Institute for the Study of Business Markets

  • United States

Fingerprint Dive into the research topics where Institute for the Study of Business Markets is active. These topic labels come from the works of this organization's members. Together they form a unique fingerprint.

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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

    19752020

    Research Output

    Within-Seller and Buyer–Seller Network Structures and Key Account Profitability

    Gupta, A., Kumar, A., Grewal, R. & Lilien, G. L., Jan 1 2019, In : Journal of Marketing. 83, 1, p. 108-132 25 p.

    Research output: Contribution to journalArticle

  • 3 Scopus citations

    Design orientation and new product performance

    Srinivasan, R. & Lilien, G. L., Jan 1 2018, Review of Marketing Research. Emerald Group Publishing Ltd., p. 229-253 25 p. (Review of Marketing Research; vol. 15).

    Research output: Chapter in Book/Report/Conference proceedingChapter

  • 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

    3 Scopus citations

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

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

    Research output: Contribution to journalArticle

  • 14 Scopus 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

  • 81 Scopus 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

  • 31 Scopus 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

  • 19 Scopus 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

  • 11 Scopus 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

  • 15 Scopus citations