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Selling Strategies: The Effects of Suggesting a Decision Structure to Novice and Expert Buyers

Wagner, Judy A.; Klein, Noreen M.; Keith, Janet E. - In: Journal of the Academy of Marketing Science 29 (2001) 3, pp. 289-306

Persistent link: https://www.econbiz.de/10006152077

Buyer-seller relationships and selling effectiveness: the moderating influence of buyer expertise and product competitive position

Wagner, Judy A.; Klein, Noreen M.; Keith, Janet E. - In: Journal of Business Research 56 (2003) 4, pp. 295-302

Persistent link: https://www.econbiz.de/10005465860

The Role of Advising in Non-Returning Students' Perceptions of Their University

Peterson, Mark; Wagner, Judy A.; Lamb, Charles W. - In: Journal of Marketing for Higher Education 10 (2000) 3, pp. 45-59

<title>ABSTRACT</title> Approximately one-half of all freshmen enrolled in U.S. colleges and universities drop out before completing their degree programs. These former students represent an important market segment that some institutions target for specific marketing efforts. The purpose of the study reported...

Persistent link: https://www.econbiz.de/10010973053

Can a Retail Web Site Be Social?

Wang, Liz C.; Baker, Julie; Wagner, Judy A.; Wakefield, Kirk - In: Journal of marketing 71 (2007) 3, pp. 143-157

Persistent link: https://www.econbiz.de/10007745072

Examining the Use of Team Selling by Manufacturers' Representatives: A Situational Approach - In what situations do manufacturers' representatives utilize teamselling?

Jackson Jr, Donald W.; Widmier, Scott M.; Giacobbe, Ralph; … - In: Industrial marketing management : the international … 28 (1999) 2, pp. 155-176

Persistent link: https://www.econbiz.de/10006300539

The Measurement of Influence Strategies in Distribution Channels: Scale Development and Testing

Stoddard, James E.; Keith, Janet E.; Brown, James R. - In: Journal of marketing channels : ... distribution … 7 (2000) 4, pp. 83-108

Persistent link: https://www.econbiz.de/10007178252

Purchasing agents' perceived importance of marketing mix components in different industrial purchase situations

Jackson, Donald Jr.; Burdick, Richard K.; Keith, Janet E. - In: Journal of Business Research 13 (1985) 4, pp. 361-373

Persistent link: https://www.econbiz.de/10005465458

Service Failure and Recovery: The Impact of Relationship Factors on Customer Satisfaction

Hess Jr, Ronald L.; Ganesan, Shankar; Klein, Noreen M. - In: Journal of the Academy of Marketing Science 31 (2003) 2, pp. 127-145

Persistent link: https://www.econbiz.de/10006151226

Interactional service failures in a pseudorelationship: The role of organizational attributions

Hess, Ronald L.; Ganesan, Shankar; Klein, Noreen M. - In: Journal of retailing 83 (2007) 1, pp. 79-96

Persistent link: https://www.econbiz.de/10007599007