Refereed Journal Articles
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“Customer Value Impact of Sales Contests,” with J. Garrett, Journal of the Academy of Marketing Science, forthcoming, 2010.
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"Sales Force Modeling: State of the Field and Research Agenda," with M.K. Mantrala, S. Albers, F. Caldieraro, O. Jensen, K. Joseph, M. Krafft, C. Narasimhan, A. Zoltners, R. Lal and L. Lodish, Marketing Letters, 21, 3, 255-272, 2010.
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"An Exploratory Study of Attendee Activities at a Business Trade Show," with C. Roster and S. Sridhar, Journal of Business and Industrial Marketing, 25 (4), 241-248, 2010.
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“How Companies Can Measure the Success of Their Relationship Marketing Investments,” with R. Palmatier and M. Houston, Marketing Intelligence Review, 1, 24-35, 2009.
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"Introduction: Special Issue on Enhancing Sales Force Productivity," with M. K. Mantrala and S. Albers, Journal of Personal Selling and Sales Management, 28 (2), 109-113, 2008.
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"Use of Relationship Marketing Programs in Building Customer-Salesperson and Customer-Firm Relationships: Differential Influence on Financial Outcomes." with L. Scheer, R. W. Palmatier, M.B. Houston, and K. R. Evans, International Journal of Research in Marketing, 24 (September) 210-223, 2007.
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"Returns on Business-to-Business Relationship Marketing Investments: Strategies for Leveraging Profits," with R.W. Palmatier and M. B. Houston, Marketing Science, 25 (5), 477-493, 2006.
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"A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface," with T.M. Smith and R. Chatterjee, Journal of Marketing Research, 43 (November), 564-579, 2006.
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"Optimal Pricing Strategies for an Automotive Aftermarketing Retailer," with M. K. Mantrala, P.B. Seetharaman, R. Kaul, and A. Stam, Journal of Marketing Research, 43 (November), 588-604, 2006.
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"The Complementary Effect of Trade Shows on Personal Selling," with T.M. Smith and P.M. Smith, International Journal of Research in Marketing, 21, 61-76, 2004.
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"Incorporating Shortage Strategies in Industrial Marketing" with W.B. Wagner, Journal of Business and Industrial Marketing, 16, 7, 540-552, 2001.
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“Generalizing About Trade Show Effectiveness: A Cross-National Comparison” with M.G. Dekimpe, P. Francois, G.L. Lilien and C. Van den Bulte, Journal of Marketing, 61, 4 (October), 55-64, 1997.
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“Do Trade Shows Pay Off?” with G.L. Lilien, J.D. Williams and I.K. Sequeira, Journal of Marketing, 59, 3 (July), 75-83, 1995.
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“A Three-Stage Model of Industrial Trade Show Performance,” with G.L. Lilien, Marketing Science, 14, 1 (Winter), 22-42, 1995.
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"Trade Show Guidelines for Smaller Firms," with J.D. Williams and J.M. Cox, Industrial Marketing Management, 22 (November), 265-275, 1993.
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"Planning and Performance Assessment of Industrial Trade Shows: An Exploratory Study," with J.D. Williams, International Journal of Research in Marketing, 9, 3 (August), 207-224, 1992.
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"A Communications Response Model for a Mature Industrial Product: Application and Implications," with R. Chatterjee, Journal of Marketing Research, 29 (May), 189-200, 1992.
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