perceived customer satisfaction and team performance — Journal of the Academy of Marketing Science 2015
• Performance impact of middle managers' adaptive strategy implementation: The role of social capital — Strategic Management Journal 2014
• Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability — Journal of Marketing 2014
• Exploring the dynamics of antecedents to consumer–brand identification with a new brand — Journal of the Academy of Marketing Science 2013
• Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective — Journal of Marketing 2013
• Toward a contingency framework of interpersonal influence in organizational identification diffusion — Organizational Behavior and Human Decision Processes 2012
• Why Are Some Salespeople Better at Adapting to Organizational Change? — Journal of Marketing 2010
• The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective — Journal of Marketing 2010
• The Role of Consensus in Sales Team Performance — Journal of Marketing Research 2010
• Resistance to Brand Switching when a Radically New Brand is Introduced: A Social Identity Theory Perspective — Journal of Marketing 2010
• The Role of Leaders in Internal Marketing — Journal of Marketing 2009