Lawrence A. Crosby

9.4k total citations · 3 hit papers
37 papers, 7.3k citations indexed

About

Lawrence A. Crosby is a scholar working on Marketing, Organizational Behavior and Human Resource Management and Social Psychology. According to data from OpenAlex, Lawrence A. Crosby has authored 37 papers receiving a total of 7.3k indexed citations (citations by other indexed papers that have themselves been cited), including 14 papers in Marketing, 14 papers in Organizational Behavior and Human Resource Management and 7 papers in Social Psychology. Recurrent topics in Lawrence A. Crosby's work include Customer Service Quality and Loyalty (14 papers), Consumer Behavior in Brand Consumption and Identification (8 papers) and Consumer Market Behavior and Pricing (4 papers). Lawrence A. Crosby is often cited by papers focused on Customer Service Quality and Loyalty (14 papers), Consumer Behavior in Brand Consumption and Identification (8 papers) and Consumer Market Behavior and Pricing (4 papers). Lawrence A. Crosby collaborates with scholars based in United States and Norway. Lawrence A. Crosby's co-authors include Deborah Cowles, Kenneth R. Evans, Nancy Stephens, James R. Taylor, Donald W. Jackson, James D. Gill, Janet E. Keith, Bruce K. Pilling, Sanford Grossbart and Mary Jo Bitner and has published in prestigious journals such as Journal of Marketing, Journal of Marketing Research and Journal of Consumer Research.

In The Last Decade

Lawrence A. Crosby

36 papers receiving 6.3k citations

Hit Papers

align trajectories sort by overperformance

What are hit papers?

Hit papers significantly outperform the citation benchmark for their cohort. A paper qualifies if it has ≥500 total citations, achieves ≥1.5× the top-1% citation threshold for papers in the same subfield and year (this is the minimum needed to enter the top 1%, not the average within it), or reaches the top citation threshold in at least one of its specific research topics.

Relationship Quality in Services Selling: An Interpersonal Influence Perspective

1990 3.0k citations Lawrence A. Crosby, Kenneth R. Evans et al. Journal of Marketing profile →
Relationship Quality in Services Selling: An Interpersonal Influence Perspective

1990 1.7k citations Lawrence A. Crosby, Kenneth R. Evans et al. Journal of Marketing profile →
Effects of Relationship Marketing on Satisfaction, Retention, and Prices in the Life Insurance Industry

1987 761 citations Lawrence A. Crosby et al. profile →

Peers — A (Enhanced Table)

Peers by citation overlap · career bar shows stage (early→late) cites · hero ref

Name	h						Papers	Cites
Lawrence A. Crosby United States	21	5.2k	3.7k	2.6k	1.5k	1.5k	37	7.3k
Richard A. Spreng United States	19	4.5k 0.9×	3.7k 1.0×	2.8k 1.1×	651 0.4×	2.0k 1.3×	32	6.8k
Pratibha A. Dabholkar United States	27	5.0k 1.0×	4.4k 1.2×	3.5k 1.3×	798 0.5×	3.5k 2.3×	33	8.3k
Lois A. Mohr United States	14	3.1k 0.6×	4.6k 1.2×	2.2k 0.8×	2.7k 1.8×	1.1k 0.7×	16	7.1k
Patrick E. Murphy United States	43	2.2k 0.4×	2.9k 0.8×	2.1k 0.8×	2.1k 1.4×	2.4k 1.6×	107	7.1k
Alan J. Dubinsky United States	43	3.8k 0.7×	1.9k 0.5×	1.8k 0.7×	1.3k 0.9×	1.9k 1.3×	176	7.0k
Kenneth R. Evans United States	32	7.5k 1.4×	4.8k 1.3×	3.6k 1.4×	2.5k 1.6×	2.0k 1.3×	84	10.3k
Patricia M. Doney United States	16	5.1k 1.0×	2.8k 0.8×	3.5k 1.3×	2.5k 1.6×	2.4k 1.6×	20	8.8k
Kunal Basu Canada	13	4.2k 0.8×	4.4k 1.2×	2.4k 0.9×	1.4k 0.9×	1.4k 0.9×	26	6.7k
Cathy A. Enz United States	38	2.7k 0.5×	1.8k 0.5×	2.1k 0.8×	1.6k 1.0×	552 0.4×	143	6.2k
Paul H. Schurr United States	10	6.7k 1.3×	3.7k 1.0×	2.9k 1.1×	3.8k 2.5×	1.6k 1.1×	20	9.7k

Countries citing papers authored by Lawrence A. Crosby

Since Specialization

Citations

This map shows the geographic impact of Lawrence A. Crosby's research. It shows the number of citations coming from papers published by authors working in each country. You can also color the map by specialization and compare the number of citations received by Lawrence A. Crosby with the expected number of citations based on a country's size and research output (numbers larger than one mean the country cites Lawrence A. Crosby more than expected).

Fields of papers citing papers by Lawrence A. Crosby

Since Specialization

Physical SciencesHealth SciencesLife SciencesSocial Sciences

This network shows the impact of papers produced by Lawrence A. Crosby. Nodes represent research fields, and links connect fields that are likely to share authors. Colored nodes show fields that tend to cite the papers produced by Lawrence A. Crosby. The network helps show where Lawrence A. Crosby may publish in the future.

Co-authorship network of co-authors of Lawrence A. Crosby

This figure shows the co-authorship network connecting the top 25 collaborators of Lawrence A. Crosby. A scholar is included among the top collaborators of Lawrence A. Crosby based on the total number of citations received by their joint publications. Widths of edges represent the number of papers authors have co-authored together. Node borders signify the number of papers an author published with Lawrence A. Crosby. Lawrence A. Crosby is excluded from the visualization to improve readability, since they are connected to all nodes in the network.

All Works

Sort: Min cites: Since: Top N: Style:

20 of 20 papers shown

Crosby, Lawrence A., et al.. (2022). The Drucker intangibles measurement system: An academic perspective. Journal of Business Research. 155. 113452–113452. 5 indexed citations

Jackson, Donald W., et al.. (2006). A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics. Journal of Personal Selling and Sales Management. 26(2). 115–142. 140 indexed citations

Frankwick, Gary L., Stephen S. Porter, & Lawrence A. Crosby. (2001). Dynamics of Relationship Selling: A Longitudinal Examination of Changes in Salesperson-customer Relationship Status. Journal of Personal Selling and Sales Management. 21(2). 135–146. 47 indexed citations

Pilling, Bruce K., Lawrence A. Crosby, & Donald W. Jackson. (1994). Relational bonds in industrial exchange: An experimental test of the transaction cost economic framework. Journal of Business Research. 30(3). 237–251. 155 indexed citations

Pilling, Bruce K., Lawrence A. Crosby, & Pam Scholder Ellen. (1991). Using Benefit Segmentation to Influence Environmental Legislation: A Bottle Bill Application. Journal of Public Policy & Marketing. 10(2). 28–46. 10 indexed citations

Keith, Janet E., Donald W. Jackson, & Lawrence A. Crosby. (1990). Effects of Alternative Types of Influence Strategies under Different Channel Dependence Structures. Journal of Marketing. 54(3). 30–41. 118 indexed citations

Crosby, Lawrence A., Kenneth R. Evans, & Deborah Cowles. (1990). Relationship Quality in Services Selling: An Interpersonal Influence Perspective. Journal of Marketing. 54(3). 68–81. 1685 indexed citations breakdown →

Crosby, Lawrence A., Mary Jo Bitner, & James D. Gill. (1990). Organizational structure of values. Journal of Business Research. 20(2). 123–134. 55 indexed citations

Cowles, Deborah & Lawrence A. Crosby. (1990). Consumer Acceptance of Interactive Media in Service Marketing Encounters. Service Industries Journal. 10(3). 521–540. 63 indexed citations

10.

Bitner, Mary Jo & Lawrence A. Crosby. (1989). Designing a winning service strategy : [7th annual Service[s] Marketing Conference proceedings]. 1 indexed citations

11.

Cowles, Deborah & Lawrence A. Crosby. (1986). Measure Validation in Consumer Research: a Confirmatory Factor Analysis of the Voluntary Simplicity Lifestyle Scale. ACR North American Advances. 22 indexed citations

12.

Crosby, Lawrence A. & Deborah Cowles. (1986). Life insurance agents as financial planners: A matter of role consensus. Services Marketing Quarterly. 1(3). 69–89. 9 indexed citations

13.

Grossbart, Sanford & Lawrence A. Crosby. (1984). Understanding the Bases of Parental Concern and Reaction to Children's Food Advertising. Journal of Marketing. 48(3). 79–92. 61 indexed citations

14.

Crosby, Lawrence A. & Sanford Grossbart. (1984). Parental Style Segments and Concern about Children's Food Advertising. 7(1). 43–63. 9 indexed citations

15.

Crosby, Lawrence A. & Sanford Grossbart. (1984). A Blueprint For Consumer Behavior Research on Personality. ACR North American Advances. 4 indexed citations

16.

Grossbart, Sanford & Lawrence A. Crosby. (1984). Understanding the Bases of Parental Concern and Reaction to Children's Food Advertising. Journal of Marketing. 48(3). 79–79. 34 indexed citations

17.

Crosby, Lawrence A. & Darrel D. Muehling. (1983). External Variables and the Fishbeinmodel: Mediation, Moderation, Or Direct Effects?. ACR North American Advances. 8 indexed citations

18.

Crosby, Lawrence A. & James R. Taylor. (1982). Consumer Satisfaction with Michigan's Container Deposit Law—An Ecological Perspective. Journal of Marketing. 46(1). 47–60. 27 indexed citations

19.

Crosby, Lawrence A. & James D. Gill. (1981). A Causal Path Analysis of Ecological Behavior Relating to Marketing. ACR North American Advances. 2 indexed citations

20.

Crosby, Lawrence A., James D. Gill, & James R. Taylor. (1981). Consumer/Voter Behavior in the Passage of the Michigan Container law. Journal of Marketing. 45(2). 19–32. 132 indexed citations

Rankless uses publication and citation data sourced from OpenAlex, an open and comprehensive bibliographic database. While OpenAlex provides broad and valuable coverage of the global research landscape, it—like all bibliographic datasets—has inherent limitations. These include incomplete records, variations in author disambiguation, differences in journal indexing, and delays in data updates. As a result, some metrics and network relationships displayed in Rankless may not fully capture the entirety of a scholar's output or impact.

Explore authors with similar magnitude of impact