Full Professor
Ph.D. in Marketing - C. T. Bauer College of Business
Academic Director
Track: International Negotiation and Sales Management
LEM Member
  • 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., Itani O., Badrinarayanan V., (2022). 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, 00 (00) 50.
  • Rangarajan D., Dugan R., Deeter-Schmelz D., Chaker N., Itani O., Agnihotri R., Nowlin E., (2022). Preparing for, Withstanding, and Learning from Sales Crises: Implications and a Future Research Agenda, Journal of Personal Selling and Sales Management, 0 0.
  • Rangarajan D., Amitabh Anand A., Bowen M., (2022). To Be or Not to Be: A Review of The (Un)Ethical Salespeople Literature, Journal of Business & Industrial Marketing, 00 (00) 00.
Show all
  • 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.
  • 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.
  • 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.
  • 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.
  • Rangarajan D., Badrinarayanan V., Sharma A., Singh R., Guda S., (2021). Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment, Journal of Business & Industrial Marketing, 0 20.
  • Rangarajan D., Hochstein Bryan, Duane Nagel D., Lyngdoh T., (2021). Sales complexity and value appropriation: a taxonomy of sales situations, Journal of Business & Industrial Marketing, 0 15.
  • 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.
  • 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.
  • Gelb B., Rangarajan D., Hochstein B., Blaisdell M., (2020). One Approach to Repeat Business: “Customer Success Managers”, Rutgers Business Review, 5 (1) 13-27.
  • 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.
  • 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., 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.
  • 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.
  • 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.
  • 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.
  • 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., 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.
  • 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., 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., (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.
  • Gelb B., Rangarajan D., (2014). Employee Contributions to Brand Equity. California Management Review, California Management Review, 56 (2) 95-112.
  • Muylle S., Dawar N., Rangarajan Deva, (2012). B2B Brand Architecture, California Management Review, 54 (2) 58-72.
  • 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.
  • DeClercq D., Rangarajan Deva, (2008). The role of perceived relational support in Entrepreneur-Customer Dyads, Entrepreneurship: Theory and Practice, 32 (4) 659-684.
  • 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.
  • 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.
  • 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.
  • 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.
Grande Ecole (Bachelor cycle) :
  • Sales techniques
Grande Ecole (Master cycle) :
  • Relationship management and loyalty
MSc in Digital Marketing and CRM :
  • Crm and loyalty