Adam A. Rapp (PhD, University of Connecticut) is Associate Professor of marketing at the University of Alabama. As a practitioner, he has substantial experience conducting marketing research in the consumer packaged goods industry. Prior to becoming an academic, he worked in marketing research services and sales for Arbor Market Research, Inc. where he designed research questionnaires, completed statistical analyses and sold research services. His research focuses on buyer-seller relationships at the business-to-business level and factors influencing the performance of salespeople, sales teams and sales organizations. He is also interested in several facets of salesperson-technology research and customer relationship management. He has published his work in Management Science, Journal of Applied Psychology, International Journal of Research in Marketing, and Industrial Marketing Management.