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F. Robert Dwyer · Study

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F. Robert Dwyer

18 works· latest 2013· 3 institutionscluster: provisional

h-index17

i1018

Citations13,818

Works here18

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Most cited in this library

Developing Buyer-Seller Relationships1987 · 9,139 citations
An Examination of Organizational Factors Influencing New Product Success in Internal and Alliance-Based Processes2000 · 1,023 citations
Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels1987 · 630 citations
Customer lifetime valuation to support marketing decision making1997 · 487 citations
Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures1992 · 439 citations

Works

18 shown

Value in professional service relationships

Journal of Business and Industrial Marketing·2013·3 authors

32citations

Navigating Local Environments with Global Strategies: A Contingency Model of Multinational Subsidiary Performance

Marketing Science·2008·3 authors

40citations

An Examination of Organizational Factors Influencing New Product Success in Internal and Alliance-Based Processes

Journal of Marketing·2000·2 authors

1,023citations

Business Marketing: Connecting Strategy, Relationships, and Learning

·1998·2 authors

191citations

Customer lifetime valuation to support marketing decision making

Journal of Direct Marketing·1997·1 author

487citations

Customer lifetime valuation to support marketing decision making

Journal of Direct Marketing·1997·1 author

52citations

Power, bureaucracy, influence, and performance: Their relationships in industrial distribution channels

Journal of Business Research·1995·2 authors

145citations

Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures

Journal of Marketing Research·1992·4 authors

439citations

Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures

Journal of Marketing Research·1992·4 authors

234citations

Relational roles and triangle dramas: Effects on power play and sentiments in industrial channels

Marketing Letters·1992·2 authors

43citations

Customer lifetime valuation to support marketing decision making

Journal of Direct Marketing·1989·1 author

188citations

Reverse Marketing: The New Buyer-Supplier Relationship

Journal of Marketing·1989·3 authors

220citations

A Transaction Cost Perspective on Vertical Contractual Structure and Interchannel Competitive Strategies

Journal of Marketing·1988·2 authors

319citations

Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels

Journal of Marketing Research·1987·2 authors

630citations

Developing Buyer-Seller Relationships

Journal of Marketing·1987·3 authors

9,139citations

Environmental Relationships of the Internal Political Economy of Marketing Channels

Journal of Marketing Research·1985·2 authors

320citations

Bargaining in an Asymmetrical Power Structure

Journal of Marketing·1981·2 authors

300citations

The Effectiveness of Bank Premiums

Journal of Marketing·1978·2 authors

16citations