Robert B. Woodruff

10.3k total citations · 5 hit papers
31 papers, 7.3k citations indexed

About

Robert B. Woodruff is a scholar working on Marketing, Organizational Behavior and Human Resource Management and Social Psychology. According to data from OpenAlex, Robert B. Woodruff has authored 31 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 Robert B. Woodruff's work include Customer Service Quality and Loyalty (14 papers), Consumer Behavior in Brand Consumption and Identification (9 papers) and Cognitive and psychological constructs research (6 papers). Robert B. Woodruff is often cited by papers focused on Customer Service Quality and Loyalty (14 papers), Consumer Behavior in Brand Consumption and Identification (9 papers) and Cognitive and psychological constructs research (6 papers). Robert B. Woodruff collaborates with scholars based in United States and Latvia. Robert B. Woodruff's co-authors include Roger L. Jenkins, Ernest R. Cadotte, Sarah Fisher Gardial, Daniel J. Flint, David W. Schumann, Mary Jane Burns, David W. Cravens, Jeffrey W. Overby, Gerald E. Hills and John T. Mentzer and has published in prestigious journals such as Journal of Marketing, Journal of Applied Psychology and Journal of Marketing Research.

In The Last Decade

Robert B. Woodruff

30 papers receiving 6.2k citations

Hit Papers

Customer value: The next source for competitive advantage 1983 2026 1997 2011 1997 1987 1983 2002 1996 1000 2.0k 3.0k
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.

  1. Customer value: The next source for competitive advantage
    1997 3.1k citations Robert B. Woodruff Journal of the Academy of Marketing Science profile →
  2. Expectations and Norms in Models of Consumer Satisfaction
    1987 723 citations Ernest R. Cadotte, Robert B. Woodruff et al. Journal of Marketing Research profile →
  3. Modeling Consumer Satisfaction Processes Using Experience-Based Norms
    1983 636 citations Robert B. Woodruff, Ernest R. Cadotte et al. Journal of Marketing Research profile →
  4. Exploring the Phenomenon of Customers' Desired Value Change in a Business-to-Business Context
    2002 614 citations Daniel J. Flint, Robert B. Woodruff et al. Journal of Marketing profile →
  5. Know Your Customer: New Approaches to Understanding Customer Value and Satisfaction
    1996 561 citations Robert B. Woodruff Medical Entomology and Zoology profile →

Peers

Robert B. Woodruff
John E. Swan United States
W. Earl Sasser United States
J. Paul Peter United States
Carol Surprenant United States
Lawrence A. Crosby United States
Leonard A. Schlesinger United States
James L. Heskett United States
Christopher Lovelock United States
R. Kenneth Teas United States
Richard A. Spreng United States
John E. Swan United States
Robert B. Woodruff
Citations per year, relative to Robert B. Woodruff Robert B. Woodruff (= 1×) peers John E. Swan

Countries citing papers authored by Robert B. Woodruff

Since Specialization
Citations

This map shows the geographic impact of Robert B. Woodruff'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 Robert B. Woodruff with the expected number of citations based on a country's size and research output (numbers larger than one mean the country cites Robert B. Woodruff more than expected).

Fields of papers citing papers by Robert B. Woodruff

Since Specialization
Physical SciencesHealth SciencesLife SciencesSocial Sciences

This network shows the impact of papers produced by Robert B. Woodruff. 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 Robert B. Woodruff. The network helps show where Robert B. Woodruff may publish in the future.

Co-authorship network of co-authors of Robert B. Woodruff

This figure shows the co-authorship network connecting the top 25 collaborators of Robert B. Woodruff. A scholar is included among the top collaborators of Robert B. Woodruff 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 Robert B. Woodruff. Robert B. Woodruff is excluded from the visualization to improve readability, since they are connected to all nodes in the network.

