Adam Rapp


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.


Job Title : Visiting Professor

Management Domain
Marketing & Sales

Teaching in
Masters in Marketing Management

Expert in
Marketing & Sales


Articles in refereed journals with impact

  • Rapp A. Ahearne M. Mathieu J. Schillewaert N.  2006. The impact of knowledge and empowerment on working smart and working hard: the moderating role of experience. International Journal of Research in Marketing, 23(3): 279-293.

Articles in other (un)refereed journals

  • Rapp A. Rapp T. Schillewaert N.  2008. An empirical analysis of e-service implementation: antecedents and the resulting value creation. Journal of Services Marketing, 22(1): 24-36.

  • Rapp A. Schillewaert N. Wei Hao A.  2008. The influence of market orientation on e-business innovation and performance: the role of the top management team. Journal of Marketing. Theory and Practice, 16(1): 7-25.