Institute for the Study of Business Markets

  • United States

Organization profile

Organization profile

Research Interests

Fingerprint The fingerprint is based on mining the text of the scientific documents related to the associated persons. Based on that an index of weighted terms is created, which defines the key subjects of research unit

Marketing Engineering & Materials Science
Product design Engineering & Materials Science
Industry Engineering & Materials Science
Managers Engineering & Materials Science
Decision support systems Engineering & Materials Science
Innovation Engineering & Materials Science
Consumer behavior Engineering & Materials Science
Value engineering Engineering & Materials Science

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Profiles

No photo of Suzanne J. Lavin

Suzanne J. Lavin

Person: Academic

No photo of Gary L. Lilien

Gary L. Lilien

Person: Academic

19752017

Research Output 1975 2017

3 Citations

Perspectives on university research centers: lessons from the ISBM

Lilien, G. L., Jul 1 2017, In : Journal of the Academy of Marketing Science. 45, 4, p. 459-460 2 p.

Research output: Contribution to journalEditorial

University research centers
7 Citations

Sales representative departures & customer reassignment strategies in business-to-business markets

Shi, H., Sridhar, S., Grewal, R. & Lilien, G. L., Mar 1 2017, In : Journal of Marketing. 81, 2, p. 25-44 20 p.

Research output: Contribution to journalArticle

Business-to-business market
Economic impact
Economic consequences
Causal effect
Efficacy
23 Citations

The B2B Knowledge Gap

Lilien, G. L., Sep 1 2016, In : International Journal of Research in Marketing. 33, 3, p. 543-556 14 p.

Research output: Contribution to journalArticle

Knowledge gap
Academic research
Innovation
Consumer marketing
Economic value
25 Citations

Cross-selling performance in complex selling contexts: An examination of supervisory- and compensation-based controls

Schmitz, C., Lee, Y. C. & Lilien, G. L., May 1 2014, In : Journal of Marketing. 78, 3, p. 1-19 19 p.

Research output: Contribution to journalArticle

Cross-selling
Salespeople
Transactional leadership
Transformational leadership
Sales force
9 Citations

Do Retailers Benefit from Deploying Customer Analytics?

Germann, F., Lilien, G. L., Fiedler, L. & Kraus, M., Jan 1 2014, In : Journal of Retailing. 90, 4, p. 587-593 7 p.

Research output: Contribution to journalArticle

Retailers
Industry
Retail industry
Perception gap
Business investment
6 Citations

Supplier-selected referrals

Hada, M., Grewal, R. & Lilien, G. L., Mar 1 2014, In : Journal of Marketing. 78, 2, p. 34-51 18 p.

Research output: Contribution to journalArticle

Suppliers
Referral
Communication
Evaluation
Uncertainty
9 Citations

Effective marketing science applications: Insights from the ISMS-MSI practice prize finalist papers and projects

Lilien, G. L., Roberts, J. H. & Shankar, V., Mar 2013, In : Marketing Science. 32, 2, p. 229-245 17 p.

Research output: Contribution to journalArticle

Marketing
Intermediaries
Reward system
Conjoint analysis
Champions
1 Citations

Framing the university ranking game: Actors, motivations, and actions

Dearden, J. A., Grewal, R. & Lilien, G. L., Jan 1 2013, In : Ethics in Science and Environmental Politics. 13, 2, p. 131-139 9 p.

Research output: Contribution to journalArticle

university ranking
ranking
student
university
magazine
19 Citations

Marketing's roles in innovation in business-to-business firms: Status, issues, and research agenda

Griffin, A., Josephson, B. W., Lilien, G. L., Wiersema, F., Bayus, B., Chandy, R., Dahan, E., Gaskin, S., Kohli, A., Miller, C., Oliva, R. A. & Spanjol, J., Dec 1 2013, In : Marketing Letters. 24, 4, p. 323-337 15 p.

Research output: Contribution to journalArticle

Innovation
Marketing
Business to business
Research agenda
Academic research
34 Citations

Performance implications of deploying marketing analytics

Germann, F., Lilien, G. L. & Rangaswamy, A., Jun 1 2013, In : International Journal of Research in Marketing. 30, 2, p. 114-128 15 p.

Research output: Contribution to journalArticle

Marketing
Firm performance
Return on assets
Moderator
Median