selected publications
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article
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A classification of business-to-business buying decisions: risk importance and probability as a framework for e-business benefits.
Industrial Marketing Management.
33:145.
2004
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The Influence of Organizational Market Orientation on Individual-Level Market-Oriented Cognitions.
Psychology & Marketing.
17:935-954.
2000
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Interfirm Relationshionships in the Supply Chain: The Small Supplier.
Industrial Marketing Management.
26:475-486.
1997
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An Examination of Communication Behaviors as Mediators of the Influence of Cooperative Norms on Problem Solving Efficacy in Buyer-Seller Partnerships
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An examination of communication behaviors as mediators in individual-level interorganizational exchanges.
Psychology & Marketing.
23:35-56.
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Comparing the competitiveness of P/M, metal casting, and heat treating.
International Journal of Powder Metallurgy.
38:67-72.
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Market-Oriented Behaviors Within Organizations: An Individual-Level Perspective.
Journal of Marketing Theory & Practice.
7:16-27.
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The effects of perceived market and learning orientation on assessed organizational capabilities.
Industrial Marketing Management.
31:545-554.
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A classification of business-to-business buying decisions: risk importance and probability as a framework for e-business benefits.
Industrial Marketing Management.
33:145.
2004