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RP

Robert M. Peterson

Northern Illinois University US

51

Publications

1,312

Citations

18

H-Index

24

i10-Index

25.0

2yr Mean Cite

-

Cite/Paper

Data combined from OpenAlex . OA = OpenAlex S2 = Semantic Scholar

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Publication & Citation Trends

Most Cited Works

Social Media’s Influence on Business-to-Business Sales Performance

Michael Rodríguez, Robert M. Peterson, Vijaykumar Krishnan

Journal of Personal Selling and Sales Management 2012

306

Crm/Social Media Technology: Impact on Customer Orientation Process and Organizational Sales Performance

Michael Rodríguez, Robert M. Peterson, Haya Ajjan

Developments in marketing science: proceedings of the Academy of Marketing Science 2014

120

Course Participation: An Active Learning Approach Employing Student Documentation

Robert M. Peterson

Journal of Marketing Education 2001

87

Value creation and firm sales performance: The mediating roles of strategic account management and relationship perception

Ursula Y. Sullivan, Robert M. Peterson, Vijaykumar Krishnan

Industrial Marketing Management 2011

86

Social Media in Large Sales Forces: An Empirical Study of the Impact of Sales Process Capability and Relationship Performance

Michael Rodríguez, Haya Ajjan, Robert M. Peterson

The Journal of Marketing Theory and Practice 2016

82

Publications

51 total

Artificial intelligence in business-to-business (B2B) sales process: a conceptual framework

Michael Rodríguez, Robert M. Peterson - Journal of Marketing Analytics, 2024

Cited by 25 OpenAlex

Servant Leadership Effects on Salesperson Self-Efficacy, Performance, Job Satisfaction, and Turnover Intentions

Kevin W. Westbrook, Robert M. Peterson - Journal of Business-to-Business Marketing, 2022

Cited by 27 OpenAlex

Sales enablement: conceptualizing and developing a dynamic capability

Robert M. Peterson, Avinash Malshe, Scott B. Friend, Howard F. Dover - Journal of the Academy of Marketing Science, 2020

Cited by 61 OpenAlex

Impact of CRM technology on sales process behaviors: empirical results from US, Europe, and Asia

Michael Rodríguez, Robert M. Peterson, Vijaykumar Krishnan - Journal of Business-to-Business Marketing, 2018

Cited by 38 OpenAlex

Social Media in Large Sales Forces: An Empirical Study of the Impact of Sales Process Capability and Relationship Performance

Michael Rodríguez, Haya Ajjan, Robert M. Peterson - The Journal of Marketing Theory and Practice, 2016

Cited by 82 OpenAlex

Crm/Social Media Technology: Impact on Customer Orientation Process and Organizational Sales Performance

Michael Rodríguez, Robert M. Peterson, Haya Ajjan - Developments in marketing science: proceedings of the Academy of Marketing Science, 2014

Cited by 120 OpenAlex

Building Student Networks with LinkedIn: The Potential for Connections, Internships, and Jobs

Robert M. Peterson, Howard F. Dover - Marketing Education Review, 2014

Cited by 53 OpenAlex

The influence of national cultural values on the use of rewards alignment to improve sales collaboration

Peter Magnusson, Robert M. Peterson, Stanford A. Westjohn - International Marketing Review, 2014

Cited by 29 OpenAlex

Social Media’s Influence on Business-to-Business Sales Performance

Michael Rodríguez, Robert M. Peterson, Vijaykumar Krishnan - Journal of Personal Selling and Sales Management, 2012

Cited by 306 OpenAlex

Value creation and firm sales performance: The mediating roles of strategic account management and relationship perception

Ursula Y. Sullivan, Robert M. Peterson, Vijaykumar Krishnan - Industrial Marketing Management, 2011

Cited by 86 OpenAlex

Research Topics

Customer Service Quality and Loyalty (17) Digital Marketing and Social Media (11) Technology Adoption and User Behaviour (8) Management and Marketing Education (6) Service and Product Innovation (4)

Frequent Co-Authors

MI

Michael Rodríguez

5 joint publications

VI

Vijaykumar Krishnan

3 joint publications

HA

Haya Ajjan

2 joint publications

HO

Howard F. Dover

2 joint publications

KE

Kevin W. Westbrook

2 joint publications

UR

Ursula Y. Sullivan

1 joint publication

Affiliations

Northern Illinois University

US 2024 - 2011

Worcester Polytechnic Institute

US 1975 - 1975

Boeing (United States)

US 2007 - 2007

Southwest General Health Center

US 2002 - 2002

Georgia Southern University

US 2011 - 2010

External Profiles

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