Deva Rangarajan

1.9k total citations
36 papers, 1.3k citations indexed

About

Deva Rangarajan is a scholar working on Organizational Behavior and Human Resource Management, Sociology and Political Science and Strategy and Management. According to data from OpenAlex, Deva Rangarajan has authored 36 papers receiving a total of 1.3k indexed citations (citations by other indexed papers that have themselves been cited), including 24 papers in Organizational Behavior and Human Resource Management, 15 papers in Sociology and Political Science and 12 papers in Strategy and Management. Recurrent topics in Deva Rangarajan's work include Customer Service Quality and Loyalty (18 papers), Digital Marketing and Social Media (12 papers) and Technology Adoption and User Behaviour (8 papers). Deva Rangarajan is often cited by papers focused on Customer Service Quality and Loyalty (18 papers), Digital Marketing and Social Media (12 papers) and Technology Adoption and User Behaviour (8 papers). Deva Rangarajan collaborates with scholars based in France, United States and Belgium. Deva Rangarajan's co-authors include Paul Gemmel, Katrien Verleye, Steve Muylle, Kristof De Wulf, Bert Paesbrugghe, Niels Schillewaert, Arun Sharma, Betsy D. Gelb, Eli Jones and Wynne W. Chin and has published in prestigious journals such as Entrepreneurship Theory and Practice, Information & Management and California Management Review.

In The Last Decade

Deva Rangarajan

35 papers receiving 1.2k citations

Peers — A (Enhanced Table)

Peers by citation overlap · career bar shows stage (early→late) cites · hero ref

Name h Career Trend Papers Cites
Deva Rangarajan France 18 657 595 463 350 273 36 1.3k
Thomas E. DeCarlo United States 20 729 1.1× 665 1.1× 632 1.4× 228 0.7× 231 0.8× 42 1.5k
Willy Bolander United States 22 905 1.4× 415 0.7× 425 0.9× 256 0.7× 295 1.1× 34 1.4k
Vishag Badrinarayanan United States 24 658 1.0× 834 1.4× 921 2.0× 271 0.8× 362 1.3× 50 1.8k
Sascha Alavi Germany 22 574 0.9× 417 0.7× 649 1.4× 228 0.7× 321 1.2× 49 1.4k
Michael T. Krush United States 13 489 0.7× 481 0.8× 315 0.7× 304 0.9× 242 0.9× 20 1.0k
Jeffrey E. Lewin United States 16 731 1.1× 736 1.2× 586 1.3× 332 0.9× 355 1.3× 28 1.7k
Nathaniel N. Hartmann United States 20 657 1.0× 344 0.6× 396 0.9× 176 0.5× 371 1.4× 30 1.3k
Betsy Bugg Holloway United States 16 995 1.5× 733 1.2× 952 2.1× 538 1.5× 360 1.3× 22 1.8k
Alex R. Zablah United States 20 806 1.2× 396 0.7× 476 1.0× 180 0.5× 291 1.1× 40 1.3k
Karen Flaherty United States 20 689 1.0× 347 0.6× 321 0.7× 183 0.5× 249 0.9× 39 1.2k

Countries citing papers authored by Deva Rangarajan

Since Specialization
Citations

This map shows the geographic impact of Deva Rangarajan's research. It shows the number of citations coming from papers published by authors working in each country. You can also color the map by specialization and compare the number of citations received by Deva Rangarajan with the expected number of citations based on a country's size and research output (numbers larger than one mean the country cites Deva Rangarajan more than expected).

Fields of papers citing papers by Deva Rangarajan

Since Specialization
Physical SciencesHealth SciencesLife SciencesSocial Sciences

This network shows the impact of papers produced by Deva Rangarajan. Nodes represent research fields, and links connect fields that are likely to share authors. Colored nodes show fields that tend to cite the papers produced by Deva Rangarajan. The network helps show where Deva Rangarajan may publish in the future.

Co-authorship network of co-authors of Deva Rangarajan

This figure shows the co-authorship network connecting the top 25 collaborators of Deva Rangarajan. A scholar is included among the top collaborators of Deva Rangarajan based on the total number of citations received by their joint publications. Widths of edges represent the number of papers authors have co-authored together. Node borders signify the number of papers an author published with Deva Rangarajan. Deva Rangarajan is excluded from the visualization to improve readability, since they are connected to all nodes in the network.

