Devarajan (Deva) RANGARAJAN

Devarajan (Deva) RANGARAJAN
Full Professor
Ph.D. in Marketing - C. T. Bauer College of Business
Academic Director
Track: International Negotiation and Sales Management
LEM Member
Full resume d.rangarajan@ieseg.fr
Curriculum Vitae
Main Publications
Teaching
Education
  • 2003 : Ph.D. in Marketing, C. T. Bauer College of Business, Unknown
Professional Experiences
Academic Experience
  • 2021 - present, Professor, IÉSEG School of Management, , France
  • 2017 - 2021, Associate Professor, Ball State University, ,
  • 2003 - 2017, Assistant/Associate Professor/Professor, Vlerick Business School, ,
Published Papers in Refereed Journals
  • Rangarajan D., Sharma A., Chawla V., Guda S., Swain A. K., (2024). Adaptive Selling, Anxiety and Emotional Exhaustion among Salespeople, Journal of Marketing Theory and Practice, 00 (00) 00.
  • Rangarajan D., Amitabh Anand A., Singh S., Bowen M., (2024). Strategic Renewal during Crises - A Pragmatist Proposition for Multinational Enterprises in a Globalized World, Journal of International Management, 30 (3) 101134.
  • Rangarajan D., McClure C., Epler R., Schmitt L., (2024). AI in Sales: Laying the Foundations for Future Research, Journal of Personal Selling and Sales Management, 44 (2) 108-127.
Show all
  • Goel Ashish, Baliga A. J., Rangarajan Deva, Lussier Bruno, (2024). Technology use in B2B sales: Examining the extant literature and identifying future research opportunies using Morphological Analysis, Journal of Personal Selling and Sales Management, NA (NA) NA.
  • Rangarajan D., Badrinarayanan V., Lai-Bennejean C., Bowen M., Kaski T., (2024). Digital transformation in sales organizations: Antecedents of sales managers’ change readiness and championing behaviors, Journal of Business & Industrial Marketing, NA (NA) NA.
  • Rangarajan D., Giovannetti M., Sharma A., Cardinali S., Cedrola E., (2024). Understanding the enduring shifts in sales strategy and processes caused by the covid 19 pandemic, Journal of Business & Industrial Marketing, 39 (4) 735-756.
  • Peesker K., rouziou M., Bolander W., Hautamaki P., Rangarajan D. (., Samaraweera M., Bullmore J., Klein M., Agnihotri R., Burgdorff Jensen K., Pimentel Claro D., Fournier C., Gonzalez G., Guenzi P., Kadić-Maglajlić S., Lai-Bennejean C., Palomino-Tamayo W., Ramos C., Ryals L., Salas J., Shi H., Squire P., westphal J., (2024). "Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe,", Journal of International Marketing, 00 (00) 00.
  • Rangarajan D., Hochstein B., Platt A., Voorhees C., Nagel D., Mehrotra V., (2023). Customer Success Management, Customer Health, and Retention in B2B Industries, International Journal of Research in Marketing, 40 (04) 912-932.
  • Rangarajan D., Amitabh Anand A., Bowen M., Vessal S., Spivack A., (2023). The Role of Ethics in B2B Marketing, Industrial Marketing Management, 115 (2023) 421-438.
  • Rangarajan D., Dugan R., Deeter-Schmelz D., Chaker N., Itani O., Agnihotri R., Nowlin E., (2023). 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.
  • Rangarajan D., Itani O., Badrinarayanan V., (2023). The Impact of Business-to-Business Salespeople’s Social Media Use on Value Co-Creation and Cross/up-selling: The Role of Social Capital, European Journal of Marketing, 57 (3) 683-717.
  • Rangarajan D., Amitabh Anand A., Bowen M., (2023). To Be or Not to Be: A Review of The (Un)Ethical Salespeople Literature, Journal of Business & Industrial Marketing, 38 (9) 1837-1851.
  • Rangarajan D., Badrinarayanan V., Sharma A., Singh R., Sridhar G., (2022). Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment, Journal of Business & Industrial Marketing, 37 (11) 2361-2379.
