Barton Weitz
#127,702
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Barton Weitzbusiness Degrees
Business
#644
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#707
Historical Rank
Marketing
#73
World Rank
#73
Historical Rank
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Why Is Barton Weitz Influential?
(Suggest an Edit or Addition)Barton Weitz's Published Works
Number of citations in a given year to any of this author's works
Total number of citations to an author for the works they published in a given year. This highlights publication of the most important work(s) by the author
Published Works
- The Use of Pledges to Build and Sustain Commitment in (1992) (2669)
- Determinants of Continuity in Conventional Industrial Channel Dyads (1989) (2532)
- Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces (1997) (2370)
- The SOCO Scale: A measure of the customer orientation of salespeople. (1982) (1692)
- The Use of Pledges to Build and Sustain Commitment in Distribution Channels (1992) (1215)
- Learning Orientation, Working Smart, and Effective Selling (1994) (1141)
- Corporate Hypocrisy: Overcoming the Threat of Inconsistent Corporate Social Responsibility Perceptions (2009) (997)
- Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986) (822)
- Personal selling and sales management: A relationship marketing perspective (1999) (818)
- Relationship marketing and distribution channels (1995) (803)
- Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990) (750)
- Effectiveness in sales interactions: A contingency framework. (1981) (720)
- Attributions in the Board Room: Causal Reasoning in Corporate Annual Reports (1983) (622)
- Forward Integration into Distribution: An Empirical Test of Transaction Cost Analysis (1988) (609)
- When Should a Retailer Create an Exciting Store Environment (2006) (578)
- Knowledge, motivation, and adaptive behavior : a framework for improving selling effectiveness (1986) (486)
- Crafting Integrated Multichannel Retailing Strategies (2010) (475)
- Resource Allocation Behavior in Conventional Channels (1987) (446)
- Industrial Purchasing: An Empirical Exploration of the Buyclass Framework (1987) (407)
- Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation (1989) (397)
- Adaptive Selling: Conceptualization, Measurement, and Nomological Validity: (1990) (383)
- The Changing Environment of Selling and Sales Management (2005) (347)
- Relationship between Salesperson Performance and Understanding of Customer Decision Making (1978) (339)
- Supply Chain Management and Retailer Performance: Emerging Trends, Issues, and Implications for Research and Practice (2009) (334)
- Brand and country-of-origin effect on consumers' decision to purchase luxury products☆ (2012) (274)
- The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982) (255)
- Sales and Marketing Integration: A Proposed Framework (2005) (249)
- Selling: Building Partnerships (1992) (239)
- Relationship Quality and Buyer-Seller Interactions in Channels of Distribution (1999) (218)
- Self-Disclosure on the Web: the Impact of Privacy Policy, Reward, and Company Reputation (2002) (212)
- Handbook of marketing (2002) (197)
- Dispositional antecedents and outcomes of political skill in organizations: A four-study investigation with convergence (2007) (179)
- The Impact of Staffing Policies on Retail Buyer Job Attitudes and Behaviors (1996) (161)
- Brand Introduction Strategies and Competitive Environments (1990) (156)
- Performance in principal-agent dyads: the causes and consequences of perceived asymmetry of commitment to the relationship (1997) (151)
- The Effectiveness of Industrial Print Advertisements across Product Categories (1980) (142)
- Managing conflict to improve the effectiveness of retail networks (2004) (135)
- From the invisible hand to the gladhand: Understanding a careerist orientation to work (1991) (130)
- Career Plateaus Reconsidered (1988) (126)
- When Should a Retailer Create an Exciting Store Environment? (2006) (119)
- Creativity in Buyer-Seller Relationships: The Role of Governance (2008) (118)
- Managing Marginal Employees: The Use of Warnings and Dismissals (1980) (109)
- An international perspectiveon luxury brand and country-of-origin effect (2009) (109)
- Marketing the Unfamiliar: The Role of Context and Item-Specific Information in Electronic Agent Recommendations (2002) (108)
- The Role of Emotional Expression and Mentoring in Internship Learning (2011) (95)
- Introduction to Special Issue on Competition in Marketing (1985) (93)
- Summer Interns: Factors Contributing to Positive Developmental Experiences. (1990) (90)
- The revolution in distribution: Challenges and opportunities (1997) (80)
- Time Horizon Effects on Product Evaluation Strategies (1977) (79)
- The embedded sales force: Connecting buying and selling organizations (2010) (79)
- Increasing Sales Productivity by Getting Salespeople To Work Smarter (2013) (78)
- The Interface of marketing and strategy (1990) (72)