All Works

20 of 20 papers shown
1.
Overby, Jeffrey W., Robert B. Woodruff, & Sarah Fisher Gardial. (2005). The influence of culture upon consumers’ desired value perceptions: A research agenda. Marketing Theory. 5(2). 139–163. 70 indexed citations
2.
Golicic, Susan L., et al.. (2003). A Conceptual Look at the Influence of Relationship Structure on the Disconfirmation Process in a Business-to-Business Context. The Journal of Consumer Satisfaction, Dissatisfaction & Complaining Behavior. 16. 119. 6 indexed citations
3.
Chandy, Rajesh, Christian Homburg, Scott MacKenzie, et al.. (2003). Reflections on Research in Marketing and Reviewing for Scholarly Journals Invited Essays by JAMS 2000-2003 Outstanding Reviewer Award Recipients: Introduction to Special Section. Journal of the Academy of Marketing Science. 31(3). 312–313. 2 indexed citations
4.
Flint, Daniel J. & Robert B. Woodruff. (2001). The Initiators of Changes in Customers' Desired Value. Industrial Marketing Management. 30(4). 321–337. 101 indexed citations
5.
Moon, Mark A., et al.. (1998). A Customer Value-Based Approach to MBA Marketing Education. Journal of Marketing Education. 20(1). 53–62. 11 indexed citations
6.
Woodruff, Robert B.. (1997). Customer value: The next source for competitive advantage. Journal of the Academy of Marketing Science. 25(2). 139–153. 3129 indexed citations breakdown →
7.
Flint, Daniel J., Robert B. Woodruff, & Sarah Fisher Gardial. (1997). Customer value change in industrial marketing relationships: A call for new strategies and research. Industrial Marketing Management. 26(2). 163–175. 287 indexed citations
8.
Woodruff, Robert B.. (1996). Know Your Customer: New Approaches to Understanding Customer Value and Satisfaction. Medical Entomology and Zoology. 561 indexed citations breakdown →
9.
Gardial, Sarah Fisher, et al.. (1994). Comparing Consumers' Recall of Prepurchase and Postpurchase Product Evaluation Experiences. Journal of Consumer Research. 20(4). 548–548. 300 indexed citations
10.
Woodruff, Robert B., et al.. (1994). AMA Handbook for Customer Satisfaction. Journal of Marketing Research. 31(3). 432–432. 54 indexed citations
11.
Cadotte, Ernest R., Robert B. Woodruff, & Roger L. Jenkins. (1987). Expectations and Norms in Models of Consumer Satisfaction. Journal of Marketing Research. 24(3). 305–314. 330 indexed citations
12.
Cadotte, Ernest R., Robert B. Woodruff, & Roger L. Jenkins. (1987). Expectations and Norms in Models of Consumer Satisfaction. Journal of Marketing Research. 24(3). 305–305. 723 indexed citations breakdown →
13.
Woodruff, Robert B., et al.. (1981). Market opportunity analysis for short-range public transportation planning: Method and demonstration. 1 indexed citations
14.
Cravens, David W., et al.. (1977). Marketing Decision Making: Concepts and Strategy. Journal of Marketing. 41(1). 125–125. 15 indexed citations
15.
Cravens, David W., et al.. (1976). URBAN PUBLIC TRANSPORTATION GOAL DETERMINATION: A RESEARCH APPROACH. Transportation Research Record Journal of the Transportation Research Board.
16.
Woodruff, Robert B.. (1972). Measurement of Consumers' Prior Brand Information. Journal of Marketing Research. 9(3). 258–258. 7 indexed citations
17.
Cravens, David W., et al.. (1972). An Analytical Approach for Evaluating Sales Territory Performance. Journal of Marketing. 36(1). 31–31. 24 indexed citations
18.
Woodruff, Robert B.. (1972). Brand Information Sources, Opinion Change, and Uncertainty. Journal of Marketing Research. 9(4). 414–414. 3 indexed citations
19.
Cravens, David W., et al.. (1972). An Analytical Approach for Evaluating Sales Territory Performance. Journal of Marketing. 36(1). 31–37. 50 indexed citations
20.
Woodruff, Robert B.. (1971). An experimental study of brand information processing by consumer decision-makers. University Microfilms eBooks. 2 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

Breakdown of academic impact, for papers by John E. Swan Breakdown of academic impact, for papers by W. Earl Sasser Breakdown of academic impact, for papers by J. Paul Peter Breakdown of academic impact, for papers by Carol Surprenant Breakdown of academic impact, for papers by Lawrence A. Crosby Breakdown of academic impact, for papers by Leonard A. Schlesinger Breakdown of academic impact, for papers by James L. Heskett Breakdown of academic impact, for papers by Christopher Lovelock Breakdown of academic impact, for papers by R. Kenneth Teas Breakdown of academic impact, for papers by Richard A. Spreng
Rankless by CCL
2026