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Robert W. Palmatier, Ph.D. - Publications

Affiliations: 
2004 University of Missouri - Columbia, Columbia, MO, United States 
Area:
Marketing Business Administration, Management Business Administration
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62 high-probability publications. We are testing a new system for linking publications to authors. You can help! If you notice any inaccuracies, please sign in and mark papers as correct or incorrect matches. If you identify any major omissions or other inaccuracies in the publication list, please let us know.

Year Citation  Score
2022 Quach S, Thaichon P, Martin KD, Weaven S, Palmatier RW. Digital technologies: tensions in privacy and data. Journal of the Academy of Marketing Science. 1-25. PMID 35281634 DOI: 10.1007/s11747-022-00845-y  0.344
2020 Hilton B, Hajihashemi B, Henderson CM, Palmatier RW. Customer Success Management: The next evolution in customer management practice? Industrial Marketing Management. 90: 360-369. DOI: 10.1016/J.Indmarman.2020.08.001  0.351
2020 Quach S, Thaichon P, Lee J, Weaven S, Palmatier RW. Toward a theory of outside-in marketing: Past, present, and future Industrial Marketing Management. 89: 107-128. DOI: 10.1016/J.Indmarman.2019.10.016  0.543
2020 Claro DP, Ramos C, Gonzalez GR, Palmatier RW. Dynamic effects of newcomer salespersons' peer relational exchanges and structures on performance International Journal of Research in Marketing. 37: 74-92. DOI: 10.1016/J.Ijresmar.2019.07.006  0.4
2020 Steinhoff L, Palmatier RW. Commentary: Opportunities and challenges of technology in relationship marketing Australasian Marketing Journal (Amj). DOI: 10.1016/J.Ausmj.2020.07.003  0.461
2020 Henderson CM, Steinhoff L, Harmeling CM, Palmatier RW. Customer inertia marketing Journal of the Academy of Marketing Science. 1-24. DOI: 10.1007/S11747-020-00744-0  0.447
2020 Kim JJ, Steinhoff L, Palmatier RW. An emerging theory of loyalty program dynamics Journal of the Academy of Marketing Science. 1-25. DOI: 10.1007/S11747-020-00719-1  0.347
2019 Moorman C, Heerde HJv, Moreau CP, Palmatier RW. Challenging the Boundaries of Marketing Journal of Marketing. 83: 1-4. DOI: 10.1177/0022242919867086  0.421
2019 Moorman C, Heerde HJv, Moreau CP, Palmatier RW. JM as a Marketplace of ideas Journal of Marketing. 83: 1-7. DOI: 10.1177/0022242918818404  0.323
2019 Bleier A, Harmeling CM, Palmatier RW. Creating Effective Online Customer Experiences Journal of Marketing. 83: 98-119. DOI: 10.1177/0022242918809930  0.342
2018 Watson GF, Weaven S, Perkins H, Sardana D, Palmatier RW. International Market Entry Strategies: Relational, Digital, and Hybrid Approaches: Journal of International Marketing. 26: 30-60. DOI: 10.1509/Jim.17.0034  0.476
2018 Thaichon P, Surachartkumtonkun J, Quach S, Weaven S, Palmatier RW. Hybrid sales structures in the age of e-commerce Journal of Personal Selling and Sales Management. 38: 277-302. DOI: 10.1080/08853134.2018.1441718  0.39
2018 Lee J, Fang E, Kim JJ, Li X, Palmatier RW. The Effect of Online Shopping Platform Strategies on Search, Display, and Membership Revenues Journal of Retailing. 94: 247-264. DOI: 10.1016/J.Jretai.2018.06.002  0.369
2018 Nezami M, Worm S, Palmatier RW. Disentangling the effect of services on B2B firm value: Trade-offs of sales, profits, and earnings volatility International Journal of Research in Marketing. 35: 205-223. DOI: 10.1016/J.Ijresmar.2017.12.002  0.45
2018 Palmatier RW. Advancing marketing strategy research Journal of the Academy of Marketing Science. 46: 983-986. DOI: 10.1007/S11747-018-0595-4  0.478
2017 Martin KD, Borah A, Palmatier RW. Data Privacy: Effects on Customer and Firm Performance Journal of Marketing. 81: 36-58. DOI: 10.1509/Jm.15.0497  0.494
2017 Harmeling CM, Palmatier RW, Fang E, Wang D. Group Marketing: Theory, Mechanisms, and Dynamics Journal of Marketing. 81: 1-24. DOI: 10.1509/Jm.15.0495  0.392
2017 Kozlenkova IV, Palmatier RW, Fang E, Xiao B, Huang M. Online Relationship Formation Journal of Marketing. 81: 21-40. DOI: 10.1509/Jm.15.0430  0.39
2017 Arli D, Bauer C, Palmatier RW. Relational selling: Past, present and future Industrial Marketing Management. 69: 169-184. DOI: 10.1016/J.Indmarman.2017.07.018  0.401
