Published Research for
Barton A. Weitz
Note that all papers are available in Adobe Acrobat Reader (PDF)
Retailing Management, McGraw-Hill,
2004 (with M. Levy).
Personal Selling: Building Relationships, McGraw-Hill,
2004 (with S. Castleberry and J.
Cultural Impact on European Staffing
Decisions in Sales Management, International Journal of Research in
Marketing, 20 (2003) 67-85
of Marketing, Sage UK, 2002 (with Robin Wensley)
"Marketing the Unfamiliar:
The Role of Context and Item-Specific Information in Electronic Agent
Recommendations," Journal of Marketing Research, 39(November 2002),
488-498 (with A. Cook, H. Sujan and M. Sujan)
Advances in Consumer Research, Vol. 29, 2002 (with E. Andrade and V.
"Electronic Retailing: Market Dynamics and Entrepreneurial
Opportunities," in G. Libecap (ed) Entrepreneurship and Economic
Growth in the American Economy, Volume 12, Elsevier Science, 2001,
"Personal Selling and Sales Management: A Relational
Perspective," Journal of the Academy of Marketing Science, 1999,
27 (Spring), 241-254 (with K. Bradford).
"Relationship Marketing and Buyer-Seller Interactions in Channels of
Distribution," Journal of Business Research, 1998, 46
(November), 211-225 (with S. Jap and C. Manolis).
"Interactive Home Shopping: Consumer, Retailer, and Manufacturers Incentives to
Participate in Electronic Marketplaces," Journal of Marketing, 1997, 61
(July), 38-53 (with J. Alba, C. Janiszewski, R. Lutz, J. Lynch, A. Sawyer and S. Woods).
"The Revolution in Distribution: Challenges and Opportunities,"
Planning, 1997, 30, 823-829 (with L. Stern).
"Performance in Principle-Agent Dyads," Management Science, 1997, 43
(May), 280-304 (with E. Anderson and W. Ross).
"The Impact of Staffing
Policies on Retail Buyer Job Attitudes and Behaviors," Journal
of Retailing, 1996, 72 (Spring), 31-43 (with S. Ganesan).
"Relationship Marketing and Channel Management," Journal of the Academy of
Marketing Science, 1995, 23 (Fall), 305-320 (with S. Jap).
"Learning Orientation, Working Smart and Salesperson Performance," Journal
of Marketing, 1994, 58 (July), 39-56 (with H. Sujan and N. Kumar).
"Hiring and Promotion Policies in Sales Force Management: Some Antecedents and
Consequences," Journal of Personal Selling and Sales Management, 1993, 13
(Summer), 15-27 (with S. Ganesan).
"The Use of Pledges to Build and Sustain Commitment in Distribution Channels,"
Journal of Marketing Research, 1992, 29 (February), 18-34 (with E. Anderson).
"From the Invisible Hand to the Glad Hand: Understanding a Careerist Orientation to
Work," Human Resource Management Journal, 1991, 30 (Summer), 237-258 (with D.
"Summer Interns: Factors Contributing to Positive Development Experiences,"
of Vocational Behavior, 1990, 37, 267-284 (with D. Feldman).
"Adaptive Selling: Conceptualization, Measurement, and Validity,"
of Marketing Research, 1990, 27 (February), 61-69 (with R.L. Spiro).
"Marketing Entry Strategies and Competitive Environments," Journal of
Marketing Research, 1990, 27 (November), 390-401 (with H., Gatignon, and P. Bansal).
"Determinants of Continuity in Conventional Industrial Channel
Science, 1989, 9 (Fall), 310-323 (with E. Anderson).
"Sales Force Compensation: An Empirical Investigation of Factors Affecting the Use
of Salary versus Incentives," Journal of Marketing Research, 1989, 26
(February), 8-16 (with G. John).
"Forward Integration into Distribution: An Empirical Test of Transaction Cost
Analysis," Journal of Law, Economics, and Organization, 1988, 4 (Fall),
337-355 (with G. John).
"Career Plateaus in the
Salesforce: Understanding Blockages in Employee
Growth," Journal of Personal Selling and Sales Management, 1988 (with D.
Career Plateaus Reconsidered,"
Journal of Management, 1988, Vo. 14, No. 1 69-80 (with Daniel C. Feldman)
"Increasing Sales Force Productivity by Getting Salespeople to Work Smarter,"
Journal of Personal Selling and Sales Management, 1988, 7 (August), 9-20 (with H.
Sujan, and M. Sujan).
"Resource Allocation Behavior by Channel Members,"
Journal of Marketing
Research, 1987, 24 (February), 85-97 (with E. Anderson and L. Lodish).
"An Organizational Coordination Model of Salesforce Compensation Plans: Theoretical
Analysis and Empirical Test," Journal of Law, Economics, and Organizations,
1987 (with G. John and A. Weiss).
"Industrial Purchasing: An Empirical Exploration of the Buyclass Framework,"
of Marketing, 1987, 51 (July), 71-86 (with E. Anderson and W. Chu).