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Business and Management

D-Index
33
Citations
5274
World Ranking
2484
National Ranking
398

Overview

Lynette Ryals is affiliated with Cranfield University in the United Kingdom. Their research primarily falls within the field of Business, Management, and Accounting, with a focus on several specialized subfields including Organizational Behavior and Human Resource Management, Management Information Systems, Strategy and Management, Business and International Management, and Experimental and Cognitive Psychology.

The major topics covered in Ryals' work include:

  • Management and Organizational Studies
  • Big Data and Business Intelligence
  • Innovation and Knowledge Management
  • Employer Branding and e-HRM
  • Management Theory and Practice
  • Innovation and Socioeconomic Development
  • Psychological and Educational Research Studies

Key recent publications by Lynette Ryals demonstrate contributions to understanding sales and management processes. These include:

  • Hiring for sales success: The emerging importance of salesperson analytical skills, 2022, Journal of Business Research
  • An ecosystems analysis of how sales managers develop salespeople, 2021, Journal of Business and Industrial Marketing
  • Toward an understanding of the personal traits needed in a digital selling environment, 2024, Journal of Business and Industrial Marketing
  • Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe, 2024, Journal of International Marketing
  • Analytical Skills Scale, 2022, PsycTESTS Dataset

The research has appeared most frequently in the following publication venues:

  • Journal of Business and Industrial Marketing
  • Journal of Business Research
  • Journal of International Marketing
  • PsycTESTS Dataset

Collaborations have been established with several frequent coauthors, including:

  • Karen M. Peesker
  • Willy Bolander
  • Peter D. Kerr
  • Jonathan A. Lister
  • Howard F. Dover

Best Publications

  • Cross-functional issues in the implementation of relationship marketing through customer relationship management

    Lynette Ryals;Simon Knox

  • Customer relationship management in financial services: towards information-enabled relationship marketing

    Lynette Ryals;Adrian Payne

  • Making Customer Relationship Management Work: The Measurement and Profitable Management of Customer Relationships

    Lynette Ryals

  • Supply Chain Strategy: Its Impact on Shareholder Value

    Martin Christopher;Lynette Ryals

  • The changing role of sales: viewing sales as a strategic, cross‐functional process

    Kaj Storbacka;Lynette Ryals;Iain A. Davies;Suvi Nenonen

  • The Supply Chain Becomes the Demand Chain

    Martin Christopher;Lynette J. Ryals

  • New trends in innovation and customer relationship management: a challenge for market researchers

    Stan Maklan;Simon Knox;Lynette Ryals

  • Measuring risk‐adjusted customer lifetime value and its impact on relationship marketing strategies and shareholder value

    Lynette J. Ryals;Simon Knox

  • Managing Key Business-to-Business Relationships: What Marketing Can Learn From Supply Chain Management

    Lynette J. Ryals;Andrew S. Humphries

  • Making customers pay: measuring and managing customer risk and returns

    Lynette Ryals

  • A strategic framework for CRM

    Simon Knox;Adrian Payne;Lynette Ryals;Stan Maklan

  • Customer Relationship Management: Perspectives From The Marketplace

    Simon Knox;Adrian Payne;E T Knox Simon All.;Stan Maklan

  • Are your customers worth more than money

    Lynette Ryals

  • Relationship management:a sales role, or a state of mind? An investigation of functions and attitudes across a business-to-business sales force

    Iain A. Davies;Lynette J. Ryals;Sue Holt

  • The effectiveness of Key Account Management practices

    Iain A. Davies;Lynette J. Ryals

  • Profitable relationships with key customers: how suppliers manage pricing and customer risk

    Lynette Ryals

  • Which resources and capabilities underpin strategic key account management

    Rodrigo Guesalaga;Rodrigo Guesalaga;Mika Gabrielsson;Mika Gabrielsson;Beth Rogers;Lynette Ryals

  • The Role of Social Capital in the Success of Fair Trade.

    Iain A. Davies;Lynette J. Ryals

  • Measuring risk and returns in the customer portfolio

    L Ryals

  • A stage model for transitioning to KAM

    Iain A. Davies;Lynette J. Ryals

  • Profitable relationships with key customers: how suppliers manage

    Lynette Ryals

Frequent Co-Authors

Adrian Payne
Adrian Payne University of New South Wales
Joe Peppard
Joe Peppard University College Dublin
Mika Gabrielsson
Mika Gabrielsson Hanken School of Economics
Malcolm McDonald
Malcolm McDonald Cranfield University
Hugh Wilson
Hugh Wilson University of Warwick
Martin Christopher
Martin Christopher Cranfield University
Kaj Storbacka
Kaj Storbacka Hanken School of Economics

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