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Huanhuan Shi
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Cited by
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Sales representative departures and customer reassignment strategies in business-to-business markets
H Shi, S Sridhar, R Grewal, G Lilien
Journal of Marketing 81 (2), 25-44, 2017
892017
Organizational herding in advertising spending disclosures: Evidence and mechanisms
H Shi, R Grewal, H Sridhar
Journal of Marketing Research 58 (3), 515-538, 2021
392021
Understanding the performance effects of “Dark” salesperson traits: Machiavellianism, narcissism, and psychopathy
CB Satornino, A Allen, H Shi, W Bolander
Journal of Marketing 87 (2), 298-318, 2023
172023
Value of inside sales reps in the presence of outside sales rep in business-to-business selling
H Shi, S Sridhar, R Grewal
Available at SSRN 3632460, 2020
62020
Building effective inside-outside sales rep dyads: A collaboration perspective
H Shi, S Sridhar, R Grewal
Journal of the Academy of Marketing Science, 1-24, 2023
22023
Communicating with B2B buyers after “Dropping the Ball”: Using digital and non-digital communication formats to recover from salesperson transgressions
SM Mangus, H Shi, JAG Folse, E Jones, S Sridhar
International Journal of Research in Marketing, 2024
2024
The Economic Consequences of Risk-Absorption in B2B Relationships: Evidence from Indirect Auto Lending
QK Zhou, H Shi, S Sridhar, A Pattabhiramaiah
Huanhuan and Sridhar, Shrihari and Pattabhiramaiah, Adithya, The Economic …, 2024
2024
Impact of Buying Groups on Buyer–Supplier Relationships: Group–Dyad Interactions in Business-to-Business Markets
A Kumar, H Shi, J Skiba, A Saini, Z Lu
Journal of Marketing Research 60 (6), 1197-1220, 2023
2023
Value Added of Customer-and Operations-Focused Sales Reps in Business Markets: A Human Capital Perspective
H Shi, S Sridhar, R Grewal
Available at SSRN 4618860, 2023
2023
Around the World in (Almost) 80 Sales Managers: An Examination of Global Crisis Response and Future Expectations
M Rouziou, W Bolander, K Peesker, P Hautamäki, R Deva, ...
Journal of International Marketing, 2023
2023
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