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S

Son K. Lam

baylor university

26H-index
58Paper Count
3.1KCitation Count
Published Papers 29
Publication Date
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When does past sales performance predict turnover incontemporary inside and outside sales forces?
errJournal of the Academy of Marketing Science
IF10.1
err2026-04-01
err0
PREAI
errKim, Youngtak M.; Crecelius, Andrew T.; Dixon, Andrea L.; Lam, Son K.
errShare
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How frontline employees navigate the double-edged effects of customer knowledge
errJOURNAL OF PERSONAL SELLING & SALES MANAGEMENT
IF3.5
err2025-01-29
err0
PREAI
errSharma, Ashish; Johnson, Jeff S.; Friend, Scott B.; Lam, Son K.
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errSave
Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes
errJOURNAL OF MARKETING
IF10.4
err2024-08-16
err0
PREAI
errAhearne, Molly; Pourmasoudi, Mohsen; Atefi, Yashar; Lam, Son K.
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errSave
The performance impact of marketing dualities: a response surface approach to resolving empirical challenges
errJOURNAL OF THE ACADEMY OF MARKETING SCIENCE
IF10.1
err2022-03-15
err6
PREAI
errKim, Youngtak M.; Busenbark, John R.; Jeong, Seung-Hwan; Lam, Son K.
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errSave
Why Salespeople Avoid Big-Whale Sales Opportunities
errJOURNAL OF MARKETING
IF10.4
err2021-10-27
err13
errOAAI
errXu, Juan; van der Borgh, Michel; Nijssen, Edwin J.; Lam, Son K.
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The future of buyer-seller interactions: a conceptual framework and research agenda
errJOURNAL OF THE ACADEMY OF MARKETING SCIENCE
IF10.1
err2021-09-29
err68
errOAAI
errAhearne, Michael; Atefi, Yashar; Lam, Son K.; Pourmasoudi, Mohsen
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errSave
On salesperson judgment and decision making
errJOURNAL OF THE ACADEMY OF MARKETING SCIENCE
IF10.1
err2021-03-03
err8
errOAAI
errLam, Son K.; van der Borgh, Michel
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errSave
Salesperson Dual Agency in Price Negotiations
errJOURNAL OF MARKETING
IF10.4
err2021-01-19
err22
PREAI
errLawrence, Justin M.; Scheer, Lisa K.; Crecelius, Andrew T.; Lam, Son K.
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errSave
The business-to-business inside sales force: roles, configurations and research agenda
errEUROPEAN JOURNAL OF MARKETING
IF5.1
err2020-03-02
err42
PREAI
errSleep, Stefan; Dixon, Andrea L.; DeCarlo, Thomas; Lam, Son K.
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errSave
When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers
errJOURNAL OF THE ACADEMY OF MARKETING SCIENCE
IF10.1
err2019-07-16
err19
PREAI
errLawrence, Justin M.; Crecelius, Andrew T.; Scheer, Lisa K.; Lam, Son K.
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errSave
Salesperson ambidexterity in customer engagement: do customer base characteristics matter?
errJOURNAL OF THE ACADEMY OF MARKETING SCIENCE
IF10.1
err2019-04-25
err48
PREAI
errLam, Son K.; DeCarlo, Thomas E.; Sharma, Ashish
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errSave
Effects of channel members' customer-centric structures on supplier performance
errJOURNAL OF THE ACADEMY OF MARKETING SCIENCE
IF10.1
err2018-10-06
err22
PREAI
errCrecelius, Andrew T.; Lawrence, Justin M.; Lee, Ju-Yeon; Lam, Son K.; Scheer, Lisa K.
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errSave
The Impact of Mergers and Acquisitions on the Sales Force
errJOURNAL OF MARKETING RESEARCH
IF5
err2018-04-01
err28
PREAI
errBommaraju, Raghu; Ahearne, Michael; Hall, Zachary R.; Tirunillai, Seshadri; Lam, Son K.
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errSave
Leveraging Frontline Employees' Small Data and Firm-Level Big Data in Frontline Management: An Absorptive Capacity Perspective
errJOURNAL OF SERVICE RESEARCH
IF8.6
err2016-11-18
err67
errOAAI
errLam, Son K.; Sleep, Stefan; Hennig-Thurau, Thorsten; Sridhar, Shrihari; Saboo, Alok R.
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errSave
Extrinsic versus intrinsic approaches to managing a multi-brand salesforce: when and how do they work?
errJOURNAL OF THE ACADEMY OF MARKETING SCIENCE
IF10.1
err2016-02-11
err30
PREAI
errGillespie, Erin Adamson; Noble, Stephanie M.; Lam, Son K.
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errSave
Identifying effective hunters and farmers in the salesforce: a dispositional-situational framework
errJOURNAL OF THE ACADEMY OF MARKETING SCIENCE
IF10.1
err2015-02-08
err75
PREAI
errDeCarlo, Thomas E.; Lam, Son K.
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errSave
Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability
errJOURNAL OF MARKETING
IF10.4
err2014-11-01
err144
PREAI
errMullins, Ryan R.; Ahearne, Michael; Lam, Son K.; Hall, Zachary R.; Boichuk, Jeffrey P.
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errSave
Walking a tightrope: the joint impact of customer and within-firm boundary spanning activities on perceived customer satisfaction and team performance
errJOURNAL OF THE ACADEMY OF MARKETING SCIENCE
IF10.1
err2014-06-17
err42
PREAI
errSleep, Stefan; Bharadwaj, Sundar; Lam, Son K.
errShare
errSave
Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective
errJOURNAL OF MARKETING
IF10.4
err2013-09-01
err76
PREAI
errAhearne, Michael; Lam, Son K.; Hayati, Babak; Kraus, Florian
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errSave
PERFORMANCE IMPACT OF MIDDLE MANAGERS' ADAPTIVE STRATEGY IMPLEMENTATION: THE ROLE OF SOCIAL CAPITAL
errSTRATEGIC MANAGEMENT JOURNAL
IF7.2
err2013-04-02
err163
PREAI
errAhearne, Michael; Lam, Son K.; Kraus, Florian
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errSave

Research Directions

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Co-authors
Cooperation Journals
J
John E. Mathieu
H-index: 77 · Papers: 232
R
Rolf van Dick
H-index: 75 · Papers: 423
S
Steven P. Brown
H-index: 71 · Papers: 322
P
Philip M. Podsakoff
H-index: 67 · Papers: 162
S
Scott MacKenzie
H-index: 58 · Papers: 242
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