2017 Lee J, Sridhar S, Palmatier RW. The effect of firms' structural designs on advertising and personal selling returns International Journal of Research in Marketing. 34: 173-193. DOI: 10.1016/J.Ijresmar.2016.06.002  0.461
2017 Palmatier RW. Marketing research centers: community, productivity, and relevance Journal of the Academy of Marketing Science. 45: 465-466. DOI: 10.1007/S11747-017-0538-5  0.427
2016 Fang E, Lee J, Palmatier R, Guo Z. Understanding the effects of plural marketing structures on alliance performance Journal of Marketing Research. 53: 628-645. DOI: 10.1509/Jmr.13.0318  0.66
2016 Fang E, Lee J, Palmatier R, Han S. If it takes a village to foster innovation, success depends on the neighbors: The effects of global and ego networks on new product launches Journal of Marketing Research. 53: 319-337. DOI: 10.1509/Jmr.13.0226  0.577
2016 Zhang JZ, Watson GF, Palmatier RW, Dant RP. Dynamic relationship marketing Journal of Marketing. 80: 53-75. DOI: 10.1509/Jm.15.0066  0.536
2016 Steinhoff L, Palmatier RW. Understanding loyalty program effectiveness: managing target and bystander effects Journal of the Academy of Marketing Science. 44: 88-107. DOI: 10.1007/S11747-014-0405-6  0.427
2015 Samaha SA, Palmatier RW. Anti-relationship marketing: Understanding relationship-destroying behaviors Handbook On Research in Relationship Marketing. 268-300. DOI: 10.4337/9781783478637.00017  0.361
2015 Fang E, Li X, Huang M, Palmatier RW. Direct and indirect effects of buyers and sellers on search advertising revenues in business-to-business electronic platforms Journal of Marketing Research. 52: 407-422. DOI: 10.1509/Jmr.13.0165  0.595
2015 Harmeling CM, Palmatier RW, Houston MB, Arnold MJ, Samaha SA. Transformational relationship events Journal of Marketing. 79: 39-62. DOI: 10.1509/Jm.15.0105  0.361
2015 Beck JT, Chapman K, Palmatier RW. Understanding Relationship Marketing and Loyalty Program Effectiveness in Global Markets Journal of International Marketing. 23: 1-21. DOI: 10.1509/Jim.15.0010  0.473
2015 Lee JY, Sridhar S, Henderson CM, Palmatier RW. Effect of customer-centric structure on long-term financial performance Marketing Science. 34: 250-268. DOI: 10.1287/Mksc.2014.0878  0.519
2015 Watson GF, Worm S, Palmatier RW, Ganesan S. The Evolution of Marketing Channels: Trends and Research Directions Journal of Retailing. DOI: 10.1016/J.Jretai.2015.04.002  0.409
2015 Watson GF, Beck JT, Henderson CM, Palmatier RW. Building, measuring, and profiting from customer loyalty Journal of the Academy of Marketing Science. DOI: 10.1007/S11747-015-0439-4  0.463
2014 Samaha SA, Beck JT, Palmatier RW. The role of culture in international relationship marketing Journal of Marketing. 78: 78-98. DOI: 10.1509/Jm.13.0185  0.458
2014 Gonzalez GR, Claro DP, Palmatier RW. Synergistic effects of relationship managers' social networks on sales performance Journal of Marketing. 78: 76-94. DOI: 10.1509/Jm.11.0431  0.339
2014 Carter RE, Henderson CM, Arroniz I, Palmatier RW, Aguirre H, Foster MG. Effect of salespeople's acquisition–retention trade-off on performance Journal of Personal Selling and Sales Management. 34: 91-111. DOI: 10.1080/08853134.2014.890903  0.502
2014 Scheer LK, Miao CF, Palmatier RW. Dependence and interdependence in marketing relationships: meta-analytic insights Journal of the Academy of Marketing Science. 43: 694-712. DOI: 10.1007/S11747-014-0418-1  0.503
2014 Lee JY, Kozlenkova IV, Palmatier RW. Structural marketing: using organizational structure to achieve marketing objectives Journal of the Academy of Marketing Science. DOI: 10.1007/S11747-014-0402-9  0.538
2014 Kozlenkova IV, Samaha SA, Palmatier RW. Resource-based theory in marketing Journal of the Academy of Marketing Science. 42: 1-21. DOI: 10.1007/S11747-013-0336-7  0.512
2013 Palmatier RW, Houston MB, Dant RP, Grewal D. Relationship velocity: Toward a theory of relationship dynamics Journal of Marketing. 77: 13-30. DOI: 10.1509/Jm.11.0219  0.465
2012 Beck JT, Palmatier RW. Relationship marketing Handbook of Business-to-Business Marketing. 293-310. DOI: 10.4337/9781849801423.00026  0.421
2011 Fang E, Palmatier RW, Grewal R. Effects of customer and innovation asset configuration strategies on firm performance Journal of Marketing Research. 48: 587-602. DOI: 10.1509/Jmkr.48.3.587  0.531
2011 Samaha SA, Palmatier RW, Dant RP. Poisoning relationships: Perceived unfairness in channels of distribution Journal of Marketing. 75: 99-117. DOI: 10.1509/Jmkg.75.3.99  0.36