  • Rangarajan D., Hochstein Bryan, Duane Nagel D., Lyngdoh T., (2022). Sales complexity and value appropriation: a taxonomy of sales situations, Journal of Business & Industrial Marketing, 37 (11) 2298-2314.
  • Rangarajan D., Lussier B., Hartmann N., Chaker N., (2022). Lone Wolf Tendency and Ethical Behaviors in Sales: Examining the Roles of Perceived Supervisor Support and Salesperson Self-Efficacy ?, Industrial Marketing Management, 104 (July) 304-316.
  • Giovannetti M., Rangarajan D., Sharma A., Cardinali S., Cedrola E., (2022). Understanding Salespeople’s Resistance To, And Acceptance And Leadership Of Customer-Driven Change, Industrial Marketing Management, 107 (2022) 433-449.
  • Lauzi F., Westphal J., Rangarajan D., Schafers T., Marianne-Perono C., De Juan-Vigeray M., (2022). Understanding Sales Enablement in Complex B2B Companies - Uncovering Similarities and Differences in a Cross-Functional and Multi-Level Case Study, Industrial Marketing Management, 108 (2023) 47-64.
  • Fletcher-Chen C., Sharma A., Rangarajan D., (2022). Examining Supplier, Buyer, and Customer Triads: The Critical Role of Conflict in Interaction Processes and Product/Service Innovations, Industrial Marketing Management, 107 (November) 337–352.
  • Kanuri V., Rangarajan D., Habel J., Chaker N., Guenzi P., (2022). "B2B Online Sales Pushes: Whether, When, and Why They Enhance Sales Performance", Production and Operations Management, 00 (00) 00.
  • Bowen M., Rangarajan D., Lai-Bennejean C., Haas A., (2021). Social Media Usage by Salespeople: Impact of Pro-Active Servicing and Peer Usage on Salesperson Performance. Industrial Marketing Management, Industrial Marketing Management, 96. (July) 166-182.
  • Rangarajan D., Sharma A., Lyngdoh T., Paesbrugghe B., (2021). Business-to-business selling in the post COVID-19 era: Developing an adaptive and hybrid salesforce, Business Horizons, 64 (5) 647-658.
  • Rangarajan D., Chaker N., Hochstein B., Nagel D., Hartmann N., (2021). Transitioning from Reactive to Proactive Strategy and Tactics: Customer Success Management and the Modularization of Frontline Roles., Journal of Service Research, 24 (4) 601-621.
  • Hochstein B., Rangarajan D., Mehta N., Kocher D., (2020). An Industry/Academic Perspective on the Emerging Customer Success Phenomenon., Journal of Service Research, 23 (1) 3-7.
  • Rangarajan D., Dugan R., Rouziou M., Kunkle M., (2020). People, Process, Performance: Setting an Agenda for Sales Enablement Research, Journal of Personal Selling and Sales Management, 40 (3) 213-220.
  • Sharma A., Rangarajan D., Paesbrugghe B., (2020). Increasing Resilience by Creating an Adaptive Salesforce, Industrial Marketing Management, 88 (7) 238-246.
  • Paesbrugghe B., Rangarajan D., Sharma Arun, Hochstein Bryan, (2020). Evaluation of Salespeople by the Purchasing Function: Implications for the Evolving Role of Salespeople, Journal of Personal Selling and Sales Management, 40 (4) 289-305.
  • Rangarajan D., Dugan R., Bolander W., Deeter-Schmelz D., Pullins E., Le Bon J., Agnihotri R., (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.
  • Gelb B., Rangarajan D., Hochstein B., Blaisdell M., (2020). One Approach to Repeat Business: “Customer Success Managers”, Rutgers Business Review, 5 (1) 13-27.
  • Guenzi P., Rangarajan D., Chaker N., Sajtos L., (2019). It’s 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.
  • Peasley Michael, Rangarajan D., Paesbrugghe B., Srivastava Raj, Stewart Geoffrey, (2019). The Impact of Adverse Life Events on Salesperson Relationships with Customers, Journal of Business & Industrial Marketing, 36 (12) 2126–2138.
