Complex and Strategic Decision Making in Organizations:

Market Orientation: The Construct, Research Propositions, and Managerial Implications

1990 • 7,235 citations

Dimensions of Consumer Expertise

1987 • 4,200 citations

Biased assimilation and attitude polarization: The effects of prior theories on subsequently considered evidence.

1979 • 3,975 citations

Case Research in Marketing: Opportunities, Problems, and a Process

1985 • 1,286 citations

Case Research in Marketing: Opportunities, Problems, and a Process

1985 • 718 citations

Multisite Qualitative Policy Research: Optimizing Description and Generalizability

1983 • 692 citations

Mechanisms governing organizational performance in complex decision-making environments

1990 • 299 citations

A fuzzy multi-criteria decision-making method for facility site selection

1991 • 248 citations

Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept

1988 • 235 citations

Decision Making in Complex Naval Command-and-Control Environments

1996 • 190 citations

Case Research in Marketing

2000 • 170 citations

Adaptive selling: The role of gender, age, sales experience, and education

1994 • 116 citations

Increasing Sales Productivity by Getting Salespeople To Work Smarter

2013 • 99 citations

Key account management in the business to business field : the key account's point of view

1997 • 81 citations

Effects of Workload and Structure on Team Processes and Performance: Implications for Complex Team Decision Making

1996 • 77 citations

Industrial Buyer Image of the Saleswoman

1984 • 69 citations

Who Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics

2013 • 60 citations

Decision systems analysis in industrial marketing

1975 • 55 citations

Complex Managerial Decisions Involving Multiple Objectives

1973 • 53 citations

What buyers like from salesmen

1985 • 48 citations

Decision Making in Complex Naval Command-and-Control Environments

1996 • 44 citations

Complex Decision Problems

1999 • 28 citations

Industrial Buyer Image of the Saleswoman

1984 • 25 citations

Testing for Deterministic Salesperson Attributes in Mature Markets

2013 • 14 citations

The structure of an industrial market: Aviation fuel contracts

1975 • 14 citations

The Effects of Alternative Labels on Decision Behavior: The Case of Corporate Site Selection Decisions

1994 • 13 citations

Site Selection Problem and a Quasi‐Satisficing Decision Rule

1992 • 9 citations

Linear Responsibility Charting:

1988 • 7 citations