2011 Henderson CM, Beck JT, Palmatier RW. Review of the theoretical underpinnings of loyalty programs Journal of Consumer Psychology. 21: 256-276. DOI: 10.1016/J.Jcps.2011.02.007  0.325
2011 Arnold TJ, Fang E(, Palmatier RW. The effects of customer acquisition and retention orientations on a firm's radical and incremental innovation performance Journal of the Academy of Marketing Science. 39: 234-251. DOI: 10.1007/S11747-010-0203-8  0.486
2010 Bradford K, Brown S, Ganesan S, Hunter G, Onyemah V, Palmatier R, Rouziès D, Spiro R, Sujan H, Weitz B. The embedded sales force: Connecting buying and selling organizations Marketing Letters. 21: 239-253. DOI: 10.1007/S11002-010-9106-1  0.488
2009 Palmatier RW, Gopalakrishna S, Houston M. How Companies Can Measure the Success of their Relationship Marketing Investments Gfk Marketing Intelligence Review. 1: 24-35. DOI: 10.2478/Gfkmir-2014-0082  0.56
2009 Palmatier RW, Jarvis CB, Bechkoff JR, Kardes FR. The role of customer gratitude in relationship marketing Journal of Marketing. 73: 1-18. DOI: 10.1509/Jmkg.73.5.1  0.561
2009 Bechkoff J, Krishnan V, Niculescu M, Kohne ML, Palmatier RW, Kardes FR. The Role of omission neglect in response to non-gains and non-losses in gasoline price fluctuations Journal of Applied Social Psychology. 39: 1191-1200. DOI: 10.1111/J.1559-1816.2009.00477.X  0.331
2009 Ganesan S, George M, Jap S, Palmatier RW, Weitz B. Supply Chain Management and Retailer Performance: Emerging Trends, Issues, and Implications for Research and Practice Journal of Retailing. 85: 84-94. DOI: 10.1016/J.Jretai.2008.12.001  0.509
2009 Arnold TJ, Palmatier RW, Grewal D, Sharma A. Understanding Retail Managers' Role in the Sales of Products and Services Journal of Retailing. 85: 129-144. DOI: 10.1016/J.Jretai.2008.09.006  0.389
2008 Fang E, Palmatier RW, Steenkamp JBEM. Effect of service transition strategies on firm value Journal of Marketing. 72: 1-14. DOI: 10.1509/Jmkg.72.5.1  0.471
2008 Palmatier RW. Interfirm relational drivers of customer value Journal of Marketing. 72: 76-89. DOI: 10.1509/Jmkg.72.4.76  0.419
2008 Fang E, Palmatier RW, Scheer LK, Li N. Trust at different organizational levels Journal of Marketing. 72: 80-98. DOI: 10.1509/Jmkg.72.2.80  0.534
2008 Fang E, Palmatier RW, Evans KR. Influence of customer participation on creating and sharing of new product value Journal of the Academy of Marketing Science. 36: 322-336. DOI: 10.1007/S11747-007-0082-9  0.585
2008 Palmatier RW, Scheer LK, Evans KR, Arnold TJ. Achieving relationship marketing effectiveness in business-to-business exchanges Journal of the Academy of Marketing Science. 36: 174-190. DOI: 10.1007/S11747-007-0078-5  0.686
2007 Palmatier RW, Scheer LK, Steenkamp JBEM. Customer loyalty to whom? Managing the benefits and risks of salesperson-owned loyalty Journal of Marketing Research. 44: 185-199. DOI: 10.1509/Jmkr.44.2.185  0.52
2007 Palmatier RW, Dant RP, Grewal D. A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance Journal of Marketing. 71: 172-194. DOI: 10.1509/Jmkg.71.4.172  0.42
2007 Palmatier RW, Miao CF, Fang E. Sales channel integration after mergers and acquisitions: A methodological approach for avoiding common pitfalls Industrial Marketing Management. 36: 589-603. DOI: 10.1016/J.Indmarman.2006.03.001  0.362
2007 Palmatier RW, Scheer LK, Houston MB, Evans KR, Gopalakrishna S. Use of relationship marketing programs in building customer-salesperson and customer-firm relationships: Differential influences on financial outcomes International Journal of Research in Marketing. 24: 210-223. DOI: 10.1016/J.Ijresmar.2006.12.006  0.677
2006 Palmatier RW, Dant RP, Grewal D, Evans KR. Factors influencing the effectiveness of relationship marketing: A meta-analysis Journal of Marketing. 70: 136-153. DOI: 10.1509/Jmkg.70.4.136  0.688
2006 Palmatier RW, Gopalakrishna S, Houston MB. Returns on business-to-business relationship marketing investments: Strategies for leveraging profits Marketing Science. 25: 477-493. DOI: 10.1287/Mksc.1060.0209  0.578
2004 Fang E, Palmatier RW, Evans KR. Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China Journal of the Academy of Marketing Science. 32: 188-202. DOI: 10.1177/0092070303261413  0.542
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