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Refereed Journal Articles
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"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, forthcoming.
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"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.
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"Trust at Different Organizational Levels," with E. Fang, R. W. Palmatier, and N. Li, Journal of Marketing, 72 (March), 80-98, 2008.
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"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.)
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"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.
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"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.)
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"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.
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"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.
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"The Effects of Perceived Interdependence on Dealer Attitudes" with N. Kumar and J. Steenkamp, Journal of Marketing Research, 32 (August), 348-356, 1995.
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"The Effects of Supplier Fairness on Vulnerable Resellers" with N. Kumar and J. Steenkamp, Journal of Marketing Research, 32 (1), 54-65, 1995.
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"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.
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