Research For Lisa K. Scheer

Refereed Journal Articles

"The Effects of Supplier Capabilities on Customer Loyalty in Industrial Buyer-Supplier Relationships:  The Mediating Role of Customer Dependence," with C. Fred Maio and J. Garrett, Journal of the Academy of Marketing Science, forthcoming, 2009.

"The Role of Network Ties and a Collective Work Environment in the Formation of Salesperson Distributive Fairness Judgements," with T. Arnold, T. Landry, and S. Stan, Journal of Personal Selling and Sales Management, 29 (1, Winter), 61-80, 2009.

"Achieving Relationship Marketing Effectiveness in Business-to-Business Exchanges," with R.W. Palmatier, K.R. Evans and T.J. Arnold, Journal of the Academy of Marketing Science, 36 (2, June), 174-190, 2008.

"Trust at Different Organizational Levels," with E. Fang, R. W. Palmatier, and N. Li,  Journal of Marketing, 72 (March), 80-98, 2008.

"Use of Relationship Marketing Programs in Building Customer-Salesperson and Customer-Firm Relationships:  Differential Influence on Financial Outcomes," with R.W. Palmatier, M.B. Houston, K.R. Evans and S. Gopalakrishna, International Journal of Research in Marketing, 24 (3), 210-23, 2007.

"Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty," with R. Palmatier and J. Steenkamp, Journal of Marketing Research, 44 (2), 185-199, 2007.  (Featured in the May 1, 2007, Marketing News and the June 2007 Marketing Thought Leaders Newsletter, both of which are published by the American Marketing Association.)

"Reactions to Perceived Inequity in U.S. and Dutch Interorganizational Relationships" with N. Kumar and J. Steenkamp, Academy of Management Journal, 46 (3), 303-316, 2003.

"From Market Driven to Market Driving" with N. Kumar and P. Kotler, European Management Journal, 18 (2), 129-142, 2000. (Excerpted and reviewed in The Antidote:  The Independent Guide to Issues Currently on the Management Agenda, 28, 12-14.)

"Interdependence, Punitive Capability, and the Reciprocation of Punitive Action in Channel Relationships" with N. Kumar and J. Steenkamp, Journal of Marketing Research, 35 (May), 225-235, 1998.

"The Effects of Trust and Interdependence on Relationship Commitment: A Trans-Atlantic Study" with I. Geyskens, J. Steenkamp, and N. Kumar, International Journal of Research in Marketing, 13, 303-317, 1996.

"The Effects of Perceived Interdependence on Dealer Attitudes" with N. Kumar and J. Steenkamp, Journal of Marketing Research, 32 (August), 348-356, 1995.

"The Effects of Supplier Fairness on Vulnerable Resellers" with N. Kumar and J. Steenkamp, Journal of Marketing Research, 32 (1), 54-65, 1995.

"The Effect of Influence Type and Performance Outcomes on Attitude toward the Influencer," with L. Stern, Journal of Marketing Research, 29 (February), 128-142, 1992.

Conference Proceedings

"Unresolved Research Questions in Channel Relationships," Erin Anderson Memorial Business-to-Business Research Conference, Wharton Business School, Philadelphia, Pennsylvania, October 17, 2008.

"Opportunities in Business-to-Business Research - Embracing the Complexity," ISBM Academic Conference, La Jolla, CA, August 7, 2008.

"The Antecedents of Relationship Termination Costs" with W. Smith, Jr., Enhancing Knowledge Development in Marketing, 7, 136-41, 1996.

"The Case for a Bi-Dimensional Model of Relationship Dependence" with W. Smith, Jr., Contemporary Knowledge of Relationship Marketing, 79-88, 1996.

"Countertrade Dimensions and Marketing Implications" with W. Smith, Jr., Marketing Theory and Applications, 7, 251-257, 1996.

"Incorporating Perceived Risk into Models of Deal Assessment and Purchase Intent" with C. Wood, Advances in Consumer Research, 23, 399-404, 1996.

"Fairness and Influence: Building on a Classical Foundation" Marketing Theory and Applications, 4, 219-225, 1993.

Recent Presentations

"Challenges & Opportunites in B2B Research - Embracing the Complexity," 3rd International Conference on Business Market Management, St. Gallen, Switzerland, March 12, 2008. Invited keynote speaker.

"Fairness in Interorganizational Relationships:  Is What We Think We Know True?"  AMA Winter Marketing Educators' Conference, Austin, TX, February 16, 2008.

"How is Fairness Determined in Cross-National B2B Relationship?"  Relationship Marketing Summit, Buenos Aires, Argentina, Dec. 13, 2007.

"Deconstructing Dependence and Its Role in Marketing Relationships," London Business School Marketing Summer Camp, London, England, July 9, 2007.  Invited presenter and participant.

"What's Fair?  The Complex Nature of Fairness in Retailer-Supplier Relationships,"  European Marketing Academy Conference (EMAC), Reykjavik, Iceland, May 24, 2007.

Conference Service

"Fairness in Marketing Relationships:  Insights from Diverse Cultures,"  session chair, organizer and presenter at EMAC 2009 in Nantes, France, May 28, 2009.



Last Edited: 11/15/2005