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• 2013Why tough tactics fail and rapport gets results: Observing Rapport-Based Interpersonal Techniques (ORBIT) to generate useful information from terrorists.224 cited
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• 1994The association between immediacy and socio‐communicative style141 cited
• 2013Increasing Sales Productivity by Getting Salespeople To Work Smarter113 cited
• 2003Out-of-Class Communication and Student Perceptions of Instructor Humor Orientation and Socio-Communicative Style111 cited
• 2009The Content and Dimensionality of Communication Styles109 cited
• 2006Emotional Intelligence and Dispositional Affectivity as Predictors of Performance in Salespeople106 cited
• 2005Students’ Classroom Communication Effectiveness101 cited
• 2015Examining teamwork and leadership in the fields of public administration, leadership, and management76 cited
• 1996Student trust of teacher as a function of socio‐communicative style of teacher and socio‐communicative orientation of student75 cited
• 2010Integrated Theoretical Model for Building Effective Teams70 cited
• 1990The Accuracy of Salespersons' Perceptions of their Customers: Conceptual Examination and an Empirical Study67 cited
• 1990Adaptive Communication: The Adaptation of the Seller's Interpersonal Style to the Stage of the Dyad's Relationship and the Buyer's Communication Style