Son K. Lam

University of Georgia - Department of Marketing

GA

United States

SCHOLARLY PAPERS

14

DOWNLOADS
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Top 15,458

in Total Papers Downloads

3,905

SSRN CITATIONS
Rank 27,458

SSRN RANKINGS

Top 27,458

in Total Papers Citations

14

CROSSREF CITATIONS

19

Scholarly Papers (14)

1.

Resistance to Brand Switching When a Radically New Brand is Introduced: A Social Identity Theory Perspective

Journal of Marketing, Forthcoming
Number of pages: 58 Posted: 06 Apr 2010 Last Revised: 02 Jun 2010
University of Georgia - Department of Marketing, University of Houston - C.T. Bauer College of Business, University of Houston - Bauer College of Business and Vlerick Leuven Ghent Management School
Downloads 1,125 (23,077)
Citation 3

Abstract:

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customer–brand identification, perceived value, switching, branding, relationship

2.

The Role of Leaders in Internal Marketing: A Multilevel Examination Through the Lens of Social Identity Theory

Journal of Marketing, Vol. 73, No. 2, pp. 123-146, 2008
Number of pages: 54 Posted: 06 Apr 2010
University of Mannheim, University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing and Goethe University Frankfurt
Downloads 624 (52,235)

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Internal Marketing, Organizational Identification, Customer-Contact Employees

3.

The Role of Consensus in Sales Team Performance

Journal of Marketing Research, Vol. XLVI, 2009
Number of pages: 49 Posted: 06 Apr 2010
University of Houston - C.T. Bauer College of Business, Indiana University - Kelley School of Business - Department of Marketing, Indiana University - Kelley School of Business - Management & Entrepreneurship, University of Connecticut - Department of Management and University of Georgia - Department of Marketing
Downloads 413 (86,722)

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team selling, team consensus, empowerment, pharmaceutical selling

4.

Sales Force Performance: A Typology and Future Research Priorities

ISBM BUSINESS-TO-BUSINESS MARKETING HANDBOOK, Gary L. Lilien and Rajdeep Grewal, eds., Edward Elgar Publishing, 2011
Number of pages: 39 Posted: 03 Apr 2011
Michael Ahearne and Son K. Lam
University of Houston - C.T. Bauer College of Business and University of Georgia - Department of Marketing
Downloads 401 (89,745)

Abstract:

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sales force performance, in-role and extra-role performance, positive and negative performance, behavior- and outcome-based control systems, sales teams, multilevel analysis, internal marketing

5.

The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective

Journal of Marketing, Forthcoming
Number of pages: 56 Posted: 06 Apr 2010
Son K. Lam, Florian Kraus and Michael Ahearne
University of Georgia - Department of Marketing, University of Mannheim and University of Houston - C.T. Bauer College of Business
Downloads 348 (105,405)
Citation 5

Abstract:

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market orientation, customer orientation, internal marketing, organizational

6.

Why are Some Salespeople Better at Adapting to Organizational Change?

Journal of Marketing, Forthcoming
Number of pages: 37 Posted: 01 Apr 2010 Last Revised: 18 Apr 2010
University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing, University of Connecticut - Department of Management and Florida State University
Downloads 200 (184,983)

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Salesperson, Organizational Change, Adaptation To Change, Goal Orientation, Growth

7.

Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows

Northeastern U. D’Amore-McKim School of Business Research Paper No. 2013-06
Number of pages: 34 Posted: 21 Mar 2012 Last Revised: 25 Jan 2013
Oklahoma State University, University of Georgia - Department of Marketing, Loughborough University - School of Business and Economics, Northeastern University - Marketing Area and affiliation not provided to SSRN
Downloads 179 (204,122)
Citation 1

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Sales leadership, sales management, social network, network engineering, flow creation, flow disruption, flow maintenance

8.

Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability

Journal of Marketing, Vol. 78 (November 2014), 38-58, Darden Business School Working Paper No. 2553393
Number of pages: 22 Posted: 23 Jan 2015 Last Revised: 23 Mar 2015
Clemson University, University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing, Texas Christian University - M.J. Neeley School of Business and University of Virginia - McIntire School of Commerce
Downloads 164 (220,016)
Citation 3

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salesperson accuracy, customer relationship management, dyadic modeling, perceptual bias, response surface analysis

9.

Exploring the Dynamics of Antecedents to Consumer-Brand Identification with a New Brand

Number of pages: 47 Posted: 21 Mar 2012
University of Georgia - Department of Marketing, University of Houston - C.T. Bauer College of Business, Clemson University, affiliation not provided to SSRN and Vlerick Leuven Ghent Management School
Downloads 153 (233,147)
Citation 1

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consumer-brand identification, branding, new products, longitudinal effects of consumer traits, growth modeling

10.

A Multinational Examination of the Symbolic–Instrumental Framework of Consumer–Brand Identification

Number of pages: 45 Posted: 08 Nov 2011
University of Georgia - Department of Marketing, University of Houston - C.T. Bauer College of Business and Vlerick Leuven Ghent Management School
Downloads 137 (254,994)

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branding and brand management, survey research, partial least squares, multicultural, consumer–brand identification, social identity theory, relationship marketing

11.

Toward a Contingency Framework of Interpersonal Information Sources in Organizational Identification Diffusion

Organizational Behavior and Human Decision Processes, Forthcoming
Number of pages: 58 Posted: 31 Mar 2012
University of Mannheim, University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing and University of Mannheim
Downloads 86 (351,155)
Citation 1

Abstract:

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organizational identification, social identity theory, social influence, multilevel analysis

12.

Identifying Effective Hunters and Farmers in the Salesforce: A Dispositional-Situational Framework

Journal of the Academy of Marketing Science, Forthcoming
Number of pages: 55 Posted: 30 Mar 2015 Last Revised: 11 May 2015
Thomas DeCarlo and Son K. Lam
University of Alabama at Birmingham - Department of Marketing, Industrial Distribution & Economics and University of Georgia - Department of Marketing
Downloads 75 (380,576)
Citation 1

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salesperson hunting orientation, salesperson farming orientation, customer relationship management, sales management, regulatory focus

13.

Walking a Tightrope: The Joint Impact of Customer and Within-Firm Boundary Spanning Activities on Perceived Customer Satisfaction and Team Performance

Journal of the Academy of Marketing Science, 1-18, 2014
Posted: 13 Dec 2014
University of Georgia - C. Herman and Mary Virginia Terry College of Business, University of Georgia--Terry School of Business and University of Georgia - Department of Marketing

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boundary spanning, dedicated sales teams, customer satisfaction, team performance, endogeneity

14.

A Meta-Analysis of Relationships Linking Employee Satisfaction to Customer Responses

Journal of Retailing, Vol. 84, No. 3, pp. 243-255, 2008
Posted: 27 Apr 2010
Steven P. Brown and Son K. Lam
University of Houston - C.T. Bauer College of Business and University of Georgia - Department of Marketing

Abstract:

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Employee satisfaction, Customer satisfaction, Service quality, Service-profit chain, Meta-analysis