All Works

20 of 20 papers shown
1.
Cortez, Roberto Mora, et al.. (2025). DEI in B2B selling: a systematic review and research agenda. Journal of Personal Selling and Sales Management. 45(4). 365–382. 1 indexed citations
2.
Rangarajan, Deva, et al.. (2025). Customer education in business-to-business contexts. Industrial Marketing Management. 128. 54–70.
3.
Mukhopadhyay, Sandip, Harri Terho, Rakesh Kumar Singh, & Deva Rangarajan. (2024). Enhancing B2B sales through digital transformation: Insights into effective sales enablement. Industrial Marketing Management. 125. 29–47. 7 indexed citations
4.
Sharma, Aditi, et al.. (2024). Adaptive selling, anxiety and emotional exhaustion among salespeople. The Journal of Marketing Theory and Practice. 33(2). 331–348. 1 indexed citations
5.
Badrinarayanan, Vishag, et al.. (2024). Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors. Journal of Business and Industrial Marketing. 40(3). 586–610. 4 indexed citations
6.
Rangarajan, Deva, et al.. (2024). AI in sales: Laying the foundations for future research. Journal of Personal Selling and Sales Management. 44(2). 108–127. 29 indexed citations
7.
Goel, Ashish, et al.. (2024). Technology use in B2B sales: examining the extant literature and identifying future research opportunities using morphological analysis. Journal of Personal Selling and Sales Management. 45(1). 82–98. 12 indexed citations
8.
Dugan, Riley, Nawar N. Chaker, Edward L. Nowlin, et al.. (2022). Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda. Journal of Personal Selling and Sales Management. 43(2). 89–104. 19 indexed citations
9.
Rangarajan, Deva, Vishag Badrinarayanan, Aditi Sharma, Rakesh Kumar Singh, & Sridhar Guda. (2022). Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment. Journal of Business and Industrial Marketing. 37(11). 2361–2379. 17 indexed citations
10.
Haas, Alexander, et al.. (2021). Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance?. Industrial Marketing Management. 96. 166–182. 51 indexed citations
11.
Rangarajan, Deva, Arun Sharma, Teidorlang Lyngdoh, & Bert Paesbrugghe. (2021). Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force. Business Horizons. 64(5). 647–658. 64 indexed citations
12.
Rangarajan, Deva, et al.. (2021). Sales complexity and value appropriation: a taxonomy of sales situations. Journal of Business and Industrial Marketing. 37(11). 2298–2314. 8 indexed citations
13.
Hochstein, Bryan, et al.. (2021). Proactive Value Co-Creation via Structural Ambidexterity: Customer Success Management and the Modularization of Frontline Roles. Journal of Service Research. 24(4). 601–621. 47 indexed citations
14.
Dugan, Riley, Deva Rangarajan, Lenita Davis, et al.. (2020). Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research. Journal of Personal Selling and Sales Management. 40(3). 198–212. 14 indexed citations
15.
Gelb, Betsy D., et al.. (2020). One Approach to Repeat Business: 'Customer Success Managers'. SSRN Electronic Journal. 3 indexed citations
16.
Rangarajan, Deva, et al.. (2020). The impact of adverse life events on salesperson relationships with customers. Journal of Business and Industrial Marketing. 36(12). 2126–2138. 11 indexed citations
17.
Guenzi, Paolo, Deva Rangarajan, Nawar N. Chaker, & László Sajtos. (2019). It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress. Journal of Personal Selling and Sales Management. 39(4). 352–369. 35 indexed citations
18.
Hallikainen, Heli, Bert Paesbrugghe, Tommi Laukkanen, Deva Rangarajan, & Mika Gabrielsson. (2017). How Individual Technology Propensities and Organizational Culture Influence B2B Customers Behavioral Intention to Use Digital Services at Work?. Proceedings of the ... Annual Hawaii International Conference on System Sciences. 11 indexed citations
19.
Muylle, Steve, Niraj Dawar, & Deva Rangarajan. (2012). B2B Brand Architecture. California Management Review. 54(2). 58–71. 18 indexed citations
20.
Wulf, Kristof De, Niels Schillewaert, Steve Muylle, & Deva Rangarajan. (2005). The role of pleasure in web site success. Information & Management. 43(4). 434–446. 192 indexed citations

Rankless uses publication and citation data sourced from OpenAlex, an open and comprehensive bibliographic database. While OpenAlex provides broad and valuable coverage of the global research landscape, it—like all bibliographic datasets—has inherent limitations. These include incomplete records, variations in author disambiguation, differences in journal indexing, and delays in data updates. As a result, some metrics and network relationships displayed in Rankless may not fully capture the entirety of a scholar's output or impact.

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