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Gary L. Lilien · Study
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Author
Gary L. Lilien
78 works
· latest 2018
· 3 institutions
cluster: provisional
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78
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10,522
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Most cited in this library
A multi-stage model of word-of-mouth influence through viral marketing
2008 · 898 citations
Medical Innovation Revisited: Social Contagion versus Marketing Effort
2001 · 631 citations
Technological Opportunism and Radical Technology Adoption: An Application to E-Business
2002 · 629 citations
ABELL F. Dereck, Defining The Business. The Starting Point of Strategic Planning . USA, Prentice Hall, Englewood Cliffs, New Jersey, 1980.
1996 · 575 citations
The Timing of Competitive Market Entry: An Exploratory Study of New Industrial Products
1990 · 394 citations
Works
60 shown
Within-Seller and Buyer–Seller Network Structures and Key Account Profitability
Journal of Marketing
·
2018
·
4 authors
78
citations
Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets
Journal of Marketing
·
2016
·
4 authors
82
citations
The B2B Knowledge Gap
International Journal of Research in Marketing
·
2016
·
1 author
380
citations
Business-to-Business Buying: Challenges and Opportunities
Customer Needs and Solutions
·
2015
·
12 authors
·
Open access
152
citations
Do Retailers Benefit from Deploying Customer Analytics?
Journal of Retailing
·
2014
·
3 authors
98
citations
Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls
Journal of Marketing
·
2014
·
3 authors
139
citations
A new approach to industrial market segmentation
DSpace@MIT (Massachusetts Institute of Technology)
·
2013
·
2 authors
·
report
·
Open access
68
citations
Supplier-Selected Referrals
Journal of Marketing
·
2013
·
3 authors
39
citations
Marketing’s roles in innovation in business-to-business firms: Status, issues, and research agenda
Marketing Letters
·
2013
·
10 authors
53
citations
Effective Marketing Science Applications: Insights from the ISMS-MSI Practice Prize Finalist Papers and Projects
Marketing Science
·
2013
·
3 authors
40
citations
Performance implications of deploying marketing analytics
International Journal of Research in Marketing
·
2012
·
3 authors
210
citations
The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads
Journal of Marketing
·
2012
·
4 authors
115
citations
The Total Product Design Concept and an Application to the Auto Market
Journal of Product Innovation Management
·
2012
·
5 authors
69
citations
Business-to-Business Marketing: Looking Back, Looking Forward
Edward Elgar Publishing eBooks
·
2012
·
2 authors
·
chapter
51
citations
Trade Shows in the Business Marketing Communications Mix
Edward Elgar Publishing eBooks
·
2012
·
2 authors
·
chapter
21
citations
Editorial—The Science-to-Practice Initiative: Getting New Marketing Science Thinking into the Real World
Marketing Science
·
2012
·
4 authors
·
editorial
16
citations
Bridging the Academic–Practitioner Divide in Marketing Decision Models
Journal of Marketing
·
2011
·
1 author
156
citations
Should Firms Spend More on Research and Development and Advertising during Recessions?
Journal of Marketing
·
2011
·
3 authors
249
citations
Marketing Spending Strategy in Recessions
Australasian Marketing Journal (AMJ)
·
2010
·
2 authors
45
citations
Prediction Markets as institutional forecasting support systems
Decision Support Systems
·
2010
·
4 authors
·
Open access
43
citations
Calculating, creating, and claiming value in business markets: Status and research agenda
Marketing Letters
·
2010
·
10 authors
30
citations
How Incorporating Feedback Mechanisms in a DSS Affects DSS Evaluations
Information Systems Research
·
2008
·
5 authors
·
Open access
116
citations
A multi-stage model of word-of-mouth influence through viral marketing
International Journal of Research in Marketing
·
2008
·
2 authors
898
citations
The University Rankings Game
The American Statistician
·
2008
·
3 authors
89
citations
Principles of Marketing Engineering
·
2007
·
3 authors
71
citations
Mapping the Bounds of Incoherence: How Far Can You Go and How Does It Affect Your Brand?
Marketing Science
·
2007
·
4 authors
22
citations
The Emergence of Dominant Designs
Journal of Marketing
·
2006
·
3 authors
208
citations
Turning adversity into advantage: Does proactive marketing during a recession pay off?
International Journal of Research in Marketing
·
2005
·
3 authors
263
citations
DSS Effectiveness in Marketing Resource Allocation Decisions: Reality vs. Perception
Information Systems Research
·
2004
·
4 authors
118
citations
Special Section Introduction by the ISMS Practice Prize Competition Chairman
Marketing Science
·
2004
·
1 author
19
citations
First in, First out? The Effects of Network Externalities on Pioneer Survival
Journal of Marketing
·
2003
·
3 authors
242
citations
Informants in Organizational Marketing Research: Why Use Multiple Informants and how to Aggregate Responses
Journal of Marketing Research
·
2002
·
3 authors
320
citations
Technological Opportunism and Radical Technology Adoption: An Application to E-Business
Journal of Marketing
·
2002
·
3 authors
629
citations
Bridging the marketing theory–practice gap with marketing engineering
Journal of Business Research
·
2002
·
4 authors
43
citations
Medical Innovation Revisited: Social Contagion versus Marketing Effort
American Journal of Sociology
·
2001
·
2 authors
631
citations
Two-Stage Partial Observability Models of Innovation Adoption
·
2001
·
2 authors
48
citations
Modeled to bits: Decision models for the digital, networked economy
International Journal of Research in Marketing
·
2000
·
2 authors
26
citations
Marketing Engineering: Computer-Assisted Marketing Analysis and Planning
Journal of the Operational Research Society
·
2000
·
3 authors
208
citations
Marketing and production capacity strategy for non-differentiated products: Winning and losing at the capacity cycle game
International Journal of Research in Marketing
·
1999
·
3 authors
31
citations
Bias and Systematic Change in the Parameter Estimates of Macro-Level Diffusion Models
Marketing Science
·
1997
·
2 authors
213
citations
Generalizing about Trade Show Effectiveness: A Cross-National Comparison
Journal of Marketing
·
1997
·
4 authors
·
Open access
153
citations
Minimizing technological oversights: A marketing research perspective
Cambridge University Press eBooks
·
1997
·
3 authors
·
chapter
44
citations
Software Tools for New Product Development
Journal of Marketing Research
·
1997
·
2 authors
109
citations
ABELL F. Dereck, Defining The Business. The Starting Point of Strategic Planning . USA, Prentice Hall, Englewood Cliffs, New Jersey, 1980.
·
1996
·
6 authors
575
citations
Do Trade Shows Pay Off?
Journal of Marketing
·
1995
·
4 authors
153
citations
A Three-Stage Model of Industrial Trade Show Performance
Marketing Science
·
1995
·
2 authors
182
citations
New “Brainstorming” Principles
Australian Journal of Management
·
1994
·
2 authors
74
citations
Marketing Models: Past, Present and Future
International series in quantitative marketing
·
1994
·
1 author
·
chapter
21
citations
Chapter 2 Explanatory and predictive models of consumer behavior
Handbooks in operations research and management science
·
1993
·
2 authors
·
chapter
66
citations
Using single informants to study group choice: An examination of research practice in organizational buying
Marketing Letters
·
1992
·
2 authors
37
citations
Marketing Models (Маркетинговые модели)
·
1992
·
3 authors
42
citations
Developing and Testing a Contingency Paradigm of Group Choice in Organizational Buying
Journal of Marketing Research
·
1991
·
2 authors
68
citations
Developing and Testing a Contingency Paradigm of Group Choice in Organizational Buying
Journal of Marketing Research
·
1991
·
2 authors
33
citations
Multiple Source Procurement Competitions
Marketing Science
·
1991
·
3 authors
·
Open access
75
citations
On optimal salesforce compensation in the presence of production learning effects
International Journal of Research in Marketing
·
1990
·
2 authors
41
citations
The Timing of Competitive Market Entry: An Exploratory Study of New Industrial Products
Management Science
·
1990
·
2 authors
394
citations
Determinants of new industrial product performance: a strategic re-examination of the empirical literature
IEEE Transactions on Engineering Management
·
1989
·
2 authors
134
citations
A Market Entry Timing Model for New Technologies
Management Science
·
1986
·
1 author
158
citations
A decision-support system for evaluating sales prospects and launch strategies for new products
Industrial Marketing Management
·
1986
·
2 authors
·
Open access
63
citations
Game theory in marketing science uses and limitations
International Journal of Research in Marketing
·
1986
·
2 authors
32
citations