  • Gelb B., Hallikainen H., Rangarajan D., Laukanen T., (2019). How Big Data Can Transform Outcomes and Opportunities, Rutgers Business Review, 4 (1) 46-60.
  • Wille L., Rangarajan D., Weijters B., van Hoye G., Carpentier M., (2018). To Be Yourself or to Be Your Ideal Self? Potential Applicants' Perceptions of Actual and Ideal Self-Congruity, Journal of Personnel Psychology, 17 (3) 107-119.
  • Paesbrugghe B., Sharma Arun, Rangarajan D., Boute Robert, (2018). Aligning Sales and Operations Management: An Agenda for Inquiry, Journal of Personal Selling and Sales Management, 38 (2) 220-240.
  • Paesbrugghe B., Sharma Arun, Rangarajan D., Niladri Syam, (2018). Personal Selling and the Purchasing Function: Where do We Go From Here?, Journal of Personal Selling and Sales Management, 38 (1) 123-143.
  • Paesbrugghe B., Rangarajan D., Sharma Arun, Syam Niladri, Jha Subhash, (2017). Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function, Industrial Marketing Management, 62 (April 2017) 171-184.
  • Rangarajan D., Gelb B., Vandaveer A., (2017). Strategic personal branding-And how it pays off. Business Horizons, Business Horizons, 60 (5) 657-666.
  • Verleye K., Rangarajan D., Gemmel P., (2016). Engaged Customers as Job Resources or Demands for Frontline Employees?, Journal of Service Theory and Practice, 26 (3) 363-383.
  • Gelb B., Rangarajan D., (2014). Employee Contributions to Brand Equity. California Management Review, California Management Review, 56 (2) 95-112.
  • Verleye K., Rangarajan D., Gemmel P., (2014). Managing Engagement Behaviors in a Network of Customers and Stakeholders: Evidence from the Nursing Home Sector. Journal of Service Research, Journal of Service Research, 17 (1) 68-84.
  • Muylle S., Dawar N., Rangarajan Deva, (2012). B2B Brand Architecture, California Management Review, 54 (2) 58-72.
  • DeClercq D., Rangarajan Deva, (2008). The role of perceived relational support in Entrepreneur-Customer Dyads, Entrepreneurship: Theory and Practice, 32 (4) 659-684.
  • Srivastava R., Rangarajan Deva, (2008). Understanding the Salespeople's "feedback-satisfaction" Linkage: What Role Does Job Perceptions Play, Journal of Business & Industrial Marketing, 23 (3) 151-160.
  • Rangarajan D., Srivastava R., (2008). Understanding the salespeople's "feedback-satisfaction" linkage: What role does job perceptions play?, Journal of Business & Industrial Marketing, 23 (3) 151-160.
  • Weijters B., Rangarajan D., Schillewaert N., Falk T., (2007). Determinants and outcomes of customers' use of self-service technology in a retail setting, Journal of Service Research, 10 (1) 3-21.
  • Vandaele D., Rangarajan D., Gemmel P., Lievens A., (2007). How to govern business services exchanges: Contractual and relational issues, International Journal of Management Reviews, 9 (3) 237-258.
  • De Wulf K., Rangarajan D., Schillewaert N., Muylle S., (2006). The role of pleasure in web site success, Information and Management, 43 (4) 434-446.
  • Rangarajan D., Jones E., Chin W., (2005). Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople, Industrial Marketing Management, 34 (4) 345-354.
Book Chapters
  • Bowen M., Rangarajan D., Kaski T., (2022), Human Capital, Network Capital, and Systems Capital: The Three Pillars of Sales Enablement Strategy, in: Sales Enablement als Fundament des Vertriebserfolgs.
  • Rangarajan Deva, De Cock F., (2012), Value Added Selling at ABC Industries, in: A&B.
  • Rangarajan Deva, Ischi S., (2012), las Copco Construction Tools: Distributor Management Toolbox, in: Atlas Copco.
Teaching
Grande Ecole (Bachelor cycle) :
  • Sales techniques
Grande Ecole (Master cycle) :
  • Relationship management and loyalty
MSc in Digital Marketing and CRM :
  • Crm and loyalty