- Product Development - Managing a Dispersed Process by (2011) (67)
- Time horizon effects on product evaluation strategies. (1977) (67)
- A Cross-National Investigation of Incentive Sales Compensation (2006) (66)
- Role of Product Knowledge in Evaluation of Brand Extension (1991) (60)
- Salespersons’ Management of Conflict in Buyer–Seller Relationships (2009) (58)
- Socialization Tactics of New Retail Employees: A Pathway to Organizational Commitment (2014) (58)
- Evaluating the Statistical Significance of Models Developed by Stepwise Regression (1983) (53)
- Effectiveness in Sales Interactions: A Contingency Framework (1981) (51)
- The American Marketing Association Definition of Marketing: Moving from Lagging to Leading Indicator (2007) (49)
- Understanding managers' strategic decision-making process (1994) (46)
- Retrospective Self-Insight on Factors Considered in Product Evaluation (1979) (44)
- Essentials of Retailing (1995) (42)
- Forward integration into distribution (1988) (38)
- Commitment and Its Consequences in the American Agency System of Selling Insurance (1998) (34)
- Selling, principles and methods (1976) (32)
- When Ingratiation Backfires: The Role of Political Skill in the Ingratiation–Internship Performance Relationship (2014) (29)
- The impact of retail format diversification on retailers’ financial performance (2018) (29)
- The effects of risk preference, uncertainty, and incentive compensation on salesperson motivation (1991) (28)
- Vertical Relationships in Distribution Channels: A Marketing Perspective (2004) (28)
- An Empirical Examination of Economic Rationales for Companies' Use of Sales Contests (2004) (25)
- Retailing Management -6/E. (2007) (23)
- Buyer-supplier relational characteristics and joint decision making (1994) (23)
- Modeling links between the decision-making process and luxury brand attachment: An international comparison (2013) (18)
- Readings in strategic marketing : analysis, planning, and implementation (1988) (17)
- An Organizational Coordination Model of Salesforce Compensation Plans: Theoretical Analysis and Empirical Test (1987) (17)
- Trends in U.S. Retailing (2010) (16)
- Hiring and Promotion Policies in Sales Force Management: Some Antecedents and Consequences (2013) (16)
- Cultural impact on European staffing decisions in sales management (2003) (16)
- Retail career attractiveness to college students: Connecting individual characteristics to the trade-off of job attributes (2016) (15)
- Strategic marketing : planning, implementation, and control (1984) (15)
- Career Plateaus in the Salesforce: Understanding and Removing Blockages to Employee Growth (2013) (13)
- The Effects of Brandbconsumer Relationships Upon Consumers Attributions and Reactions (1999) (12)
- A framework for analyzing vertical integration issues in marketing (1983) (12)
- The salesperson as a marketing strategist : the relationship between field sales performance and insight about oneʾs customers (1978) (11)
- Internal selling: Antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance (2020) (10)
- The Moderating Influence of Motivational Orientation On the Relationship Between Shopping Environment Arousal and Behavior (2003) (10)
- Introduction to the special issue on marketing strategy (1992) (7)
- Comparative urban social indicators: Problems and prospects (1977) (7)
- Harnessing Internal Support to Enhance Customer Relationships: The Role of Networking, Helping, and Allocentrism (2019) (7)
- Retailing Management, 9th Edition (1994) (6)
- Salesperson Effectiveness: A Behavioral Perspective (2012) (4)
- Are You Like Me? I Will Be Attached to You. Empirical Findings from an International Research About Consumer, Brand and Store Personality Congruence in Luxury Sector. (2016) (4)
- The amount and direction of effort : an attributional study of salesperson motivation (1985) (4)
- Electronic retailing: Market dynamics and entrepreneurial opportunities (2000) (3)
- Achieving strategic advantages in buyer-supplier relationships : working paper (1996) (3)
- Call for Papers for Special Section on Competition in Marketing (1983) (2)
- Conflict management and commitment : effects on relationship quality in conventional distribution channels (1996) (1)
- Socialization Tactics of New Retail Employees Questionnaire (2017) (1)
- Outcome Sales Performance Scale (2015) (0)
- Internal Selling Behavior, Networking Ability, and Salesperson Performance--Model (2020) (0)
- Reflections on Editing Journal of Marketing Research, 1992–1994 (2014) (0)
- Editorial (1992) (0)
- Consumer Attitudes and Orientations Measurement Scales (2017) (0)
- Selling Orientation-Customer Orientation Scale (2015) (0)
- Introduction to Special Issue on Competition (2016) (0)
- The impact of retail format diversification on retailers’ financial performance (2017) (0)
- Visioning the future (2010) (0)
- Editorial (1992) (0)
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What Schools Are Affiliated With Barton Weitz?
Barton Weitz is affiliated with the following schools:
