Gary Lilien | Academic Influence

Gary Lilien's AcademicInfluence.com Rankings

Gary Lilien

Philosophy

#7192

World Rank

#10366

Historical Rank

#1612

USA Rank

Logic

#4260

World Rank

#5530

Historical Rank

#781

USA Rank

philosophy Degrees

Download Badge

Philosophy

Gary Lilien's Degrees

PhD Operations Research Stanford University
Masters Operations Research Stanford University
Bachelors Mathematics University of California, Berkeley

Similar Degrees You Can Earn

Best Online Bachelor's in Math 2025

Why Is Gary Lilien Influential?

(Suggest an Edit or Addition)

According to Wikipedia, Gary L. Lilien is Distinguished Professor of Management Science at the Smeal College of Business at Pennsylvania State University and is also the co-founder and research director of Institute for the Study of Business Markets ISBM, the world's leading institution focusing on fostering research in B2B markets.

(See a Problem?)

Gary Lilien'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

Performance Assessment of the Lead User Idea-Generation Process for New Product Development (2002) (1000)
A multi-stage model of word-of-mouth influence through viral marketing (2008) (892)
Medical Innovation Revisited: Social Contagion versus Marketing Effort1 (2001) (701)
Technological Opportunism and Radical Technology Adoption: An Application to E-Business (2002) (609)
Location, Location, Location: How Network Embeddedness Affects Project Success in Open Source Systems (2006) (505)
The timing of competitive market entry: an exploratory study of new industrial products (1990) (417)
Informants in Organizational Marketing Research: Why Use Multiple Informants and how to Aggregate Responses (2002) (351)
Turning adversity into advantage: Does proactive marketing during a recession pay off? (2005) (261)
The B2B Knowledge Gap (2016) (236)
Bias and Systematic Change in the Parameter Estimates of Macro-Level Diffusion Models (1997) (235)
First in, First out? The Effects of Network Externalities on Pioneer Survival (2004) (233)
Marketing Decision Making: A Model Building Approach (1984) (230)
Should Firms Spend More on Research and Development and Advertising during Recessions? (2011) (216)
A Three-Stage Model of Industrial Trade Show Performance (1995) (194)
Bayesian Estimation and Control of Detailing Effort in a Repeat Purchase Diffusion Environment (1981) (191)
The Emergence of Dominant Designs (2006) (189)
Do Trade Shows Pay Off? (1995) (171)
Exceptional Paper---ADVISOR 2: Modeling the Marketing Mix Decision for Industrial Products (1979) (164)
Repeat-Buying: Theory and Applications. (1973) (161)
Performance implications of deploying marketing analytics (2013) (160)
An Exploratory Investigation of the Structure of the Buying Center in the Metalworking Industry (1984) (160)
Assessing Response to Industrial Marketing Strategy (1978) (159)
A market entry timing model for new techniques (1986) (147)
Generalizing about Trade Show Effectiveness: A Cross-National Comparison (1997) (145)
Bridging the Academic–Practitioner Divide in Marketing Decision Models (2011) (143)
Determinants of new industrial product performance: a strategic re-examination of the empirical literature (1989) (138)
DSS Effectiveness in Marketing Resource Allocation Decisions: Reality vs. Perception (2004) (129)
Software Tools for New Product Development (1997) (125)
New industrial product performance: The effects of market characteristics and strategy☆ (1985) (124)
Market planning for new industrial products (1980) (118)
Marketing Engineering: Computer-Assisted Marketing Analysis and Planning (1998) (116)
How Incorporating Feedback Mechanisms in a DSS Affects DSS Evaluations (2009) (95)
Research Traditions in Marketing (1994) (94)
Business-to-Business Buying: Challenges and Opportunities (2015) (94)
Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls (2014) (93)
The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads (2013) (93)
Multiple Source Procurement Competitions (1991) (84)
Industrial market segmentation by the structure of the purchasing process (1980) (81)
Offering Online Recommendations with Minimum Customer Input Through Conjoint-Based Decision Aids (2008) (80)
Optimal Price Subsidy Policy for Accelerating the Diffusion Of Innovation (1983) (77)
A MARKET ENTRY TIMING MODEL FOR NEW TECHNOLOGIES * (2004) (76)
