R
Ravipreet S. Sohi
Researcher at University of Nebraska–Lincoln
Publications - 26
Citations - 4014
Ravipreet S. Sohi is an academic researcher from University of Nebraska–Lincoln. The author has contributed to research in topics: Sales management & Organizational learning. The author has an hindex of 20, co-authored 26 publications receiving 3627 citations. Previous affiliations of Ravipreet S. Sohi include College of Business Administration.
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IT competency and firm performance: is organizational learning a missing link?
TL;DR: In this article, the authors developed the concept of IT competency using structural equations modeling with data collected from managers in 271 manufacturing firms, and they showed that organizational learning plays a significant role in mediating the effects of IT competence on firm performance.
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Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes
TL;DR: In this paper, the authors developed a scale for salesperson listening behavior and investigated the impact of customers' perceptions of salespeople listening behavior on trust, satisfaction, and anticipation of future interaction.
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Communication Flows in Distribution Channels: Impact on Assessments of Communication Quality and Satisfaction
Jakki J. Mohr,Ravipreet S. Sohi +1 more
TL;DR: In this article, the authors develop and test a model of the relationship between norms of information sharing and communication flows of frequency, bidirectionality, and formality, assessing the quality of communication and satisfaction with communication.
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The Role of Relational Knowledge Stores in Interfirm Partnering
TL;DR: In this article, the authors examine the effects of interactional, functional, and environmental knowledge stores on relationship quality and relationship portfolio effectiveness, and suggest that the knowledge stores affect the outcome variables differently and that the effects vary by levels of industry turbulence.
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Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions
Jagdip Singh,Karen E. Flaherty,Ravipreet S. Sohi,Dawn R. Deeter-Schmelz,Johannes Habel,Kenneth Le Meunier-FitzHugh,Avinash Malshe,Ryan Mullins,Vincent Onyemah +8 more
TL;DR: In this paper, the authors develop concepts, priorities, and questions to help guide future research and practice in the field of personal selling and sales management, and summarize their discussion by detailing specific research priorities and questions that warrant further study and development by researchers and practitioners.