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Paul Busch

14 works· latest 2017· 3 institutionscluster: provisionalORCID 0009-0007-4947-0221

h-index12

i1014

Citations1,702

Works here14

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Most cited in this library

Want to, need to, ought to: employee commitment to organizational change2008 · 351 citations
An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad1976 · 270 citations
Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer–seller relationships2003 · 243 citations
Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis1989 · 172 citations
Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave1978 · 143 citations

Works

14 shown

Inside Out Personal Branding (IOPB): Using Gallup Clifton StrengthsFinder 2.0 and 360Reach

Marketing Education Review·2017·2 authors

11citations

Want to, need to, ought to: employee commitment to organizational change

Journal of Organizational Change Management·2008·3 authors

351citations

We are all business marketers now

Journal of Business and Industrial Marketing·2006·4 authors

12citations

Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer–seller relationships

Journal of Business Research·2003·3 authors

243citations

Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis

Journal of Marketing Research·1989·3 authors

172citations

Identifying the Generics-Prone Consumer: A Meta-Analysis

Journal of Marketing Research·1987·2 authors·review

69citations

Identifying the Generics-Prone Consumer: A Meta-Analysis

Journal of Marketing Research·1987·2 authors

27citations

Marketing : Strategic Foundations

Andalas University Repository (Andalas University)·1985·2 authors

51citations

The Sales Manager's Bases of Social Power and Influence upon the Sales Force

Journal of Marketing·1980·1 author

135citations

Host Selling vs. Premium TV Commercials: An Experimental Evaluation of Their Influence on Children

Journal of Marketing Research·1979·2 authors

26citations

Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave

Journal of Marketing Research·1978·2 authors

143citations

Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave

Journal of Marketing Research·1978·2 authors

67citations

An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad

Journal of Marketing Research·1976·2 authors

270citations

An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad

Journal of Marketing Research·1976·1 author

125citations