Developing and Testing a Contingency Paradigm of Group Choice in Organizational Buying (1991) (74)
Chapter 2 Explanatory and predictive models of consumer behavior (1993) (73)
User-Generated Open Source Products: Founder's Social Capital and Time to Product Release (2012) (73)
Do Retailers Benefit from Deploying Customer Analytics (2014) (73)
Industrial innovation and firm performance: A re-conceptualization and exploratory structural equation analysis☆ (1993) (72)
A descriptive model of the trade-show budgeting decision process (1983) (70)
New “Brainstorming” Principles (1994) (67)
Two-Stage Partial Observability Models of Innovation Adoption (2001) (66)
Principles of Marketing Engineering (2007) (65)
Survival of high tech firms: The effects of diversity of product-market portfolios, patents, and trademarks (2008) (61)
The Total Product Design Concept and an Application to the Auto Market (2012) (60)
A Multi-Stage Model of Word of Mouth Through Electronic Referrals (2004) (60)
A decision-support system for evaluating sales prospects and launch strategies for new products (1986) (59)
New Industrial Product Design and Evaluation Using Multiattribute Value Analysis (1987) (58)
The Advisor Project: A Study of Industrial Marketing Budgets (1979) (55)
Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets (2017) (52)
An International Comparison of the Determinants of Industrial Marketing Expenditures (1984) (51)
Marketing’s roles in innovation in business-to-business firms: Status, issues, and research agenda (2013) (50)
Handbook of Business-to-Business Marketing (2012) (48)
Prediction Markets as institutional forecasting support systems (2010) (47)
Bridging the marketing theory–practice gap with marketing engineering (2002) (46)
Business-to-business marketing: Looking back, looking forward (2012) (41)
Effective Marketing Science Applications: Insights from the ISMS-MSI Practice Prize Finalist Papers and Projects (2013) (39)
Organizational Buying Behavior (2014) (39)
Technological innovation: Minimizing technological oversights: A marketing research perspective (1997) (38)
Within-Seller and Buyer–Seller Network Structures and Key Account Profitability (2018) (38)
Marketing Spending Strategy in Recessions (2010) (38)
Using single informants to study group choice: An examination of research practice in organizational buying (1992) (38)
On optimal salesforce compensation in the presence of production learning effects (1990) (37)
Calculating, creating, and claiming value in business markets: Status and research agenda (2010) (36)
Industrial Advertising Effects and Budgeting Practices (1976) (35)
Strategies Behind The Successful Industrial Product Launch (1984) (35)
Searching for Generalizations in Business Marketing Negotiations (1995) (35)
Purchasing Managers' Perceived Bias in Supplier-Selected Referrals (2013) (33)
Application of a Modified Linear Learning Model of Buyer Behavior (1974) (31)
A Model for Allocating Retail Outlet Building Resources across Market Areas (2011) (31)
An experimental study of alternative preparation aids for international negotiations (1992) (30)
MS/OR: A Mid-Life Crisis (1987) (30)
Strategic Manipulation of University Rankings, the Prestige Effect, and Student University Choice (2019) (29)
Game theory in marketing science uses and limitations (1986) (29)
Marketing and production capacity strategy for non-differentiated products: Winning and losing at the capacity cycle game (1999) (28)
Award The B 2 B Knowledge Gap ☆ (2016) (27)
Supplier-Selected Referrals (2014) (26)
Modeled to bits: Decision models for the digital, networked economy (2000) (26)
Business Marketing : Present and Future (1987) (23)
Mapping the Bounds of Incoherence: How Far Can You Go and How Does It Affect Your Brand? (2007) (22)
Characteristics of the industrial distributor's innovation activities: An exploratory study (1988) (22)
The Inaugural ISMS Practice Prize Competition (2004) (21)
Marketing Models: Past, Present and Future (1994) (20)
Trade Shows in the Business Marketing Communications Mix (2012) (19)
A MODIFIED LINEAR LEARNING MODEL OF BUYER BEHAVIOR (1974) (18)
Predicting Sales Takeoff for Whirlpool ’ s New Personal Valet (2004) (17)
An Exploratory Study of Trade Show Formation and Diversity (2008) (16)
Editorial - The Science-to-Practice Initiative: Getting New Marketing Science Thinking into the Real World (2012) (15)
Doctoral Programs in Business-to-Business Marketing: Status and Prospects (1998) (15)
A New Approach to Industrial Market Segmentation (2017) (15)
Minimizing Technological Oversights: A Marketing Research Perspective (1998) (15)
Business Market Segmentation Procedure for Product Planning (1994) (14)
The Implications of Diffusion Models for Accelerating the Diffusion of Innovation (1980) (14)
DESIGNOR: A Decision Support Procedure for Industrial Product Design (1982) (14)
ADVERTISING COOPETITION : WHO PAYS? WHO GAINS? (2001) (13)
Framing the university ranking game: actors, motivations, and actions (2014) (13)
Models of the multiperson choice process with application to the adoption of industrial products (1976) (13)
Tutorial to accompany Marketing engineering, computer-assisted marketing analysis and planning (1998) (13)
A Note on Offshore Oil Field Development Problems and Suggested Solutions (1973) (13)
The impact of information and computer based training on negotiators' performance (1990) (12)
The age of marketing engineering (1998) (12)
Marketing Engineering: Models that Connect with Practice (2008) (11)
Marketing mix analysis : with Lotus 1-2-3 (1987) (10)
Efficiency of Alternative Bargaining Procedures (1984) (10)
ANALYZING NATURAL EXPERIMENTS IN INDUSTRIAL MARKETS (1982) (10)
A System of Promotional Models (1972) (10)
Referral equity and referral management: the supplier firm's perspective (2010) (10)
New Product and Brand Management: Marketing Engineering Applications (1998) (10)
Institutional Forecasting: The Performance of Thin Virtual Stock Markets (2006) (9)
Handbooks in Operations Research and Management Science: Marketing, Volume 5 (1994) (9)
Characteristics of the Industrial Distributor's Innovation Activities (1988) (9)
Reply to Farris and Buzzell's Comment on ADVISOR 2 Paper (1980) (9)
Editorial: Reflections (1987) (9)
How Feedback Can Improve Managerial Evaluations of Model-Based Marketing Decision Support Systems (2006) (8)
Industry-University Cooperation at Penn State's Institute for the Study of Business Markets (1990) (8)
Formal Models of Group Choice in Organizational Buying: Toward a Contingency Paradigm (1989) (8)
Chapter 1 Mathematical marketing models: Some historical perspectives and future projections (1993) (8)
Erratum to Bias and Sysematic Change in the Parameter Estimates of Macro-Level Diffusion Models (1998) (8)
Marketing management and strategy : marketing engineering applications (1999) (7)
Informants in Organizational Marketing Research (2000) (7)
New Methods for Estimating Business Markets (1993) (7)
Models of new product diffusion : current status and research agenda (1979) (6)
“ Leveraging Customer Information for Competitive Advantage . ” (2000) (6)
First In, First Out? the Effects of Network Externalities on Pioneer Suwival Network Externalities and Pioneer Survival 141 (2004) (6)
2007 ISMS Practice Prize Competition - Special Section Introduction (2008) (6)
The market for solar cooling: perceptions, response and strategy implications (1978) (6)
The Ombudsman: Academic Research in MS/OR: Science or Trivial Pursuit? (1986) (6)
Research Tradition in Marketing (1994) (6)
Editorial: MS/OR on Thin Ice (1985) (6)
A Dynamic Model of Business Trade Show Effectiveness (1994) (5)
Mathematical Marketing Models : Some Historical Perspectives and Future Projections (2004) (5)
The Effect of Feedback and Learning on DSS Evaluations (2006) (5)
A Model for Manpower Management (2015) (4)
How and Why Decision Models Influence Marketing Resource Allocations (2001) (4)
GOVERNMENT SUPPORT FOR NEW TECHNOLOGIES : THEORY AND APPLICATION TO PHOTOVOLTAICS (1982) (4)
APPLICATIONS OF 9 INNOVATION DIFFUSION MODELS IN MARKETING (2004) (4)
The consumer response to photovoltaics: the MIT Sun Day experience (1979) (4)
Editorial: A Retrospective from the Editors-in-Chief on the History of Interfaces/INFORMS Journal on Applied Analytics (2020) (4)
The Ombudsman: Who's at Fawlt at Fawlty Towers? Commentaries on the Citation Dilemma (2008) (4)
Emerging Approaches to Retail Outlet Management (2015) (4)
The diffusion of photovoltaics : background, modeling, calibration and implications for government policy (1978) (4)
Marketing Decision Support Models: The Marketing Engineering Approach (2006) (4)
