Research
PUBLICATIONS
Articles
“An evaluation of
divergent perspectives on customer relationship management: Towards a common
understanding of an emerging phenomenon,” (2004), Industrial Marketing
Management (special issue on Customer Relationship Management edited by Michael
Ehret), 33(6), pp.475-489, with Alex R.Zablah and Danny N.Bellenger.
“Managing in complex business network,”
(2004), Industrial Marketing Management, 33(3), pp.175-183, with Thomas Ritter
and Ian F.Wilkinson.
"Measurement Equivalence and Applicability
of Core Marketing Concepts Across Nigerian, Kenyan, Japanese and U.S. Firms: An
Optimal Scaling Approach," (forthcoming), Journal of Business and
Industrial Marketing, with Kofie Q. Dadzie, Boonghee Yoo, and Thomas G. Brashear.
"How Firms Relate to Their Markets: An Empirical
Examination of Contemporary Marketing Practices," (2002), Journal of
Marketing, 66, (3), (July), pp. 33-46, with Nicole E.Coviello,
Roderick J. Brodie, and Peter J. Danaher.
"Measuring Network Competence: Some International
Evidence," (2002), Journal of Business & Industrial Marketing,
17, (2/3), pp. 119-138, with Thomas Ritter and Ian Wilkinson. (Special
issue: Business marketing in the decade ahead: the key challenges we face)
"Learning to Improvise, Improvising to Learn: A Process of Responding to
Complex Environments," (2002), Journal of Business Research, 55,
(2), (February), pp. 141-148, with Cristian Chelariu and Louise Young. (Special issue: Marketing Theory
in the Next Millennium)
"Customer Profitability: Prospective vs. Retrospective Approaches in a
Business-to-business Setting," (2001), Industrial Marketing Management,
30, (4), (May), pp. 353-364, with Fred A. Jacobs and Natalia
Kotchetova. (Special issue: Customer value in
Business Markets)
"Beyond the Dyad: Electronic Commerce and Network Perspectives in
Industrial Marketing Management," (2001), Industrial Marketing
Management, 30, (2), (February), pp. 199-206, with Aberdeen Leila Borders
and Edward E. Rigdon. (Special issue: Partnering with
Resellers in Business Markets)
"Electronically Wiring the Network: Efficient Consumer Response (ECR),
Electronic Data Exchange (EDI) and Interdependence," (2000), Advances
in Competitiveness Research, 8, (1), pp. 100-109, with Aberdeen Leila
Borders.
"The Impact of Downsizing and Restructuring on
Competitiveness," (2000), Competitiveness Review, 10, (1), pp.
45-56, with Jeffrey E. Lewin.
"Theory Testing Using Case Studies in
Business-to-business Research," (1999), Industrial Marketing Management,
28, (3), (May), pp.201-214, with Mark P. Leach and Annie H. Liu. (Lead
article in special issue: Researching Business and High Technology Marketing)
"International Industrial Marketing Interactions: Dyadic and Network
Perspectives," (1999), Journal of Business Research, 46, (3),
(November), pp.259-272, with Jeffrey E. Lewin and
Robert E. Spekman. (Special issue: Relationship
Marketing)
"The Selection and Organization of National Accounts: A North American
Perspective," (1999), 14, (4), pp. 264-275, with James Boles and Alston
Gardner. (Lead article in special issue: Key account management)
"Evaluations, Attributions, Expectations and Sales Manager Behavior,"
(1999), Journal of Marketing Management, Winter,
pp. 91-105, with Steve Henson and Felicia Morgan.
"Influence in the Organizational Buying Center and Logistics Automation
Technology Adoption, (1999), 14, (5/60, pp. 433-444, with Kofi
Q. Dadzie, Evelyn W. Dadzie,
and Boonghee Yoo. (Special issue: Logistics and supply chain management: toward
distribution fluidity)
"The Industrial Marketing Strategist in the New Millennium," (1998), Thexis, 15, (4), pp. 12-14, with Leila Borders.
"A Multi-Method Examination of Buyer-Seller Interaction Among
Japanese and American Businesspeople," 1998), Journal of International
Marketing, 6, (1), pp. 8-32, with Michael A. Kamins
and John L. Graham. (Lead article)
"Partnership versus Typical Relationships between Wood Products
Distributors and Their Manufacturer Suppliers," (1998), Forest Products
Journal, 48, March, pp. 27-35, with Richard Vlosky
and others
"Relationship Marketing Theory in Practice: A Case Study," (1997), Journal
of Business Research, 39, (1), pp. 23-31, with Jeffrey E. Lewin
"Toward a Model of Business-to-Business Communications Effects,"
(1997), Industrial Marketing Management, 26, (1), pp. 15-29, with David
I. Gilliland
"Advances in Industrial Marketing Theory and Research from the Journal of
Business and Industrial Marketing," (1997), Journal of Business Research,
38, (3), pp. 199-210, with Jeffrey E. Lewin
"International Salesforce Management: A
Relationship Perspective," (1997), Journal of Business and Industrial
Marketing, 12, (3/4), pp. 232-247, with Jeffrey E. Lewin.
Selected for honorable mention in article of the year voting
"Organizational Buying Behavior: Toward an Integrative Framework,"
(1996), Journal of Business Research, 35, (1), pp. 1-15, with Jeffrey E.
Lewin
"The Effects of Organizational Restructuring on Industrial Buying Behavior:
1990 and Beyond," (1996), Journal of Business and Industrial Marketing,
11, (6), pp. 93-111, with Jeffrey E. Lewin
"Business and Industrial Marketing: Past, Present, and Future,"
(1996), Journal of business and Industrial Marketing, 11, (1), pp. 7-16,
with Jeffrey E. Lewin
"An Empirical Investigation of the Formation and Implications of the
Organizational Buyer's Strategies and Tactical Roles," (1995) Journal
of Business-to-Business Marketing, 2, (4), pp. 37-64, with Robert E. Spekman and David W. Stewart
"Using the Looking Glass at the International Center for Public Enterprise
in Slovenia: Implications for Teaching Interpersonal Skills and Introducing
International Business Concepts," (1995), Journal of Teaching
International Business, 7, (2), pp. 61-76, with John R. Ronchetto,
Jr.
"Business-to-Business Advertising: What are the Dimensions of an Effective
Print Ad?" (1995), Industrial Marketing Management, 24, 5,
(October), pp. 369-378, with Ritu Lohtia
and Linda Aab
"Business-to-Business Selling and Sales Force Management," (1994),
Advances in Business Marketing and Purchasing, Woodside (ed.), JAI Press
Inc., Volume 6, pp. 185-220, with James Boles
"Performance, Attribution and Expectancy Linkages in Personal
Selling," (1994), Journal of Marketing (October), pp. 68-81, with Keysuk Kim
"The Dynamics of Long-Term Business-to-Business Relationships,"
(1994), Journal of the Academy of Marketing Science, Volume 22, (2), pp.
130-145, with Pratibha Dabholkar
and Amy Cathey. Selected as runner up for article
of the year
"Creating an Effective Advertisement for the China Market: Analysis and
Advice," (1994), Journal of Global Marketing Volume 8, Number 2,
pp. 7-29, with Ritu Lohtia
and Linda Aab
"Innovative Automation Technology in Corporate Warehousing
Logistics," (1991) Journal of Business Logistics, 12, pp. 63-82
with Kofi Q. Dadzie
"Industrial Buying Behavior: Japan versus the U.S." (1988), Japanese
Marketing Association Japan Marketing Journal, 8 (December), pp. 51-62.
"Industrial Buying Behavior: Where We Are and Where We Need to Go"
(1987), Research in Consumer Behavior, Volume II, pp. 83-111, with
Robert E. Spekman.
"Reacting to a Textile and Apparel Trade Enforcement Act" (1987), International
Marketing Review, (Spring), pp. 42-51, with Heon D. Yoon.
"End-User Consulting Services for the Robotics Industry" (1987), Journal
of High Technology Marketing Research (Spring),
pp. 44-51, with Frank Skinner.
"Relationship Management: Managing the Selling and the Buying
Interface" (1986), Journal of Business Research (14), pp. 519-532,
with Robert E. Spekman.
"Selling and Buying Centers: Formulating Strategic Exchange Patterns"
(1985), Journal of Personal Selling and Sales Management (May), pp.
33-40, with Michael D. Hutt and John R. Ronchetto.
