| Year |
Citation |
Score |
| 2020 |
Mier J, Carlson J, Bellenger DN, Johnston WJ. Business buyers are people too: exploring how geodemographics affects business-to-business selling effectiveness Journal of Business & Industrial Marketing. DOI: 10.1108/Jbim-01-2019-0037 |
0.337 |
|
| 2020 |
Lange GS, Johnston WJ. The value of business accelerators and incubators – an entrepreneur’s perspective Journal of Business & Industrial Marketing. DOI: 10.1108/Jbim-01-2019-0024 |
0.327 |
|
| 2020 |
Cortez RM, Johnston WJ. The Coronavirus crisis in B2B settings: Crisis uniqueness and managerial implications based on social exchange theory Industrial Marketing Management. 88: 125-135. DOI: 10.1016/J.Indmarman.2020.05.004 |
0.425 |
|
| 2020 |
Cortez RM, Gilliland DI, Johnston WJ. Revisiting the theory of business-to-business advertising Industrial Marketing Management. 89: 642-656. DOI: 10.1016/J.Indmarman.2019.03.012 |
0.417 |
|
| 2019 |
Nickell D, Johnston WJ. An attitudinal approach to determining Sponsorship ROI Marketing Intelligence & Planning. 38: 61-74. DOI: 10.1108/Mip-11-2018-0512 |
0.759 |
|
| 2019 |
Robey D, Hellman K, Monlouis I, Nations K, Johnston WJ. Between flexibility and discipline in new product development: expertise as a boundary condition Marketing Intelligence & Planning. 37: 33-49. DOI: 10.1108/Mip-02-2015-0042 |
0.639 |
|
| 2019 |
Jayashankar P, Johnston WJ, Nilakanta S, Burres R. Co-creation of value-in-use through big data technology- a B2B agricultural perspective Journal of Business & Industrial Marketing. 35: 508-523. DOI: 10.1108/Jbim-12-2018-0411 |
0.38 |
|
| 2019 |
Cortez RM, Johnston WJ. Marketing role in B2B settings: evidence from advanced, emerging and developing markets Journal of Business & Industrial Marketing. 34: 605-617. DOI: 10.1108/Jbim-04-2017-0089 |
0.46 |
|
| 2019 |
Cortez RM, Johnston WJ. How to recover B2B relationships after a failed online reverse auction Journal of Business & Industrial Marketing. 35: 551-563. DOI: 10.1108/Jbim-02-2019-0095 |
0.382 |
|
| 2019 |
Chavan GD, Chaudhuri R, Johnston WJ. Industrial-buying research 1965-2015: review and analysis Journal of Business & Industrial Marketing. 34: 205-229. DOI: 10.1108/Jbim-02-2018-0077 |
0.375 |
|
| 2019 |
Anees-ur-Rehman M, Johnston WJ. How multiple strategic orientations impact brand equity of B2B SMEs Journal of Strategic Marketing. 27: 730-750. DOI: 10.1080/0965254X.2018.1482943 |
0.394 |
|
| 2018 |
Cortez RM, Johnston WJ. Cultivating organizational wisdom for value innovation Journal of Business & Industrial Marketing. DOI: 10.1108/Jbim-11-2017-0292 |
0.494 |
|
| 2018 |
Osmonbekov TD, Johnston WJ. Adoption of the Internet of Things technologies in business procurement: impact on organizational buying behavior Journal of Business & Industrial Marketing. 33: 781-791. DOI: 10.1108/Jbim-10-2015-0190 |
0.358 |
|
| 2018 |
Peters LD, Pressey AD, Gilchrist AJ, Johnston WJ. Involving customers in innovation: knowledgeability and agency as process variables Journal of Business & Industrial Marketing. 33: 164-173. DOI: 10.1108/Jbim-04-2016-0083 |
0.458 |
|
| 2018 |
Jayashankar P, Nilakanta S, Johnston WJ, Gill P, Burres R. IoT adoption in agriculture: the role of trust, perceived value and risk Journal of Business & Industrial Marketing. 33: 804-821. DOI: 10.1108/Jbim-01-2018-0023 |
0.37 |
|
| 2018 |
Johnston WJ, Cortez RM. Unit pricing and its implications for B2B marketing research Industrial Marketing Management. 69: 32-39. DOI: 10.1016/J.Indmarman.2018.01.026 |
0.43 |
|
| 2018 |
Johnston WJ, Le ANH, Cheng JM. A meta-analytic review of influence strategies in marketing channel relationships Journal of the Academy of Marketing Science. 46: 1-29. DOI: 10.1007/S11747-017-0564-3 |
0.383 |
|
| 2017 |
Bibbes T, Rollins M, Johnston WJ. Exploring the Role of the Project Manager in Organizational Knowledge Creation Journal of Knowledge Management. 13: 38-54. DOI: 10.4018/Ijkm.2017070103 |
0.303 |
|
| 2017 |
Youssef YMA, Johnston WJ, AbdelHamid TA, Dakrory MI, Seddick MGS. A customer engagement framework for a B2B context Journal of Business & Industrial Marketing. 33: 145-152. DOI: 10.1108/Jbim-11-2017-0286 |
0.415 |
|
| 2017 |
Kemp EA, Borders AL, Anaza NA, Johnston WJ. The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers Journal of Business & Industrial Marketing. 33: 19-28. DOI: 10.1108/Jbim-06-2017-0129 |
0.74 |
|
| 2017 |
Valenzuela LM, Merigó JM, Johnston WJ, Nicolas C, Jaramillo JF. Thirty years of the Journal of Business & Industrial Marketing: a bibliometric analysis Journal of Business & Industrial Marketing. 32: 1-17. DOI: 10.1108/Jbim-04-2016-0079 |
0.455 |
|
| 2017 |
Beeler L, Zablah A, Johnston WJ. How critical events shape the evolution of sales organizations: A case study of a business-to-business services firm Journal of Business Research. 74: 66-76. DOI: 10.1016/J.Jbusres.2017.01.011 |
0.382 |
|
| 2017 |
Ferguson JL, Brown BP, Johnston WJ. Partitioned pricing, price fairness perceptions, and the moderating effects of brand relationships in SME business markets Journal of Business Research. 72: 80-92. DOI: 10.1016/J.Jbusres.2016.11.001 |
0.455 |
|
| 2017 |
Tóth Z, Peters LD, Pressey AD, Johnston WJ. Tension in a value co-creation context: a network case study Industrial Marketing Management. 70: 34-45. DOI: 10.1016/J.Indmarman.2017.08.015 |
0.351 |
|
| 2017 |
Cortez RM, Johnston WJ. The future of B2B marketing theory: A historical and prospective analysis Industrial Marketing Management. 66: 90-102. DOI: 10.1016/J.Indmarman.2017.07.017 |
0.442 |
|
| 2017 |
Peters LD, Pressey AD, Johnston WJ. Contagion and learning in business networks Industrial Marketing Management. 61: 43-54. DOI: 10.1016/J.Indmarman.2016.06.011 |
0.334 |
|
| 2017 |
Cortez RM, Johnston WJ. Needed B2B marketing capabilities: Insights from the USA and emerging Latin America International Business Review. 27: 594-609. DOI: 10.1016/J.Ibusrev.2017.10.008 |
0.453 |
|
| 2016 |
Osmonbekov TD, Gregory BT, Chelariu C, Johnston WJ. The impact of social and contractual enforcement on reseller performance: the mediating role of coordination and inequity during adoption of a new technology Journal of Business & Industrial Marketing. 31: 808-818. DOI: 10.1108/Jbim-12-2014-0260 |
0.365 |
|
| 2016 |
Peters LD, Pressey AD, Johnston WJ. Contingent factors affecting network learning Journal of Business Research. 69: 2507-2515. DOI: 10.1016/J.Jbusres.2016.02.020 |
0.347 |
|
| 2016 |
Makkonen H, Johnston WJ, Javalgi R(G. A behavioral approach to organizational innovation adoption Journal of Business Research. 69: 2480-2489. DOI: 10.1016/J.Jbusres.2016.02.017 |
0.418 |
|
| 2014 |
Nätti S, Hurmelinna-Laukkanen P, Johnston WJ. Absorptive capacity and network orchestration in innovation communities – promoting service innovation Journal of Business & Industrial Marketing. 29: 173-184. DOI: 10.1108/Jbim-08-2013-0167 |
0.35 |
|
| 2014 |
Makkonen HS, Johnston WJ. Innovation adoption and diffusion in business-to-business marketing Journal of Business & Industrial Marketing. 29: 324-331. DOI: 10.1108/Jbim-08-2013-0163 |
0.488 |
|
| 2014 |
Oh J, Peters LD, Johnston WJ. Who's acquiring whom? — Experimental evidence of firm size effect on B2B mergers and marketing/sales tasks Industrial Marketing Management. 43: 1035-1044. DOI: 10.1016/J.Indmarman.2014.05.016 |
0.551 |
|
| 2014 |
Cavusgil T, Donthu N, Johnston WJ, Nickell D, Rollins M, Rutherford BN. Building and managing relationships in a global network: IMP 2013 Atlanta Industrial Marketing Management. 43: 885-886. DOI: 10.1016/J.Indmarman.2014.05.002 |
0.722 |
|
| 2014 |
Jain M, Khalil S, Johnston WJ, Cheng JM. The performance implications of power-trust relationship: The moderating role of commitment in the supplier-retailer relationship Industrial Marketing Management. 43: 312-321. DOI: 10.1016/J.Indmarman.2013.09.001 |
0.355 |
|
| 2014 |
Oh J, Johnston WJ. Credit lender–borrower relationship in the credit card market – Implications for credit risk management strategy and relationship marketing International Business Review. 23: 1086-1095. DOI: 10.1016/J.Ibusrev.2014.06.010 |
0.539 |
|
| 2013 |
Borg SW, Johnston WJ. The IPS-EQ Model: Interpersonal Skills and Emotional Intelligence in a Sales Process Journal of Personal Selling and Sales Management. 33: 39-51. DOI: 10.2753/Pss0885-3134330104 |
0.4 |
|
| 2013 |
Lindgreen A, Vanhamme J, Raaij EMv, Johnston WJ. Go Configure: The Mix of Purchasing Practices to Choose for Your Supply Base California Management Review. 55: 72-96. DOI: 10.1525/Cmr.2013.55.2.72 |
0.394 |
|
| 2013 |
Bek MA, Bek NN, Sheresheva MY, Johnston WJ. Perspectives of SME innovation clusters development in Russia Journal of Business & Industrial Marketing. 28: 240-259. DOI: 10.1108/08858621311302895 |
0.304 |
|
| 2013 |
Zablah AR, Bellenger DN, Johnston WJ. Customer Relationship Management Implementation Gaps Journal of Personal Selling and Sales Management. 24: 279-295. DOI: 10.1080/08853134.2004.10749038 |
0.331 |
|
| 2013 |
Hutt MD, Johnston WJ, Ronchetto JR. Selling Centers and Buying Centers: Formulating Strategic Exchange Patterns Journal of Personal Selling and Sales Management. 5: 32-40. DOI: 10.1080/08853134.1985.10754389 |
0.434 |
|
| 2013 |
Johnston WJ, Cooper MC. Industrial Sales Force Selection: Current Knowledge and Needed Research Journal of Personal Selling and Sales Management. 1: 49-57. DOI: 10.1080/08853134.1981.10754209 |
0.426 |
|
| 2013 |
Peters LD, Pressey AD, Vanharanta M, Johnston WJ. Constructivism and critical realism as alternative approaches to the study of business networks: Convergences and divergences in theory and in research practice Industrial Marketing Management. 42: 336-346. DOI: 10.1016/J.Indmarman.2013.02.003 |
0.406 |
|
| 2013 |
Peters LD, Pressey AD, Vanharanta M, Johnston WJ. Theoretical developments in industrial marketing management: Multidisciplinary perspectives Industrial Marketing Management. 42: 275-282. DOI: 10.1016/J.Indmarman.2013.02.001 |
0.465 |
|
| 2012 |
Zablah AR, Bellenger DN, Straub DW, Johnston WJ. Performance implications of CRM technology use: A multilevel field study of business customers and their providers in the telecommunications industry Information Systems Research. 23: 418-435. DOI: 10.1287/Isre.1120.0419 |
0.461 |
|
| 2012 |
Bettis-Outland H, Johnston WJ, Wilson RD. Using trade show information to enhance company success: An empirical investigation Journal of Business and Industrial Marketing. 27: 384-391. DOI: 10.1108/08858621211236052 |
0.363 |
|
| 2012 |
Low B, Johnston W. Emergent technologies, network paradoxes, and incrementalism Journal of Business Research. 65: 821-828. DOI: 10.1016/J.Jbusres.2010.12.022 |
0.348 |
|
| 2012 |
Peters LD, Vanharanta M, Pressey AD, Johnston WJ. Taking time to understand theory Industrial Marketing Management. 41: 730-738. DOI: 10.1016/J.Indmarman.2012.06.001 |
0.386 |
|
| 2012 |
Rollins M, Bellenger DN, Johnston WJ. Does customer information usage improve a firm's performance in business-to-business markets? Industrial Marketing Management. 41: 984-994. DOI: 10.1016/J.Indmarman.2012.01.004 |
0.413 |
|
| 2011 |
Ilipinar G, Johnston WJ, Montaña J, Spender JC, Truex DP. Design Thinking in the Postmodern Organization China-Usa Business Review. 10: 1203-1212. DOI: 10.2139/Ssrn.1963605 |
0.39 |
|
| 2011 |
Nickell D, Cornwell TB, Johnston WJ. Sponsorship‐linked marketing: a set of research propositions Journal of Business & Industrial Marketing. 26: 577-589. DOI: 10.1108/08858621111179859 |
0.769 |
|
| 2011 |
Ferguson JL, Johnston WJ. Customer response to dissatisfaction: A synthesis of literature and conceptual framework Industrial Marketing Management. 40: 118-127. DOI: 10.1016/J.Indmarman.2010.05.002 |
0.373 |
|
| 2011 |
Brown BP, Zablah AR, Bellenger DN, Johnston WJ. When do B2B brands influence the decision making of organizational buyers? An examination of the relationship between purchase risk and brand sensitivity International Journal of Research in Marketing. 28: 194-204. DOI: 10.1016/J.Ijresmar.2011.03.004 |
0.331 |
|
| 2010 |
Peters LD, Johnston WJ, Pressey AD, Kendrick T. Collaboration and collective learning: networks as learning organisations Journal of Business & Industrial Marketing. 25: 478-484. DOI: 10.1108/08858621011066062 |
0.42 |
|
| 2010 |
Low B, Johnston WJ. Organizational network legitimacy and its impact on knowledge networks: the case of China's TD‐SCDMA mobility technology Journal of Business & Industrial Marketing. 25: 468-477. DOI: 10.1108/08858621011066053 |
0.414 |
|
| 2010 |
Bettis-Outland H, Cromartie JS, Johnston WJ, Borders AL. The return on trade show information (RTSI): A conceptual analysis Journal of Business and Industrial Marketing. 25: 268-271. DOI: 10.1108/08858621011038225 |
0.749 |
|
| 2010 |
Guesalaga R, Johnston W. What'S Next In Key Account Management Research? Building The Bridge Between The Academic Literature And The Practitioners' Priorities Industrial Marketing Management. 39: 1063-1068. DOI: 10.1016/J.Indmarman.2009.12.008 |
0.348 |
|
| 2010 |
Hausman A, Johnston WJ. The impact of coercive and non-coercive forms of influence on trust, commitment, and compliance in supply chains Industrial Marketing Management. 39: 519-526. DOI: 10.1016/J.Indmarman.2009.05.007 |
0.391 |
|
| 2009 |
Boujena O, Johnston WJ, Merunka DR. The Benefits of Sales Force Automation: A Customer’s Perspective Journal of Personal Selling and Sales Management. 29: 137-150. DOI: 10.2753/Pss0885-3134290203 |
0.391 |
|
| 2009 |
Peters LD, Gassenheimer JB, Johnston WJ. Marketing and the structuration of organizational learning Marketing Theory. 9: 341-368. DOI: 10.1177/1470593109338146 |
0.451 |
|
| 2009 |
Johnston WJ. Relationship marketing at the summit Journal of Business & Industrial Marketing. 24. DOI: 10.1108/Jbim.2009.08024Eaa.002 |
0.418 |
|
| 2009 |
Low B, Johnston WJ. The evolution of network positions in emerging and converging technologies Journal of Business & Industrial Marketing. 24: 431-438. DOI: 10.1108/08858620910966309 |
0.395 |
|
| 2009 |
Lindgreen A, Swaen V, Johnston W. The Supporting Function of Marketing in Corporate Social Responsibility Corporate Reputation Review. 12: 120-139. DOI: 10.1057/Crr.2009.9 |
0.409 |
|
| 2009 |
Osmonbekov T, Xie FT, Johnston W. Theoretical Model of E-Business Infusion in Manufacturer-Reseller Relationships Journal of Business Market Management. 3: 227-238. DOI: 10.1007/S12087-009-0026-4 |
0.392 |
|
| 2009 |
Peters LD, Johnston WJ. Understanding Absorptive Capacity from a Network Perspective Journal of Business Market Management. 3: 29-50. DOI: 10.1007/S12087-008-0036-7 |
0.412 |
|
| 2009 |
Lindgreen A, Swaen V, Johnston WJ. Corporate Social Responsibility: An Empirical Investigation of U.S. Organizations Journal of Business Ethics. 85: 303-323. DOI: 10.1007/S10551-008-9738-8 |
0.335 |
|
| 2008 |
Wood JA, Boles Js, Johnston W, Bellenger D. Buyers’ Trust of the Salesperson: An Item-Level Meta-Analysis Journal of Personal Selling and Sales Management. 28: 263-283. DOI: 10.2753/Pss0885-3134280304 |
0.311 |
|
| 2008 |
Ferguson JL, Dadzie KQ, Johnston WJ. Country-of-origin effects in service evaluation in emerging markets: Some insights from five West African countries Journal of Business and Industrial Marketing. 23: 429-437. DOI: 10.1108/08858620810894472 |
0.415 |
|
| 2008 |
Lewin JE, Johnston WJ. The impact of supplier downsizing on performance, satisfaction over time, and repurchase intentions Journal of Business & Industrial Marketing. 23: 249-255. DOI: 10.1108/08858620810865825 |
0.428 |
|
| 2008 |
Dadzie KQ, Johnston WJ, Pels J. Business‐to‐business marketing practices in West Africa, Argentina and the United States Journal of Business & Industrial Marketing. 23: 115-123. DOI: 10.1108/08858620810850236 |
0.438 |
|
| 2008 |
Low B, Johnston WJ. Securing and managing an organization's network legitimacy : the case of Motorola China Industrial Marketing Management. 37: 873-879. DOI: 10.1016/J.Indmarman.2008.01.009 |
0.345 |
|
| 2007 |
Low B, Johnston WJ, Wang J. Securing network legitimacy in China's telecommunication market Journal of Business & Industrial Marketing. 22: 97-106. DOI: 10.1108/08858620710730212 |
0.47 |
|
| 2007 |
Brown BP, Bellenger DN, Johnston WJ. The Implications of Business-to-Business and Consumer Market Differences for B2B Branding Strategy Journal of Business Market Management. 1: 209-230. DOI: 10.1007/S12087-007-0011-X |
0.479 |
|
| 2007 |
Brodie RJ, Winklhofer H, Coviello NE, Johnston WJ. Is E-Marketing Coming Of Age? An Examination Of The Penetration Of E-Marketing And Firm Performance Journal of Interactive Marketing. 21: 2-21. DOI: 10.1002/Dir.20071 |
0.436 |
|
| 2006 |
Johnston WJ, Hausman A. Expanding the marriage metaphor in understanding long‐term business relationships Journal of Business & Industrial Marketing. 21: 446-452. DOI: 10.1108/08858620610708939 |
0.44 |
|
| 2006 |
LaPlaca PJ, Johnston WJ. A history of the Journal of Business & Industrial Marketing Journal of Business & Industrial Marketing. 21: 408-413. DOI: 10.1108/08858620610708885 |
0.421 |
|
| 2006 |
Matthyssens P, Johnston WJ. Marketing and sales: optimization of a neglected relationship Journal of Business & Industrial Marketing. 21: 338-345. DOI: 10.1108/08858620610690100 |
0.49 |
|
| 2006 |
Johnston WJ, Peters LD, Gassenheimer JB. Questions about network dynamics: Characteristics, structures, and interactions Journal of Business Research. 59: 945-954. DOI: 10.1016/J.Jbusres.2006.03.002 |
0.398 |
|
| 2006 |
Low B, Johnston WJ. Relationship equity and switching behavior in the adoption of new telecommunication services Industrial Marketing Management. 35: 676-689. DOI: 10.1016/J.Indmarman.2005.05.007 |
0.454 |
|
| 2005 |
Boulding W, Staelin R, Ehret M, Johnston WJ. A Customer Relationship Management Roadmap: What is Known, Potential Pitfalls, and Where to Go Journal of Marketing. 69: 155-166. DOI: 10.1509/Jmkg.2005.69.4.155 |
0.462 |
|
| 2005 |
Low B, Johnston WJ. Managing Ambiguous Policies in China's Telecommunications Market: Network Navigation Insights and Techniques Journal of Asia-Pacific Business. 6: 5-30. DOI: 10.1300/J098V06N04_02 |
0.419 |
|
| 2005 |
Zablah AR, Johnston WJ, Bellenger D. Transforming Partner Relationships Through Technological Innovation Journal of Business & Industrial Marketing. 20: 355-363. DOI: 10.1108/08858620510628597 |
0.352 |
|
| 2005 |
Hausman A, Johnston WJ, Oyedele A. Cooperative adoption of complex systems: a comprehensive model within and across networks Journal of Business & Industrial Marketing. 20: 200-210. DOI: 10.1108/08858620510603873 |
0.462 |
|
| 2005 |
Xie “T, Osmonbekov T, Johnston W. Covalence and Ionic Bonding In Business-to-Business Relationships: Insights From Chemistry Industrial Marketing Management. 34: 440-446. DOI: 10.1016/J.Indmarman.2004.10.004 |
0.469 |
|
| 2004 |
Pels J, Brodie RJ, Johnston WJ. Benchmarking business‐to‐business marketing practices in emerging and developed economies: Argentina compared to the USA and New Zealand Journal of Business & Industrial Marketing. 19: 386-396. DOI: 10.1108/08858620410556327 |
0.472 |
|
| 2004 |
Xie FT, Johnston WJ. Strategic alliances: incorporating the impact of e‐business technological innovations Journal of Business & Industrial Marketing. 19: 208-222. DOI: 10.1108/08858620410531342 |
0.348 |
|
| 2004 |
Zablah AR, Bellenger D, Johnston WJ. An Evaluation of Divergent Perspectives on Customer Relationship Management: Towards a Common Understanding of an Emerging Phenomenon Industrial Marketing Management. 33: 475-489. DOI: 10.1016/J.Indmarman.2004.01.006 |
0.51 |
|
| 2004 |
Ritter T, Wilkinson IF, Johnston WJ. Managing in complex business networks Industrial Marketing Management. 33: 175-183. DOI: 10.1016/J.Indmarman.2003.10.016 |
0.388 |
|
| 2002 |
Coviello NE, Brodie RJ, Danaher PJ, Johnston WJ. How Firms Relate to Their Markets: An Empirical Examination of Contemporary Marketing Practices Journal of Marketing. 66: 33-46. DOI: 10.1509/Jmkg.66.3.33.18500 |
0.453 |
|
| 2002 |
Dadzie KQ, Johnston WJ, Yoo B, Brashear TG. Measurement equivalence and applicability of core marketing concepts across Nigerian, Kenyan, Japanese and US firms Journal of Business & Industrial Marketing. 17: 430-455. DOI: 10.1108/08858620210442802 |
0.447 |
|
| 2002 |
Ritter T, Wilkinson IF, Johnston WJ. Measuring network competence: some international evidence Journal of Business & Industrial Marketing. 17: 119-138. DOI: 10.1108/08858620210419763 |
0.395 |
|
| 2001 |
Jacobs FA, Johnston W, Kotchetova N. Customer Profitability: Prospective vs. Retrospective Approaches in a Business-to-Business Setting☆ Industrial Marketing Management. 30: 353-363. DOI: 10.1016/S0019-8501(01)00155-9 |
0.46 |
|
| 2001 |
Borders AL, Johnston WJ, Rigdon EE. Beyond the Dyad: Electronic Commerce and Network Perspectives in Industrial Marketing Management Industrial Marketing Management. 30: 199-205. DOI: 10.1016/S0019-8501(00)00143-7 |
0.783 |
|
| 2000 |
Lewin JE, Johnston WJ. The Impact Of Downsizing And Restructuring On Organizational Competitiveness Competitiveness Review: An International Business Journal Incorporating Journal of Global Competitiveness. 10: 45-55. DOI: 10.1108/Eb046388 |
0.324 |
|
| 1999 |
Dadzie KQ, Johnston WJ, Dadzie EW, Yoo B. Influence in the organizational buying center and logistics automation technology adoption Journal of Business & Industrial Marketing. 14: 433-444. DOI: 10.1108/08858629910290238 |
0.305 |
|
| 1999 |
Boles J, Johnston W, Gardner A. The selection and organization of national accounts: a North American perspective Journal of Business & Industrial Marketing. 14: 264-282. DOI: 10.1108/08858629910279871 |
0.447 |
|
| 1999 |
Johnston WJ, Lewin JE, Spekman RE. International Industrial Marketing Interactions: Dyadic and Network Perspectives Journal of Business Research. 46: 259-271. DOI: 10.1016/S0148-2963(98)00036-8 |
0.475 |
|
| 1999 |
Johnston WJ, Leach MP, Liu AH. Theory Testing Using Case Studies in Business-to-Business Research Industrial Marketing Management. 28: 201-213. DOI: 10.1016/S0019-8501(98)00040-6 |
0.357 |
|
| 1997 |
Lewin JE, Johnston WJ. International salesforce management: a relationship perspective Journal of Business & Industrial Marketing. 12: 236-252. DOI: 10.1108/08858629710188063 |
0.422 |
|
| 1997 |
Lewin JE, Johnston WJ. Relationship marketing theory in practice: A case study Journal of Business Research. 39: 23-31. DOI: 10.1016/S0148-2963(96)00152-X |
0.434 |
|
| 1997 |
Johnston WJ, Lewin JE. Advances in industrial marketing theory and research from the Journal of Business and Industrial Marketing Journal of Business Research. 38: 199-209. DOI: 10.1016/S0148-2963(96)00129-4 |
0.45 |
|
| 1997 |
Gilliland DI, Johnston WJ. Toward a model of business-to-business marketing communications effects Industrial Marketing Management. 26: 15-29. DOI: 10.1016/S0019-8501(96)00032-6 |
0.445 |
|
| 1996 |
Ronchetto J, Johnston WJ. Using the Looking Glass at the International Center for Public Enterprises in Slovenia: Implications for Teaching Interpersonal Skills and Introducing International Business Concepts. Journal of Teaching in International Business. 7: 61-70. DOI: 10.1300/J066V07N02_05 |
0.354 |
|
| 1996 |
Spekman RE, Stewart DW, Johnston WJ. An Empirical Investigation of the Formation and Implications of the Organizational Buyer's Strategic and Tactical Roles Journal of Business-to-Business Marketing. 2: 37-63. DOI: 10.1300/J033V02N04_03 |
0.345 |
|
| 1996 |
Lewin JE, Johnston WJ. The effects of organizational restructuring on industrial buying behavior: 1990 and beyond Journal of Business & Industrial Marketing. 11: 93-111. DOI: 10.1108/08858629610151325 |
0.398 |
|
| 1996 |
Lewin JE, Johnston WJ. Business and industrial marketing: past, present and future Journal of Business & Industrial Marketing. 11: 7-16. DOI: 10.1108/08858629610112265 |
0.446 |
|
| 1996 |
Johnston WJ, Lewin JE. Organizational buying behavior: Toward an integrative framework Journal of Business Research. 35: 1-15. DOI: 10.1016/0148-2963(94)00077-8 |
0.324 |
|
| 1995 |
Johnston WJ, Spekman RE. Special section on international industrial (business-to-business) marketing Journal of Business Research. 32: 19-20. DOI: 10.1016/0148-2963(94)00005-Y |
0.41 |
|
| 1995 |
Lohtia R, Johnston WJ, Aab L. Business-to-business advertising: What are the dimensions of an effective print ad? Industrial Marketing Management. 24: 369-378. DOI: 10.1016/0019-8501(95)00028-9 |
0.334 |
|
| 1994 |
Dabholkar PA, Johnston WJ, Cathey AS. The Dynamics of Long-Term Business-to-Business Exchange Relationships Journal of the Academy of Marketing Science. 22: 130-145. DOI: 10.1177/0092070394222003 |
0.373 |
|
| 1987 |
Johnston WJ, Yoon HD. Reacting To A Textile & Apparel Trade Enforcement Act International Marketing Review. 4: 42-51. DOI: 10.1108/Eb008322 |
0.424 |
|
| 1986 |
Spekman RE, Johnston WJ. Relationship management: Managing the selling and the buying interface Journal of Business Research. 14: 519-531. DOI: 10.1016/0148-2963(86)90012-3 |
0.482 |
|
| 1986 |
Johnston WJ, Spekman RE. Special section on industrial marketing and purchasing strategies: Introduction Journal of Business Research. 14: 461-462. DOI: 10.1016/0148-2963(86)90008-1 |
0.396 |
|
| 1985 |
Johnston WJ, Czinkota MR. Export attitudes of industrial manufacturers Industrial Marketing Management. 14: 123-132. DOI: 10.1016/0019-8501(85)90050-1 |
0.427 |
|
| 1983 |
Johnston WJ, Shields MD. Evaluating the newer salesperson Industrial Marketing Management. 12: 193-199. DOI: 10.1016/0019-8501(83)90006-8 |
0.303 |
|
| 1982 |
Johnston WJ, Spekman RE. Industrial buying behavior: A need for an integrative approach Journal of Business Research. 10: 135-146. DOI: 10.1016/0148-2963(82)90023-6 |
0.43 |
|
| 1981 |
Czinkota MR, Johnston WJ. Segmenting U.S. firms for export development Journal of Business Research. 9: 353-365. DOI: 10.1016/0148-2963(81)90012-6 |
0.42 |
|
| 1981 |
Johnston WJ, Bonama TV. Purchase process for capital equipment and services Industrial Marketing Management. 10: 253-264. DOI: 10.1016/0019-8501(81)90033-X |
0.335 |
|
| 1981 |
Johnston WJ, Cooper M. Analyzing the industrial salesforce selection process Industrial Marketing Management. 10: 139-147. DOI: 10.1016/0019-8501(81)90008-0 |
0.366 |
|
| 1980 |
Czinkota MR, Johnston WJ, Jelly EC. Medicine and marketing: the case of graduate medical education. Journal of Medical Education. 55: 906-11. PMID 7441670 DOI: 10.1097/00001888-198011000-00002 |
0.358 |
|
| 1978 |
Johnston WJ. Marketing: The Social Psychology of Conflict, Power, and Influence American Behavioral Scientist. 21: 515-534. DOI: 10.1177/000276427802100405 |
0.322 |
|
| 1978 |
Bonoma TV, Johnston WJ. The social psychology of industrial buying and selling Industrial Marketing Management. 7: 213-224. DOI: 10.1016/0019-8501(78)90038-X |
0.454 |
|
| 1977 |
Robey D, Johnston WJ. Lateral influences and vertical authority in organizational buying Industrial Marketing Management. 6: 451-462. DOI: 10.1016/0019-8501(77)90009-8 |
0.428 |
|
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