Is Academic Marketing Losing Its Way? Embrace Intermediaries ☆ (2010) (4)
Perspectives on university research centers: lessons from the ISBM (2017) (4)
Editorial: Shared Information and the Zero-Sum Mentality (1982) (4)
Chapter 17 Marketing strategy models (1993) (3)
Marketing management : Analytic exercises with Lotus 1-2-3 (1988) (3)
A utility model for product positioning (2015) (3)
A model-based methodology for assessing market response for new industrial products (1980) (3)
A Model of Trade Show Diversity (1997) (3)
Advisor 2 - a study of industrial marketing budgeting : part 1 : background, data and norm models (1978) (3)
First in , First Out ? The Surprising Effects of Network Externalities on Pioneer Survival ” (2002) (3)
Special Section Introduction by the ISMS Practice Prize Competition Chairman: Special Section Introduction by the ISMS Practice Prize Competition Chairman (2005) (3)
Marketing Research: Marketing Engineering Applications (1999) (2)
20/30 Hindsight: If the President Likes a New Product Program a Model Won't Kill It (1983) (2)
Offering online recommendations to impatient first-time customers with conjoint-based segmentation trees (2005) (2)
Market knowledge, social capital and absorptive capacity: An analysis of knowledge spillovers within marketing departments (2001) (2)
Editorial: Interfaces: Fact or Fiction (1984) (2)
A Program of Action for Business-to-Business Doctoral Programs: A Reply to Grahame Dowling (1998) (2)
A Game-Theoretic Analysis of Capacity Competition in Non-Differentiated Oligopolistic Markets (1996) (2)
“ Buyer Preferences for Vendors in Business Markets : A Triadic Perspective ” (2002) (2)
Merit Aid and Competition in the University Marketplace (2007) (2)
Why Bass Model Estimates May Be Biased ( and What It Means ) (2)
Driving Customer Analytics From the Top (2020) (2)
Market assessment for active solar heating and cooling products. Category B: A survey of decision makers in the HVAC market place. Survey instruments (1980) (2)
New Industrial Product Performance: Models and Empirical Analysis (1988) (2)
A 7-Point Program for Successful Academic Research in Marketing (2000) (2)
The 2004 ISMS Practice Prize Competition (2005) (2)
Industrial Adoption of Solar Air Conditioning: Measurement Problems, Solutions and Marketing Implications (2013) (1)
Design Orientation and New Product Performance (2018) (1)
PV1 model verification and validation (1981) (1)
Model Relativism: A Situational Approach to Model Building (2015) (1)
Editorial: Practitioners Wha Hae (1984) (1)
The photovoltaic market analysis program : background, model development, applications and extensions (1981) (1)
Marketing’s roles in innovation in business-to-business firms: Status, issues, and research agenda (2013) (1)
“ Informants in Organizational Marketing Research : How many , Who , and How to Aggregate Opinions ? ” (1999) (1)
Reflections of an Accidental Marketer (2008) (1)
Advisor 2 - a study of industrial marketing budgeting : part 2 : change models, distribution channel models, uses (1978) (1)
INFORMANTS IN ORGANIZATIONAL MARKETING RESEARCH: HOW MANY, WHO, AND HOW TO AGGEGRATE RESPONSES? (2000) (1)
Trends in Business Markets (2015) (1)
Preface (1993) (0)
IJRM special section introduction: EMAC distinguished marketing scholar papers (2020) (0)
A Methodology For Investigating Heterogeneous Perceptual Structures (1979) (0)
Industrial Advertising Effects and Budgeting Practices: A Review (2011) (0)
Methodology for Investigating Differences in Evaluation Criteria Among Industrial Buying Influences (2011) (0)
Defining And Assessing The Effects Of Attribute Incoherence (2005) (0)
Driving Customer Analytics From the Top (2020) (0)
Within-Seller and BuyerrSeller Network Structures and Key Account Profitability (2017) (0)
METHODOLOGY FOR SEGMENTING INDUSTRIAL MARKETS ON THE BASIS OF BUYING CENTER COMPOSITION* (2008) (0)
Marketing management : analytic exercises for spreadsheets (1993) (0)
The Advisor Project, a Study of Industrial Marketing Budgeting: Non-Technical Overview (2018) (0)
PLANNING AND ANALYSIS FOR DEVELOPMENT AND COMMERCIALI- ZATION OF PHOTOVOLTAIC ENERGY CONVERSION SYSTEMS FINAL REPORT (0)
Diffusion of photovoltaics: background, modeling, and initial reaction of the agricultural-irrigation sector (1978) (0)
On the Value of Controversy (1983) (0)
The Marketing Engineering Imperative: Introduction to the Special Issue (2001) (0)
Program of Action for Business-to-Business Doctoral Programs: A Reply to Commentary (2020) (0)
Editorial: A Progress Report (1983) (0)
University Ranking Publications: to Manipulate or Not to Manipulate (2016) (0)
Management and Mismanagement of SME Accounts in Business-to-Business Markets (2018) (0)
Comment on “Clearing the paradigmatic fog – How to move forward in business marketing research: A response to ” (2022) (0)
Is Social Contagion All It ’ s Cracked Up to Be in New Product Diffusion ? : Medical Innovation Revisited (1998) (0)
2 Location , Location , Location : How Structural Embeddedness Affects Project Success in Open Source Systems (2004) (0)
Do European Industrial Marketers Budget Differently?: An International Comparison Via the Advisor Model (2011) (0)
Connect, engage, transform: how B2B researchers can engage in impactful industry collaboration (2020) (0)
Evaluating Effectiveness of Participation in Trade Shows : Measurement and Analysis Stages (2004) (0)
EXPRESS: Horizontal Referrals in B2B Markets (2023) (0)
A cross-national model of trade show effectiveness (1996) (0)
Table of Contents Description of the Bass Model (2007) (0)
ARVlND RANGASWAMY and GARY L . LILIEN ' Software Tools for New Product Development (2004) (0)
The Editor's Green Eyeshade: Verification, Etc. (1987) (0)
Marketing Engineering: Market Analysis and Planning for the Information Age, with CD-ROM (1997) (0)
ON A CLEAR DAY YOU CAN SEE THE MARKET - COMMENT (1993) (0)
GERRIT H . VAN BRUGGEN , GARY L . LILIEN , and MANISH KACKER (2004) (0)
1 MARKETING MODELS : PAST , PRESENT AND FUTURE (2004) (0)
Business marketing: Introduction (1988) (0)
Raji Srinivasan , Gary L . Lilien , & Arvind Rangaswamy The Emergence of Dominant Designs (2006) (0)
Sales Reps' Follow-Up of Marketing Leads Measure (2019) (0)
Judging the CPMS/TIMS Prize Winners (1982) (0)
Analytic Support for Managing New Industrial Products (1984) (0)
A GAME-TBEBRETfC ANALYSIS OF CAPACITY CUM13ETtTtUN tN (2004) (0)
How many dollars for industrial advertising? research in progress (ADVISOR Project) (1974) (0)
Business-to-Business Buying: Challenges and Opportunities (2015) (0)
Advisor 1: A Descriptive Model of Advertising Budgeting for Industrial Products (2015) (0)
An Operational Structure for Assessing Industrial Response to Marketing Strategy: Overview (2014) (0)
Editorial: Special Issue on the Forestry Products Industry (1984) (0)
A marketing promotion model with word of mouth effects (2011) (0)
FIGURE 1 Demands on Sales Reps ' Time Sales Reps ' Responsibilities Customer Acquisition Customer Retention Nonsales Activities (2012) (0)
h SYSTEM OF PROMOTIONAL MODExLS * (2004) (0)
Perspectives on university research centers: lessons from the ISBM (2017) (0)
Managing ad hoc sales encounters in B2B markets (2022) (0)
Developing Knowledge-Based Innovation Advantage through Organizational Learning Strategies (2009) (0)
Book Review: Marketing Management Support Systems: Principles, tools and Implementation (2001) (0)
APPLiCATlON OF A MODIFIED LINEAR MODEL OF BUYER BEHAVIOR (0)
Trends in Business Markets (2015) (0)
A Theory of Size and Product Diversity of Marketplaces with Application to the Trade Show Arena (2000) (0)
A Repeat Purchase Diffusion Model: Bayesian Estimation and Control (2015) (0)
Author ' s personal copy Marketing spending strategy in recessions (2010) (0)
In Memory of William J. Abernathy (1984) (0)
The inaugural EMAC Distinguished Marketing Scholar Award (2011) (0)
Editorial: Interfaces: An International Journal (1983) (0)
Differences in perceptions and evaluation criteria among groups influencing industrial buying decisions (1979) (0)
The 2005 ISMS Practice Prize Competition---Special Section Introduction: The 2005 ISMS Practice Prize Competition (2007) (0)
Purchase intention, purchase behavior and the active solar market: a follow-up study. Final report (1982) (0)
The ADVISOR* project : advertising budgeting for industrial products : a nontechnical overview (1975) (0)
A Theory of Intraperson Games (2007) (0)

This paper list is powered by the following services:

Other Resources About Gary Lilien

en.wikipedia.org

What Schools Are Affiliated With Gary Lilien?

Gary Lilien is affiliated with the following schools: