Wesley James Johnston
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Wesley James Johnston's AcademicInfluence.com Rankings
Wesley James Johnstonbusiness Degrees
Business
#881
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#964
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Marketing
#109
World Rank
#109
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Accounting
#170
World Rank
#188
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Management
#341
World Rank
#368
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Business
Wesley James Johnston's Degrees
- PhD Business Administration Stanford University
- Masters Business Administration Stanford University
Why Is Wesley James Johnston Influential?
(Suggest an Edit or Addition)Wesley James Johnston'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
- A Customer Relationship Management Roadmap: What is Known, Potential Pitfalls, and Where to Go (2005) (924)
- Managing in complex business networks (2004) (775)
- An Evaluation of Divergent Perspectives on Customer Relationship Management: Towards a Common Understanding of an Emerging Phenomenon (2004) (737)
- How Firms Relate to Their Markets: An Empirical Examination of Contemporary Marketing Practices (2002) (548)
- The Buying Center: Structure and Interaction Patterns (1981) (452)
- Theory Testing Using Case Studies in Business-to-Business Research (1999) (448)
- Organizational buying behavior: Toward an integrative framework (1996) (380)
- Corporate Social Responsibility: An Empirical Investigation of U.S. Organizations (2009) (353)
- The dynamics of long-term business-to-business exchange relationships (1994) (230)
- Is e-marketing coming of age? An examination of the penetration of e-marketing and firm performance (2007) (217)
- Relationship marketing theory in practice: A case study (1997) (185)
- The Coronavirus crisis in B2B settings: Crisis uniqueness and managerial implications based on social exchange theory (2020) (179)
- The future of B2B marketing theory: A historical and prospective analysis (2017) (167)
- Thirty years of the Journal of Business & Industrial Marketing: a bibliometric analysis (2017) (163)
- The social psychology of industrial buying and selling (1978) (161)
- Segmenting U.S. firms for export development (1981) (158)
- Learning to improvise, improvising to learn: a process of responding to complex environments (2002) (156)
- Industrial buying behavior (1977) (152)
- The role of innovation in driving the economy: Lessons from the global financial crisis (2014) (148)
- Customer Relationship Management Implementation Gaps (2004) (142)
- The impact of coercive and non-coercive forms of influence on trust, commitment, and compliance in supply chains (2010) (141)
- Relationship management: Managing the selling and the buying interface (1986) (121)
- When do B2B Brands Influence the Decision-Making of Organizational Buyers? An Examination of the Relationship between Purchase Risk and Brand Sensitivity (2011) (119)
- A forecast for the future. (1983) (113)
- Toward a model of business-to-business marketing communications effects (1997) (113)
- Beyond the Dyad: Electronic Commerce and Network Perspectives in Industrial Marketing Management (2001) (112)
- The performance implications of power-trust relationship: The moderating role of commitment in the supplier-retailer relationship (2014) (103)
- The performance implications of power-trust relationship: The moderating role of commitment in the supplier-retailer relationship (2014) (103)
- The performance implications of power-trust relationship: The moderating role of commitment in the supplier-retailer relationship (2014) (103)
- IoT adoption in agriculture: the role of trust, perceived value and risk (2018) (95)
- Constructivism and critical realism as alternative approaches to the study of business networks: Convergences and divergences in theory and in research practice (2013) (92)
- Marketing and sales: optimization of a neglected relationship (2006) (90)
- Customer response to dissatisfaction: A synthesis of literature and conceptual framework (2011) (86)
- Questions about network dynamics: Characteristics, structures, and interactions (2006) (84)
- Performance, Attribution, and Expectancy Linkages in Personal Selling (1994) (83)
- WHAT'S NEXT IN KEY ACCOUNT MANAGEMENT RESEARCH? BUILDING THE BRIDGE BETWEEN THE ACADEMIC LITERATURE AND THE PRACTITIONERS' PRIORITIES (2010) (82)
- Purchase process for capital equipment and services (1981) (80)
- Determinants of Joint Action in International Channels of Distribution: The Moderating Role of Psychic Distance (2012) (76)
- Sponsorship‐linked marketing: a set of research propositions (2011) (71)
- Customer Profitability: Prospective vs. Retrospective Approaches in a Business-to-Business Setting☆ (2001) (69)
- The selection and organization of national accounts: a North American perspective (1999) (68)
- Strategic alliances: incorporating the impact of e‐business technological innovations (2004) (66)
- Buyers’ Trust of the Salesperson: An Item-Level Meta-Analysis (2008) (66)
- International Industrial Marketing Interactions: Dyadic and Network Perspectives (1999) (63)
- Performance Implications of CRM Technology Use: A Multilevel Field Study of Business Customers and Their Providers in the Telecommunications Industry (2012) (61)
- Export attitudes of industrial manufacturers (1985) (60)
- Collaboration and collective learning: networks as learning organisations (2010) (54)
- Entrepreneurship, muddling through, and Indian Internet-enabled SMEs (2012) (52)
- The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers (2017) (51)
- Tension in a value co-creation context: a network case study (2017) (51)
- The Benefits of Sales Force Automation: A Customer’s Perspective (2009) (51)
- Absorptive capacity and network orchestration in innovation communities – promoting service innovation (2014) (50)
- The Role of Self-Regulation Training in Developing the Motivation Management Capabilities of Salespeople (2005) (50)
- The Supporting Function of Marketing in Corporate Social Responsibility (2009) (50)
- Country‐of‐origin effects in service evaluation in emerging markets: some insights from five West African countries (2008) (49)
- The IPS-EQ Model: Interpersonal Skills and Emotional Intelligence in a Sales Process (2013) (47)
- A customer engagement framework for a B2B context (2017) (47)
- Customer information utilization in business-to-business markets: Muddling through process? (2012) (46)
- The Implications of Business-to-Business and Consumer Market Differences for B2B Branding Strategy (2007) (46)
- Relationship equity and switching behavior in the adoption of new telecommunication services (2006) (46)
- Adoption of the Internet of Things technologies in business procurement: impact on organizational buying behavior (2018) (46)
- Securing and managing an organization's network legitimacy : the case of Motorola China (2008) (46)
- The return on trade show information (RTSI): a conceptual analysis (2010) (45)
- The effects of organizational restructuring on industrial buying behavior: 1990 and beyond (1996) (42)
- Benchmarking business‐to‐business marketing practices in emerging and developed economies: Argentina compared to the USA and New Zealand (2004) (41)
- Expanding the marriage metaphor in understanding long‐term business relationships (2006) (41)
- THE IMPACT OF DOWNSIZING AND RESTRUCTURING ON ORGANIZATIONAL COMPETITIVENESS (2000) (41)
- Decision Making under Uncertainty: A Direct Measurement Approach (1979) (39)
- Go Configure: The Mix of Purchasing Practices to Choose for Your Supply Base (2013) (39)
- Perspectives of SME innovation clusters development in Russia (2013) (38)
- Industrial buying behavior: A need for an integrative approach (1982) (38)
- A behavioral approach to organizational innovation adoption (2016) (37)
- Behavioral Implications of International Social Media Advertising: An Investigation of Intervening and Contingency Factors (2018) (37)
- Selling Centers and Buying Centers: Formulating Strategic Exchange Patterns (2013) (37)
- A meta-analytic review of influence strategies in marketing channel relationships (2018) (37)
- Using trade show information to enhance company success: An empirical investigation (2012) (36)
- Does customer information usage improve a firm's performance in business-to-business markets? (2012) (35)
- Transforming Partner Relationships Through Technological Innovation (2005) (34)
- Innovation adoption and diffusion in business-to-business marketing (2014) (33)
- Timeline of a financial crisis: Introduction to the special issue (2014) (32)
- Advances in industrial marketing theory and research from the Journal of Business and Industrial Marketing (1997) (32)
- Marketing and the structuration of organizational learning (2009) (32)
- Patterns in Industrial Buying Behavior. (1981) (31)
- Theoretical developments in industrial marketing management: Multidisciplinary perspectives (2013) (31)
- Influence in the organizational buying center and logistics automation technology adoption (1999) (29)
- An Empirical Investigation of the Formation and Implications of the Organizational Buyer's Strategic and Tactical Roles (1996) (29)
- Business‐to‐business marketing practices in West Africa, Argentina and the United States (2008) (29)
- Needed B2B marketing capabilities: Insights from the USA and emerging Latin America (2017) (28)
- Marketing role in B2B settings: evidence from advanced, emerging and developing markets (2019) (28)
- Taking time to understand theory (2012) (27)
- Co-creation of value-in-use through big data technology- a B2B agricultural perspective (2019) (27)
- Cooperative adoption of complex systems: a comprehensive model within and across networks (2005) (26)
- Revisiting the theory of business-to-business advertising (2020) (26)
- Partitioned pricing, price fairness perceptions, and the moderating effects of brand relationships in SME business markets (2017) (25)
- Organizational network legitimacy and its impact on knowledge networks: the case of China's TD‐SCDMA mobility technology (2010) (25)
- Measurement equivalence and applicability of core marketing concepts across Nigerian, Kenyan, Japanese and US firms (2002) (24)
- How critical events shape the evolution of sales organizations: A case study of a business-to-business services firm (2017) (24)
- The impact of supplier downsizing on performance, satisfaction over time, and repurchase intentions (2008) (24)
- Business and industrial marketing: past, present and future (1996) (22)
- Securing network legitimacy in China's telecommunication market (2007) (21)
- Business-to-business advertising: What are the dimensions of an effective print ad? (1995) (21)
- Who's acquiring whom? — Experimental evidence of firm size effect on B2B mergers and marketing/sales tasks (2014) (21)
- The impact of social and contractual enforcement on reseller performance: the mediating role of coordination and inequity during adoption of a new technology (2016) (20)
- Enhancing Knowledge Development in Marketing (2010) (20)
- Partnerships versus typical relationships between wood products distributors and their manufacturer suppliers (1998) (19)
- LOCUS OF CONTROL, TRUST, AND DECISION MAKING* (1979) (19)
- Contagion and learning in business networks (2017) (19)
- Contingent factors affecting network learning (2016) (18)
- Understanding Absorptive Capacity from a Network Perspective (2009) (17)
- International salesforce management: a relationship perspective (1997) (17)
- Time and Consumer Behavior (1981) (15)
- A history of the Journal of Business & Industrial Marketing (2006) (15)
- How multiple strategic orientations impact brand equity of B2B SMEs (2018) (15)
- Using case studies for theory testing in business-to-business research: The development of a more rigorous case study methodology (2001) (15)
- Total cost of ownership and customer value in business markets (2008) (15)
- The Organizational Buying Center: Innovation, Knowledge Management and Brand (2012) (14)
- Industrial-buying research 1965-2015: review and analysis (2019) (14)
- Cultivating organizational wisdom for value innovation (2019) (14)
- A review and integration of research on organizational buying behavior : working paper (1994) (14)
- Lateral influences and vertical authority in organizational buying (1977) (13)
- The Effect of Power Differences on the Outcome of Consumer Bargaining Situations (1984) (13)
- A Multi-Method Examination of Buyer-Seller Interactions among Japanese and American Businesspeople (1998) (12)
- The evolution of network positions in emerging and converging technologies (2009) (12)
- Communication networks and influence patterns in industrial buying behavior (1979) (12)
- Unit pricing and its implications for B2B marketing research (2018) (12)
- Emergent technologies, network paradoxes, and incrementalism (2012) (11)
- A Multi-Method Examination of Buyer-Seller Interactions among Japanese and American Businesspeople (1998) (11)
- Analyzing the industrial salesforce selection process (1981) (11)
- Salesperson Goal Orientations and the Selling Performance Relationship: The Critical Role of Mediation and Moderation (2013) (11)
- The value of business accelerators and incubators – an entrepreneur’s perspective (2020) (10)
- Covalence and Ionic Bonding In Business-to-Business Relationships: Insights From Chemistry (2005) (10)
- The Future of Business and Industrial Marketing and Needed Research (2014) (9)
- Industrial Purchasing Strategies: Recommendations for Purchasing and Marketing Managers (1987) (9)
- Managing salespeople : a relationship approach (1998) (9)
- How to recover B2B relationships after a failed online reverse auction (2019) (8)
- Trade show networks, trust and organizational learning: the effect of network ties (2020) (8)
- Industrial Sales Force Selection: Current Knowledge and Needed Research (2013) (8)
- Design Thinking in the Postmodern Organization (2011) (8)
- The Buying Center Concept: Fact or Fiction? (1984) (7)
- 20th Anniversary Special Issue (2006) (7)
- Evaluating the newer salesperson (1983) (7)
- Credit lender–borrower relationship in the credit card market – Implications for credit risk management strategy and relationship marketing (2014) (7)
- Special section on industrial buying behavior: Introduction (1982) (6)
- Organizational Commitment to Sales (2011) (6)
- Scientific muddling: Decision making through a Lindblomian lens (2012) (6)
- Electronically Wiring the Network: Efficient Consumer Response (Ecr) Electronic Data Interchange (Edi) and Interdependence (1999) (6)
- How post-merger integration duration affects merger outcomes (2020) (6)
- Managing Ambiguous Policies in China's Telecommunications Market: Network Navigation Insights and Techniques (2005) (6)
- Sociology, structuration and understanding business networks (2010) (5)
- Customer Relationship Management (CRM) Implementation Gaps (2004) (5)
- Involving customers in innovation: knowledgeability and agency as process variables (2018) (5)
- An attitudinal approach to determining Sponsorship ROI (2019) (5)
- Chapter 3 The Organizational Buying Center as a Framework for Emergent Topics in Business-to-Business Marketing (2012) (5)
- Beyond first or late mover advantages: timed mover advantage (2020) (5)
- Purchasing Business Services: The Inpact of Perceived Risk on Buyer-Seller Interaction (2006) (5)
- Business buyers are people too: exploring how geodemographics affects business-to-business selling effectiveness (2020) (4)
- E-Novation Customer Relationship Management (2011) (4)
- Driving participation and investment in B2B trade shows: The organizer view (2022) (4)
- The Impact of Sales Effort on Lead Conversion Cycle Time in a Business-to-Business Opportunity Pipeline (2016) (4)
- Bargaining, Negotiations, and Personal Selling (1988) (4)
- Cases in Marketing Management and Strategy (1984) (4)
- United States of America: A Snapshot of US' Practices (2009) (4)
- Business Buying Behavior (2015) (3)
- Electronic Marketing and Purchasing (2000) (3)
- Between flexibility and discipline in new product development: expertise as a boundary condition (2019) (3)
- Industrial Buying Behavior: Japan Versus the U.S. (1987) (3)
- Managing the content of LinkedIn posts: Influence on B2B customer engagement and sales? (2023) (3)
- Mixing and Matching Organizational Network Legitimacy Practices to China’s Telecommunication Market (2009) (3)
- Linking Cognitive Styles, Teaching Methods, Educational Objectives and Assessment: A Decision Tree Approach (1993) (3)
- Electronic Customer Relationship Management (eCRM) in a Business-to-Business Marketing Setting (2003) (3)
- Marketing: The Social Psychology of Conflict, Power, and Influence (1978) (3)
- Special section on international industrial (business-to-business) marketing (1995) (3)
- Using the Looking Glass at the International Center for Public Enterprises in Slovenia: Implications for Teaching Interpersonal Skills and Introducing International Business Concepts. (1996) (3)
- Mobile Advertising in Small Retailer Firms: How to Make the Most of It (2013) (2)
- Corporate social responsibility: a snapshot of U.S. organizations’ practices (2008) (2)
- Exploring the Role of the Project Manager in Organizational Knowledge Creation (2017) (2)
- The integration of logistics and marketing practice into baseline supply chain practices in the emerging markets (2022) (2)
- Alternative Approach Strategies For Buyer-Seller Relations With The Peoples Republic Of China (1988) (2)
- eCRM Marketing Intelligence in a Manufacturing Environment (2009) (2)
- Return on Trade Show Information: A Comparison of Exhibitor and Visitor Perspectives (2005) (2)
- Protectionism and Marketing Strategies for United States Firms (1990) (2)
- Organizational Characteristics and the Adoption of Innovative Warehouse Automation Technologies (2015) (2)
- On managing the process of global network legitimacy : a Chinese company perspective (2008) (2)
- Purchasing performance of engineering procurement and construction companies using a fuzzy quality function deployment approach (2020) (1)
- A Conceptual Framework for the Use of Customer Knowledge in Business-to-Business Markets (2005) (1)
- The Case of the Hand in Hand Rice Value Chain Initiative in India: How Can Social Enterprises Catalyze Inclusive Market Development? (2020) (1)
- Knowledge networks and organizational network legitimacy: lessons from China's Emerging TD-SCDMA Mobility Technology (2009) (1)
- Executive Business Doctorate: A Journey of Motivations, Expectancies, Cost and Realized Value (2017) (1)
- Leadership Style and Organizational Structure Alignment: Impact on Innovativeness and Business Performance (2020) (1)
- Building and managing relationships in a global network: IMP 2013 Atlanta (2014) (1)
- 1 Designer As Midwife Towards A New State-of-Mind ? (2009) (1)
- Organizational Innovation and Change Dissonance : Understanding User Acceptance of CRM Technology (2005) (1)
- The passing days of the passive physician. (1981) (0)
- Impact of government policies on MNEs and local organizations environmental initiatives (2010) (0)
- Corporate citizenship and marketing practices: An empirical study (2006) (0)
- The Project Manager as the Driver of Organizational Knowledge Creation (2020) (0)
- Driving from Performance through Commercial Capability: Conceptualization, Measurement and Impact on Firm Success (2013) (0)
- The Influence of Mergers and Acquisitions on R&D Managerial Decision Making: A Multiple-Case Study of Pharmaceutical Firms (2016) (0)
- Factors Affecting Relational Value and Relationship Quality in Relationship Success: A Network Perspective (2015) (0)
- IMP 2013: Building and Managing Relationships in a Global Network (2014) (0)
- A meta-analytic review of influence strategies in marketing channel relationships (2017) (0)
- Editorial: New JBIM initiatives to improve B2B research and provide greater scholarly alignment with practice (2023) (0)
- Marketing Oriented Strategies for Physicians: The Coming Competition in Health Care Delivery (2015) (0)
- The Industrial Marketing Strategist in the New Millenium (1998) (0)
- New evaluation metric for measuring sales training effectiveness (2023) (0)
- Sales Technology Relationship Building Role: Cognitive Insights from Salespeople and Customers (2009) (0)
- International Industrial Interactions: A Comparison of Japan and The United States (〔日本貿易学会 第40回〕全国大会研究報告) (2001) (0)
- Theoretical Model of E-Business Infusion in Manufacturer-Reseller Relationships (2009) (0)
- Special section on industrial marketing and purchasing strategies: Introduction (1986) (0)
- Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance (2021) (0)
- Book Review: Industrial Purchasing Strategies—Recommendations for Purchasing and Marketing Managers (1989) (0)
- Managing a borderless value chain : the case of Symbian and Intel (2004) (0)
- Using CRM data: Modeling and measuring the effect of sales force knowledge on customer decision making (2011) (0)
- REACTING TO A TEXTILE & APPAREL TRADE ENFORCEMENT ACT (1987) (0)
- eCRM in a Manufacturing Environment (2005) (0)
- Using the Looking Glass at the International Center for Public Enterprises in Slovenia: Implications for Teaching Interpersonal Skills and Introducing International Business Concepts (0)
- A Strategic Simulation of Different Intervention Plans to Evaluate Companies' Salespeople Developmental Intervention Decisions (2021) (0)
- Leaders in Sales and Sales Management (2013) (0)
- The Effects of Corporate Environmentalism on Vendor Selection: An Institutional View (2015) (0)
- Relationship marketing at the summit (2009) (0)
- AN EMPIRICAL INVESTIGATION OF THE EMERGENCE OF NETWORK CAPABILITY IN THE ENTREPRENEURIAL FIRM (INTERACTIVE PAPER) (2014) (0)
- Network theory and research on business-to-business relational exchanges in a digital business environment (2005) (0)
- Use of Employment Contracts by Marketing Professionals (2008) (0)
- Novating knowledge in business networks (2009) (0)
- Customer Relationship Management in the era of Network Competition (2006) (0)
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What Schools Are Affiliated With Wesley James Johnston?
Wesley James Johnston is affiliated with the following schools:
