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D-Index & Metrics

Business and Management

D-Index
37
Citations
6924
World Ranking
1952
National Ranking
801

Overview

Raj Agnihotri is affiliated with Iowa State University in the United States. Their scholarly work primarily spans the fields of Business, Management and Accounting, and Social Sciences, with particular focus on subfields such as Sociology and Political Science, Strategy and Management, Organizational Behavior and Human Resource Management, Information Systems and Management, and Marketing.

The researcher's publication record includes contributions to a range of topics, including Digital Marketing and Social Media, Technology Adoption and User Behaviour, Customer Service Quality and Loyalty, Knowledge Management and Sharing, Job Satisfaction and Organizational Behavior, Consumer Behavior in Brand Consumption and Identification, and Business Strategy and Innovation.

Frequent collaborators in Raj Agnihotri's research include Omar S. Itani, Valter Afonso Vieira, Ashish Kalra, Nawar N. Chaker, and Riley Dugan. These coauthors have worked with Agnihotri on multiple projects, reflecting ongoing collaborative relationships.

Raj Agnihotri has published extensively in several academic journals. Prominent publication venues where their work appears include:

  • Industrial Marketing Management
  • European Journal of Marketing
  • The Journal of Marketing Theory and Practice
  • Journal of Business Research
  • Journal of Personal Selling and Sales Management

Examples of recent papers authored or coauthored by Agnihotri are:

  • Social media, customer engagement, and sales organizations: A research agenda (2020, Industrial Marketing Management)
  • Marketing analytics capability, artificial intelligence adoption, and firms' competitive advantage: Evidence from the manufacturing industry (2022, Industrial Marketing Management)
  • Social media and customer relationship management technologies: Influencing buyer-seller information exchanges (2020, Industrial Marketing Management)
  • Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance (2021, Industrial Marketing Management)
  • Influencer marketing research: review and future research agenda (2023, The Journal of Marketing Theory and Practice)

Best Publications

  • Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM

    Kevin J. Trainor;Adam Rapp

  • Social media: Influencing customer satisfaction in B2B sales

    Raj Agnihotri;Rebecca Dingus;Michael Y. Hu;Michael T. Krush

  • Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation

    Raj Agnihotri;Prabakar Kothandaraman;Rajiv Kashyap;Ramendra Singh

  • Performance implications of customer-linking capabilities: Examining the complementary role of customer orientation and CRM technology

    Adam Rapp;Kevin J. Trainor;Raj Agnihotri

  • Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler

    Omar S. Itani;Raj Agnihotri;Rebecca Dingus

  • The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort

    Adam Rapp;Raj Agnihotri;Lukas P. Forbes

  • In pursuit of an effective B2B digital marketing strategy in an emerging market

    Valter Afonso Vieira;Marcos Inácio Severo de Almeida;Raj Agnihotri;Nôga Simões De Arruda Corrêa da Silva

  • Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India

    Raj Agnihotri;Kevin J. Trainor;Omar S. Itani;Michael Rodriguez

  • Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes

    Raj Agnihotri;Adam Rapp;Kevin Trainor

  • Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict

    Raj Agnihotri;Colin B. Gabler;Omar S. Itani;Fernando Jaramillo

  • Social media, customer engagement, and sales organizations: A research agenda

    Raj Agnihotri

  • Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training

    Jessica Ogilvie;Raj Agnihotri;Adam Rapp;Kevin Trainor

  • Examining the Drivers and Performance Implications of Boundary Spanner Creativity

    Raj Agnihotri;Adam A. Rapp;James ‘Mick’ Andzulis;Colin B. Gabler

  • Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's manager

    Raj Agnihotri;Michael T. Krush

  • Competitive intelligence collection and use by sales and service representatives: how managers’ recognition and autonomy moderate individual performance

    Adam Rapp;Raj Agnihotri;Thomas L. Baker;James ‘Mick’ Andzulis

  • Marketing analytics capability, artificial intelligence adoption, and firms' competitive advantage: Evidence from the manufacturing industry

    Unknown

  • Social media and customer relationship management technologies: Influencing buyer-seller information exchanges

    Omar S. Itani;Michael T. Krush;Raj Agnihotri;Kevin J. Trainor

  • Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance

    Nawar N. Chaker;Edward L. Nowlin;Maxwell T. Pivonka;Omar S. Itani

  • Conceptualizing Salesperson Competitive Intelligence: An Individual-Level Perspective

    Adam Rapp;Raj Agnihotri;Thomas L. Baker

  • Enhancing organizational sensemaking: An examination of the interactive effects of sales capabilities and marketing dashboards

    Michael T. Krush;Raj Agnihotri;Kevin J. Trainor;Edward L. Nowlin

  • An Emotion-Based Model of Salesperson Ethical Behaviors

    Raj Agnihotri;Adam Rapp;Prabakar Kothandaraman;Rakesh K. Singh

  • The effective use of technology in personal knowledge management: A framework of skills, tools and user context

    Raj Agnihotri;Marvin D. Troutt

Frequent Co-Authors

Adam Rapp
Adam Rapp Ohio University
Thomas C. Baker
Thomas C. Baker Pennsylvania State University
Patricia J. Daugherty
Patricia J. Daugherty Iowa State University
Dawn S. Carlson
Dawn S. Carlson Baylor University
K. Michele Kacmar
K. Michele Kacmar Texas State University
Bennett J. Tepper
Bennett J. Tepper The Ohio State University
Daniel G. Bachrach
Daniel G. Bachrach University of Alabama
Fernando Jaramillo
Fernando Jaramillo The University of Texas at Arlington

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