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• 2005Effects of Personal Salutations in E-mail Invitations to Participate in a Web Survey145 cited
• 1986Increasing compliance by improving the deal: The that's-not-all technique.123 cited
• 2005Contextualizing Influence Activities: An Objective Hermeneutical Approach61 cited
• 2000A dynamic model of customer loyalty57 cited
• 1986The Art of Saying No: Linking Power to Culture49 cited
• 2002A review of correspondence training: Suggestions for a revival49 cited
• 2012Unintended agency: Impression management support as a trigger of institutional change in corporate governance29 cited
• 2004Kundenorientierung auf individueller Ebene: Das Einstellungs-Verhaltens-Modell26 cited
• 2010Neurophysiology uncovers secrets of TV commercials25 cited
• 1986Basking in Reflected Glory Revisited: An Attempt at Replication23 cited
• 2017Pride and patronage - pay-what-you-want pricing at a charitable bookstore23 cited
• 1994Managing the Disappointment of Job Termination: Outplacement as a Cooling-Out Device23 cited
• 1994Patient compliance, the rhetoric of rhetoric, and the rhetoric of persuasion23 cited
• 2004Understanding Customer Reactions to Brokered Ultimatums: Applying Negotiation and Justice Theory.