Standout Papers

The Use of Pledges to Build and Sustain Commitment in Distribution Chan... 1982 2026 1996 2011 2.2k
  1. The Use of Pledges to Build and Sustain Commitment in Distribution Channels (1992)
    Erin Anderson, Barton A. Weitz Journal of Marketing Research
  2. Determinants of Continuity in Conventional Industrial Channel Dyads (1989)
    Erin Anderson, Barton A. Weitz Marketing Science
  3. Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces (1997)
    Joseph W. Alba, John Lynch et al. Journal of Marketing
  4. The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)
    Barton A. Weitz et al. Journal of Marketing Research
  5. The Use of Pledges to Build and Sustain Commitment in Distribution Channels (1992)
    Erin Anderson, Barton A. Weitz Journal of Marketing Research
  6. Corporate Hypocrisy: Overcoming the Threat of Inconsistent Corporate Social Responsibility Perceptions (2009)
    Tillmann Wagner, Richard J. Lutz et al. Journal of Marketing
  7. Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)
    Barton A. Weitz, Harish Sujan et al. Journal of Marketing
  8. Learning Orientation, Working Smart, and Effective Selling (1994)
    Harish Sujan, Barton A. Weitz et al. Journal of Marketing
  9. Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces (1997)
    Joseph W. Alba, John Lynch et al. Journal of Marketing
  10. The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)
    Barton A. Weitz et al. Journal of Marketing Research
  11. Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)
    Rosann L. Spiro, Barton A. Weitz Journal of Marketing Research
  12. Personal Selling and Sales Management: A Relationship Marketing Perspective (1999)
    Barton A. Weitz, Kevin Bradford Journal of the Academy of Marketing Science
  13. Relationship Marketing and Distribution Channels (1995)
    Barton A. Weitz, Sandy D. Jap Journal of the Academy of Marketing Science

Immediate Impact

155 standout
Sub-graph 1 of 11

Citing Papers

A new criterion for assessing discriminant validity in variance-based structural equation modeling
2014 Standout
Resistance to Change: The Rest of the Story
2008 Standout
3 intermediate papers

Works of Barton A. Weitz being referenced

Determinants of Continuity in Conventional Industrial Channel Dyads
1989 Standout
Attributions in the Board Room: Causal Reasoning in Corporate Annual Reports
1983

Author Peers

Author Last Decade Papers Cites
Barton A. Weitz 12028 8493 7119 95 21.4k
Christine Moorman 8659 7164 8133 82 20.3k
Rohit Deshpandé 9048 6774 7013 72 17.7k
Gilbert A. Churchill 13849 12033 6701 83 30.7k
Roland T. Rust 9642 11514 3746 160 21.1k
Jan‐Benedict E.M. Steenkamp 10118 14529 6870 141 28.3k
Christian Homburg 8497 7955 5970 208 16.8k
Robert M. Morgan 14970 10524 8517 29 24.8k
Bernard J. Jaworski 10068 8255 13619 67 25.9k
Christian Grönroos 15939 14521 5053 100 23.3k
Jagdish N. Sheth 7202 10885 3866 216 19.9k

All Works

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2026