| Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance? DR Bowen, Melanie, Christine Lai-Bennejean, Alexander Haas Industrial Marketing Management 96, 166-182, 2021 | 50 | 2021 |
| The effect of individual market orientation on sales performance: An integrated framework for assessing the role of formal and informal communications CJ Lai Journal of Marketing Theory and Practice 24 (3), 328-343, 2016 | 42 | 2016 |
| The role of formal information sharing in key account team effectiveness: does informal control matter and when CJ Lai, Y Yang Journal of Personal Selling & Sales Management 37 (4), 313-331, 2017 | 28 | 2017 |
| Key account teams: success factors for implementing strategy CJ Lai, BD Gelb Journal of Business Strategy 36 (4), 48-55, 2015 | 17 | 2015 |
| Another look at motivating–and retaining–salespeople CJ Lai, BD Gelb Journal of Business Strategy, 2019 | 16 | 2019 |
| Impacts of salespeople’s biased and unbiased performance attributions on job satisfaction: the concept of misattributed satisfaction C Lai-Bennejean, L Beitelspacher European journal of marketing, 2020 | 10 | 2020 |
| Performance Impact of Customer Orientation, Task Interdependence, and Information Sharing in Sales Teams: An Abstract CJ Lai, Y Yang Back to the Future: Using Marketing Basics to Provide Customer Value …, 2018 | | 2018 |
| The Impact of Salespeople’s Attribution Biases on Job Satisfaction: The Concept of Unwarranted Satisfaction CJ Lai, RY Darmon Celebrating America’s Pastimes: Baseball, Hot Dogs, Apple Pie and Marketing …, 2016 | | 2016 |
| The interactive effects of formal and informal information exchanges on team performance and team satisfaction C Lai Cergy-Pontoise, Ecole supérieure des sciences économiques et commerciales, 2012 | | 2012 |
| The Secrets of Social Media in Salesperson Performance M Bowen, C Lai-Bennejean, A Haas, D Rangarajan Report Research, 18, 0 | | |
