S
Zodix
Study
Academic Library
Search
Shelves
Open access
Sign in
Search or jump to…
⌘K
Richard E. Plank · Study
Home
/
Author
Richard E. Plank
38 works
· latest 2020
· 9 institutions
cluster: provisional
Follow
Claim this profile
h-index
26
i10
37
Citations
2,524
Works here
38
99
00
01
02
04
05
06
07
08
09
11
13
14
18
19
20
Most cited in this library
Measuring Brand Equity: An Evaluation of a Consumer-Based Brand Equity Scale
2002 · 613 citations
Total Cost of Ownership Models: An Exploratory Study
2002 · 231 citations
Business Marketing Comes of Age: A Comprehensive Review of the Literature
2000 · 154 citations
The modified CETSCALE: validity tests in the Czech Republic, Hungary, and Poland
2001 · 121 citations
The effect of intercultural sensitivity on employee performance in cross‐cultural service encounters
2005 · 121 citations
Works
38 shown
Fundamentals of Business Marketing Research
Routledge eBooks
·
2020
·
2 authors
·
book
15
citations
Dimensions of effective sales coaching: scale development and validation
Journal of Personal Selling and Sales Management
·
2019
·
3 authors
28
citations
The sales manager as a unit of analysis: a review and directions for future research
Journal of Personal Selling and Sales Management
·
2018
·
4 authors
37
citations
Sales and operations planning
Journal of Research in Interactive Marketing
·
2014
·
2 authors
27
citations
Methods in Sales Research: Perceived Trust in Business-to-Business Sales: A New Measure
Journal of Personal Selling and Sales Management
·
2013
·
4 authors
41
citations
The Effect of Personal Relationship and Consultative Task Behaviors on Buyer Perceptions of Salesperson Trust, Expertise, and Loyalty
The Journal of Marketing Theory and Practice
·
2011
·
4 authors
79
citations
Logistics performance measurement in the supply chain: a benchmark
Benchmarking An International Journal
·
2009
·
2 authors
75
citations
The Consumption of Online News: The Relationship of Attitudes Toward the Site and Credibility
Journal of Internet Commerce
·
2008
·
3 authors
14
citations
The Role of Purchase Importance on Buyer Perceptions of the Trust and Expertise Components of Supplier and Salesperson Credibility in Business-To-Business Relationships
Journal of Personal Selling and Sales Management
·
2007
·
3 authors
61
citations
Organizational buyers and conflict: The impact of conflict on ongoing and new purchasing situations
Journal of Purchasing and Supply Management
·
2006
·
3 authors
22
citations
The effect of social conflict on relationship loyalty in business markets
Industrial Marketing Management
·
2005
·
2 authors
61
citations
The effect of intercultural sensitivity on employee performance in cross‐cultural service encounters
Journal of Services Marketing
·
2005
·
4 authors
·
Open access
121
citations
Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions
Journal of Business and Industrial Marketing
·
2004
·
4 authors
46
citations
Gender Issues in Buyer‐Seller Relationships: Does Gender Matter in Purchasing?
Journal of Supply Chain Management
·
2004
·
3 authors
36
citations
Cross-Cultural Service Encounters in the Hospitality Industry and the Effect of Intercultural Sensitivity on Employee Performance
International Journal of Hospitality & Tourism Administration
·
2004
·
4 authors
37
citations
How manufacturers value purchase offerings
Industrial Marketing Management
·
2002
·
2 authors
36
citations
Total Cost of Ownership Models: An Exploratory Study
Journal of Supply Chain Management
·
2002
·
2 authors
231
citations
The impact of purchase situation on salesperson communication behaviors in business markets
Industrial Marketing Management
·
2002
·
3 authors
45
citations
Measuring Brand Equity: An Evaluation of a Consumer-Based Brand Equity Scale
The Journal of Marketing Theory and Practice
·
2002
·
2 authors
613
citations
The modified CETSCALE: validity tests in the Czech Republic, Hungary, and Poland
International Business Review
·
2001
·
4 authors
121
citations
Business Marketing Comes of Age: A Comprehensive Review of the Literature
Journal of Business-to-Business Marketing
·
2000
·
2 authors
154
citations
Examining the Role of Brand Equity in Business Markets: A Model, Research Propositions, and Managerial Implications
Journal of Business-to-Business Marketing
·
1999
·
4 authors
56
citations
Theory, practice, and empirical development contributions: Advances in Business Marketing and Purchasing
Journal of Business Research
·
1997
·
1 author
14
citations
How ethical are purchasing management professionals?
Journal of Business Ethics
·
1996
·
2 authors
45
citations
When the purchasing agent is a committee: Implications for industrial marketing
Industrial Marketing Management
·
1995
·
2 authors
21
citations
Maintaining Buyer‐Supplier Partnerships
Journal of Supply Chain Management
·
1995
·
3 authors
112
citations
Values Driving Decisions In Questionable Purchasing Situations
Journal of Supply Chain Management
·
1994
·
3 authors
12
citations
The Impact of Adaptive Seiling on Sales Effectiveness Within the Pharmaceutical Industry
The Journal of Marketing Theory and Practice
·
1994
·
2 authors
27
citations
The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness
Journal of Personal Selling and Sales Management
·
1994
·
2 authors
·
Open access
57
citations
The impact of computer usage by purchasing
Industrial Marketing Management
·
1992
·
4 authors
17
citations
Exploring business-to-business direct mail campaigns
Journal of Direct Marketing
·
1991
·
3 authors
13
citations
The Use of Approved Supplier Lists
Journal of Supply Chain Management
·
1991
·
2 authors
15
citations
Implementing Expert Systems into Business‐to‐Business Marketing Practice
Journal of Business and Industrial Marketing
·
1990
·
2 authors
17
citations
Expert Systems: The Integrative Sales Management Tool of the Future
Journal of the Academy of Marketing Science
·
1987
·
2 authors
36
citations
A critical review of industrial market segmentation
Industrial Marketing Management
·
1985
·
1 author
118
citations
Industrial marketing education: Practitioner's views
Industrial Marketing Management
·
1982
·
1 author
8
citations
Personal inducement of industrial buyers
Industrial Marketing Management
·
1980
·
3 authors
26
citations
A framework for personal selling to organizations
Industrial Marketing Management
·
1980
·
2 authors
30
citations