"Export Attitudes of Industrial Manufacturers"
(1985), Industrial Marketing Management (14), pp. 123-132, with Michael
R. Czinkota.
"Skill Requirements in Physical Distribution Management
Career-Path Development" (1984), Journal of Business Logistics (5),
2, pp. 65-84, with Kofie Q. Dadzie.
"Evaluating the Newer Salesperson" (1983), Industrial Marketing
Management (12), pp. 193-199, with Michael Shields.
"Exporting: Does Sales Volume Make a Difference?" (1983),
Journal of International Business Studies (Spring/Summer), pp. 147-153,
with Michael R. Czinkota.
"Industrial Buying Behavior: A Need for an Integrative
Approach" (1982), Journal of Business Research (10), pp. 135-146,
with Robert E. Spekman.
"Purchase Process for Capital Equipment and
Services" (1981), Industrial Marketing Management (October), pp.
253-264, with Thomas V. Bonoma.
"The Buying Center: Structure and Interaction Patterns" (1981), Journal
of Marketing (Summer), pp. 143-157, with Thomas V.
Bonoma. Reprinted in Readings in Consumer Behavior:
Individuals, Groups and Organizations (2nd ed., Wallendorf
and Zaltman, eds.), Dryden Press.
"Industrial Buying Behavior: A State of the Art Review" (1981), Review
of Marketing (2), pp. 75-89.
"Industrial Sales Force Selection: Current Knowledge and Needed
Research" (1981), Journal of Personal Selling and Sales Management
(Summer/Fall), pp. 49-57, with Martha Cooper.
"Analyzing the Industrial Sales Forces Selection Process" (1981), Industrial
Marketing Management (April), pp. 139-147, with Martha Cooper.
"Segmenting U.S. Firms for Export Development" (1981), Journal of
Business Research (9), pp. 353-365, with Michael R. Czinkota.
"Decision Making Under Uncertainty: A Direct Measurement
Approach" (1979), Journal of Consumer Research (6), pp. 177-191,
with Thomas V. Bonoma.
"Locus of Control, Trust and Decision Making"
(1979), Decision Sciences (10), pp. 39-56, with Thomas V. Bonoma.
"The Social Psychology of Industrial Buying and
Selling" (1978), Industrial Marketing Management (7), pp. 62-84, with
Thomas V. Bonoma.
"Marketing: The Social Psychology of Conflict, Power and Influence"
(1978), American Behavioral Scientist (21), pp. 515-534.
"Lateral Influences and Vertical Authority in Organizational Buying"
(1977), Industrial Marketing Management (6), pp. 451-462, with Daniel Robey.
Books and Monographs
Managing Salespeople: A Relationship
Approach, (1998),
Cases in Marketing Management: Issues for the 1990s (1992),
1990 AMA Winter Educators' Conference Proceedings: Marketing Theory and
Applications (1990),
Purchasing in the 1990s: The Evolution of Procurement in Telecommunications (1990),
Cases in Marketing Management and Strategy (1985),
Patterns in Industrial Buying Behavior (1981),
Industrial Buying Behavior (1977),
Chapters in Books
"eCRM
in Business-to-business Buyer-Seller Relationships," (forthcoming) in Electronic
Marketing, edited by Tapio Seppio,
JAI Press Inc., with Harriett Bettis-Outland.
"LCF International (A) & (B)" (1996) in Advances in Business
Marketing and Purchasing, Volume 7, JAI Press Inc., Arch Woodside (ed.),
pp. 65-88 & 89-112, with Jeffrey Lewin.
"Industrial Buying Behavior in the People's Republic of
"Procurement and Marketing Strategies for Telecommunications in the
"Protectionism and Marketing Strategies for U.S.
Firms" (1989) in Corporate Business Decisions and Changing Trade
Policies, Oxford Press, C. Heckman and T. Agmon
(eds.)
"Bargaining Negotiations, and Personal Selling" (1987), Handbook
of Economic Psychology, van Raiij (ed.), with W.
C. Benton.
"Managing Export Development Between
Industrialized and Developing Countries" (1986), in Managing Export
Entry and Expansion: Concepts and Practice, Reed and Rosson
(eds.), with David Ford and others.
"Markets of
"Managerial Motivations as Determinants of Industrial Export
Behavior" (1982), Chapter 2 in Export Management, Czinkota and Tesar (eds.),
"Leaders and Followers" (1981), Chapter 9 in Psychology for
Management, T.V. Bonoma and G. Zaltman,
"Leaders and Followers"(1979), Chapter 2 in Management Principles
for Nonprofit Agencies and Organizations, G. Zaltman
(ed.,),
"Consumer Motivation" (1979), Chapter 13 in Consumer Behavior:
Basic Findings and Management Implications, G. Zaltman
and M. Wallendorf,
"Consumer Needs" (1979), Chapter 14 in Consumer Behavior: Basic
Findings and Management Implications, G. Zaltman
and M. Wallendorf,
Proceedings Papers
"The Impact of E-Business Technological Innovations on Motivation and
Performance of Strategic Alliances, (2001), Proceedings of the AMA Marketing
Educators Conference, Winter 2001,
"E*Business for Traditional Business-to-business Companies: A Case
Example," 17th Annual IMP Conference, Interactions, Relationships and
Networks: Strategic Dimensions, Norwegian School of Management BI, 9-11 September
2001, pp. 57-77, with Mohamed Eid, Tamer Mosli, and Ahmed al-Bakary.
"Measuring Network Competence: Some International Evidence," 16th
Annual IMP Conference, Interactions, Relationships and Networks: Managerial
Issues, University of Bath, 7-9 September2000, pp. 234-253, with Thomas
Ritter and Ian F. Wilkinson.
"Organizational Learning in Buying Centers: An Improvisation
Perspective," Proceedings of the AMA Marketing Educators Conference, Summer 2000,
"Using Case Studies for Theory Testing in Business-to-business Research:
The Development of a More Rigorous Case Study Methodology," Getting
Better at Sensemaking: Advances in Business Marketing
and Purchasing, Arch G. Woodside, editor,
"Evaluations, Expectations, and Behavioral Responses of Sales
Managers," 15th Annual IMP Conference, Interactions, Relationships and
Networks: Learning from the Past, University of Dublin, 4-6 September 1999,
pp. 345-3603, with Steve Henson and Hiram Barksdale, Jr.
"Electronically Wiring the Network: Efficient Consumer Response (ECR),
Electronic Data Interchange (EDI), and Interdependence," Global
Competitiveness, Proceedings of the American Society for Competitiveness,
7, (1), pp. 137-144, with
"Is Strategic Account Management Working?" (1999), Sales
& Field Force Automation, May, pp 1-4, with James Boles and Alston
Gardner.
"Innovation in Warehouse Automation," 13th Annual IMP Conference , Interaction,
Relationships and Networks in Business Markets, Groupe
ESC Lyon, 4-6 September 1997, pp. 71-92, with Kofie Q
Dadzie and Boonghee Yoo.
"Models in Business-to-business Communications," Seminar
on Marketing Communications 4th International Advertising Festival of the New
Europe, pp. 30-37, with David I Gilliland.
"Innovation in Warehouse Automation," in proceedings 13th
International Conference on Industrial Marketing and Purchasing (IMP),
Interaction relationships and Networks in Business Markets, Vol 2, pp. 108-128, with Kofi Dadzie.
"Models in Business-to-business Communications," in proceedings of
the Seminar on Marketing Communications at the 4th International Advertising
Festival of the New Europe, Golden Drum Forum, pp. 30-37, with David I. Gilliland.
"Exchange as Process Engineering: The Governance of Midrange Exchange by
Artful Contrivances and Skillful Manipulation of Relationships," (1996),
in proceedings 12th International Conference on Industrial Marketing and
Purchasing (IMP), Vol. 1, pp. 81-106, with James R. Bardzil.
To be reprinted in Relationships and Networks in International Markets,
eds. H.G. Gemunden, T. Ritter, and A. Walter, Elsivier Science Ltd.
"International Industrial Marketing Interactions," (1996), in
proceedings 1996 International Conference on Relationship Marketing, Sheth and Sollner, (eds.), pp.
191-198, with Jeffrey E. Lewin and Robert Spekman.
"The Impact of Downsizing and Outsourcing on Organizational
Competitiveness," (1996), in proceedings Global Competitiveness
Conference, ed. Shaker A. Zahra,
"Sales force Automation," (1995), in Transfiguring the Sales
force, Boles (ed.), pp. 1-22, Proceedings of the 1st Annual CBIM/ISBM
Workshop, with Jeffrey Lewin.
"The Telecommunications Industry and NAFTA: A Review of
Implications," (1995) in the Proceedings of the World Marketing
Congress, Vol. VII-I, pp. 5-14 to 5-22, with Thomas Brashear.
"Advertising Strategy for
"Interfirm Relational Exchange: The Role of Antecedents
and Paradigms in Examining Relationship Quality," (1994), in Meeting
the Challenges of New Frontiers, Biemans and Ghauri (eds.) pp. 10th IMP Annual Conference with R. Edward
Sibley.
"Telecommunications Procurement Strategies in the
"An Attribution Model of Relationships in Selling Organizations,"
(1993) in Enhancing Knowledge Development in Marketing, John A. Quelch, et. al.
(eds.) pp. 135-137, AMA Conference Proceedings, with Steve Henson.
"Determinants of Organization Adoption of Innovative Warehousing
Automation Technology," (1993) in Enhancing Knowledge Development in
Marketing, John A. Quelch et.
al. (eds.) pp. 478-488, AMA Conference Proceedings, with Kofi Q. Dadzie and Evelyn W. Dadzie.
"Advertising in the People's Republic of China: A Survey of Industrial
Products Manufacturers," (1993) in Research Development in
International Marketing, Proceedings of the 9th International Marketing and
Purchasing Conference, University of Bath, Bath, U.K. with Louise Rose.
"Organizational Characteristics and the Adoption of Innovative Warehouse
Automation Technologies," (1993) in Development in Marketing Science,
Vol. XVI, Proceedings of the Academy of Marketing Science, with Kofi Q. Dadzie and Harash Sadchev.
"Linking Cognitive Styles, Teaching Methods and Educational Factors to
Experiential Learning: A Decision Tree Approach," (1993) in Management
Development for Globalization, Proceedings of the Association for Business
Simulation and Experiential Learning, with John R. Ronchetto,
Jr. Winner of the best experiential paper award.
"Developing Customer Relationship Strategies via an Analysis of Buying
Center Network Locus of Influence and Information Processing" (1990) in Research
Developments in International Marketing, Proceedings of the 6th
International Marketing and Purchasing Conference, SDA Bocconi,
Milan, Italy, with Thomas J. Page, Jr.
"Alternative Approach Strategies for Buyer-Seller Relations with the
Peoples Republic of China" (1988), in Research Developments in
International Marketing, Proceedings of the 4th International Marketing and
Purchasing Conference, University of Manchester Institute of Science and
Technology.
"Industrial Buying Behavior:
"Investigating the Salesperson Hiring Process" (1986), AMA Winter
Educators' Proceedings, with Martha Cooper.
"Managing Interorganizational Marketing"
(2985), in A Strategic Approach to Business Marketing, AMA Proceedings
Series, Spekman and
"Buyer-Seller Interactions in an Advanced-Technology Industry"
(1984), Proceedings Research Developments in International Marketing,
University of Manchester Institute of Science and Technology, pp. 58-86, with
Daniel H. McQuiston.
"The Buying Center Concept: Fact or Fiction"
(1984), Proceedings AMA Winter Educators' Conference, with Daniel H. McQuiston.
"Buyer-Seller Relations for High-Technology Products:
"The Effect of Power Differences on the Outcome of Consumer Bargaining
Situations" (1983), Advances in Consumer Research (10), Thomas Kinnear (ed.), with Thomas V. Bonoma.
"Communication as a Surrogate for Influence Between
Buyers and Sellers" (1983), Division 23 American Psychological Association
Proceedings, Michael Mazis (ed.).
"The Industrial Sales Force's Response to a Changing Environment"
(1982), in Issues in Industrial Marketing,
"Dyadic Communication Patterns in Industrial Buying Behavior" (1981),
in Buyer-Seller Interactions: Empirical Research and Normative Issues, Reingen and Woodside (eds.),
"Time and Consumer Behavior" (1980), in Advances in Consumer
Research, 7, Jerry Olsen (ed.).
"Sales force Attributions for Success and Failure" (1980), Proceedings
AMA Educator's Conference, Bagozzi et. al. (ed.),
"An Investigation of Attributions in Industrial
Selling" (1980), in Division 23 American Psychological Association
Proceedings, Sheth (ed.,), with Thomas J. Page,
Jr.
"Prototypical Power Systems: A Social Psychological Approach to
Industrial Marketing" (1978), Proceedings AMA Educators' Conference,
Jain (ed.),
"Consumer Decisions from a Subjective Expected Utility
(SEU) Viewpoint" (1978), Division 23 American Psychological Association
Proceedings, with Thomas V. Bonoma.
"Reconceptualizing Industrial Buying Behavior:
Toward Improved Research Approaches" (1977), Proceedings AMA Educators'
Conference, Greenberg and Bellenger (eds.),
SPONSORED RESEARCH
Global Customer Management: A Study of Contingency Effects.
Funding:
How Firms Relate to Their Markets: An Empirical Examination of Contemporary
Marketing Practices. Funding:
Measuring Network Competence: Some International Evidence. Funding:
The Selection and Organization of National Accounts: A North American
Perspective. Funding:
Evaluations, Expectations, and Behavioral Responses of Sales Managers. Funding:
The Effects of Organizational restructuring on Industrial Buying Behavior.
Funding:
Correlates of Adoption and Diffusion of Innovative
warehousing Automation (IWA); Marketing Implications. Funding:
Transitioning Major Technological Changes: Going Digital.
Funding: Lanier Worldwide Inc., 1996.
Strategic Account Management: Approaches and Metrics Funding: Target Marketing
Systems, 1996.
A Multi-Method Examination of Buyer-Seller Interactions among
Japanese and American Business People. Funding:
Performance, Attribution and Expectancy Linkages in Sales force Cognition.
Funding:
Administration,
Advertising in the People's Republic of
Multiple Opponent Bargaining: Moving Away from
Bilateral Monopoly Research. Funding:
Assessing the Effectiveness of Industrial Print Advertising
in the
Buyer-Seller Dyads between Developed and Developing Countries (8 country
research project). Funding: OSU Seed Money Grant;
Changing Realtors Behavior for Affirmative Action.
Funding: Housing and Urban Development (HUD);
The Industrial Sales Force Selection Process. Funding:
Deans Research Professorship: Communication Networks and Influence Patterns in
the Purchase of Raw Materials. Funding:
OTHER RESEARCH AND WORKING PAPERS
"A new Typology of Strategic Alliances," under review at the Journal of Marketing, with Tian "Frank" Xie.
PRESENTATIONS
"Establishing a
"Relationship Marketing: Who's on First?" (June
1996),
"Maximizing Publication Success: A Conversation with the
Gatekeepers," (November 1995),
"Publishing in the Organizational Sciences," (January 1995),
"Examining Buyer-Seller Interactions through Negotiation," (November
1994),
"Managing Customer Value," (November 1994, October
1995), Brazilian Business Group, Georgia Seminar,
"Promotional Strategies for Marketing a Country in the
Global Economy," (January, June, November 1994), Atlanta Management
Institute,
"Business-to-Business Bargaining with the Japanese:
"Marketing and Advertising Strategies for the People's
Republic of
"Investment Strategies for Korean Firms under an Appreciating Won"
(July 1988), Korean Trade Association (KOTRA),
"Industrial Buying Behavior Models and Methodological
Issues" (June 1988), Korean Young Marketing Scholars Meeting, Korean
Development Institute (KDI).
"Industrial Buying Behavior in
"Economic Development in the
"Buyer-Seller Interactions for Flexible Manufacturing Systems," The
Factory of the Future, How It Works, and Why Marketing Will Never Be the Same
Again, The
"Developing a Marketing Plan for a
"New Methodologies for Operationalizing the
buying Center," Special Session Panelist, Influence Flows Within the
Organizational Buying Center: Methodological Issues and Answers, American
Marketing Association Educators' Conference, Chicago, IL, August 1982.
"Industrial Marketing--The Sales Force Connection," American
Marketing Association Faculty Consortium,
"Evaluating
"Industrial Marketing Strategy Based Upon Buying Center Composition,"
TIMS/ORSA Conference,
"Size of a Firm as a Determinant of Exporting Attitudes
and Activities,"
"Communication Networks in Industrial Buying Behavior," TIMS
International Conference,