| Marketing and exchange FS Houston, JB Gassenheimer Journal of marketing 51 (4), 3-18, 1987 | 767 | 1987 |
| The relevance of ethical salesperson behavior on relationship quality: the pharmaceutical industry RR Lagace, R Dahlstrom, JB Gassenheimer Journal of Personal Selling & Sales Management 11 (4), 39-47, 1991 | 584 | 1991 |
| Cooperation in supplier-dealer relations SJ Skinner, JB Gassenheimer, SW Kelley Journal of Retailing 68 (2), 174-193, 1992 | 514 | 1992 |
| The role of economic value, social value, and perceptions of fairness in interorganizational relationship retention decisions JB Gassenheimer, FS Houston, JC Davis Journal of the Academy of Marketing Science 26 (4), 322-337, 1998 | 396 | 1998 |
| Cooperative arrangements among entrepreneurs: An analysis of opportunism and communication in franchise structures JB Gassenheimer, DB Baucus, MS Baucus Journal of Business Research 36 (1), 67-79, 1996 | 274 | 1996 |
| Supplier commitment in relational contract exchanges with buyers: A study of interorganizational dependence and exercised power KG Provan, JB Gassenheimer Journal of Management Studies 31 (1), 55-68, 1994 | 221 | 1994 |
| Marketing exchange transactions and relationships FS Houston, JB Gassenheimer, JM Maskulka Quorum Books, 1992 | 124 | 1992 |
| The impact of dependence on dealer satisfaction: A comparison of reseller-supplier relationships JB Gassenheimer, R Ramsey Journal of Retailing 70 (3), 253-266, 1994 | 110 | 1994 |
| The moderating effects of cultural context in buyer-seller negotiation A Mintu-Wimsatt, JB Gassenheimer Journal of Personal Selling & Sales Management 20 (1), 1-9, 2000 | 100 | 2000 |
| Exploring the “lone wolf” phenomenon in student teams TF Barr, AL Dixon, JB Gassenheimer Journal of Marketing Education 27 (1), 81-90, 2005 | 97 | 2005 |
| Questions about network dynamics: Characteristics, structures, and interactions WJ Johnston, LD Peters, J Gassenheimer Journal of Business Research 59 (8), 945-954, 2006 | 87 | 2006 |
| Long-term channel member relationships JB Gassenheimer, JU Sterling, RA Robicheaux International Journal of Physical Distribution & Logistics Management 26 (5 …, 1996 | 79 | 1996 |
| Supplier involvement and dealer satisfaction: implications for enhancing channel relationships JB Gassenheimer, RJ Calantone, JI Scully Journal of Business & Industrial Marketing 10 (2), 7-19, 1995 | 75 | 1995 |
| Identifying the lone wolf: A team perspective AL Dixon, JB Gassenheimer, T Feldman Barr Journal of Personal Selling & Sales Management 23 (3), 205-219, 2003 | 73 | 2003 |
| The influence of product customization and supplier selection on future intentions: The mediating effects of salesperson and organizational trust JB Gassenheimer, C Manolis Journal of Managerial Issues, 418-435, 2001 | 64 | 2001 |
| Models of channel maintenance: what is the weaker party to do? JB Gassenheimer, RJ Calantone, JM Schmitz, RA Robicheaux Journal of Business Research 30 (3), 225-236, 1994 | 64 | 1994 |
| Is dependent what we want to be? Effects of incongruency JB Gassenheimer, JC Davis, R Dahlstrom Journal of Retailing 74 (2), 247-271, 1998 | 63 | 1998 |
| Long-term channel member relationships JB Gassenheimer, JU Sterling, RA Robicheaux International Journal of Physical Distribution & Materials Management 19 (12 …, 1989 | 57 | 1989 |
| Managing economic dependence and relational activities within a competitive channel environment JB Gassenheimer, RJ Calantone Journal of Business Research 29 (3), 189-197, 1994 | 53 | 1994 |
| Scaling and measurement: a quasi-replicative assessment of a revised version of INDSALES RR Lagace, JR Goolsby, JB Gassenheimer Journal of Personal Selling & Sales Management 13 (1), 65-72, 1993 | 49 | 1993 |
Judy SiguawEast Carolina UniversityVerified email at ecu.edu
