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David Gilliland

Dr

    20012019

    Research output per year

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    Research Output

    2019

    Revisiting the theory of business-to-business advertising

    Mora Cortez, R., Gilliland, D. I. & Johnston, W. J., 30 Apr 2019, In : Industrial Marketing Management.

    Research output: Contribution to journalArticle

    2017

    Working more or working less? Contingent allocation of reseller effort in distribution channels

    Kim, S. K. & Gilliland, D. I., Jul 2017, In : Industrial Marketing Management. 44, 56, p. 44-56 13 p.

    Research output: Contribution to journalArticle

    2016

    The influence of organizational and national culture on new product performance

    Eisend, M., Evanschitzky, H. & Gilliland, D. I., May 2016, In : Journal of Product Innovation management. 33, 3, p. 60-276

    Research output: Contribution to journalArticle

    Open Access
    File
    2015

    The effect of exporter’s incentives on foreign distributor’s role performance

    Obadia, C., Bello, D. C. & Gilliland, D. I., 1 Oct 2015, In : Journal of International Business Studies. 46, 8, p. 960-983 23 p.

    Research output: Contribution to journalArticle

    2014

    Allocation of Reseller Effort in Distribution Channels

    Gilliland, D. I. & Kim, S. K., 2014.

    Research output: Contribution to conferencePaper

    Legitimacy building strategies in conditions of discretionary legal enforcement: a logic of social action approach

    Chelariu, C., Bello, D. C. & Gilliland, D. I., Jul 2014, In : Industrial Marketing Management. 43, 5, p. 850-861 12 p.

    Research output: Contribution to journalArticle

    When do incentives work in channels of distribution?

    Gilliland, D. I. & Kim, S. K., 31 Jul 2014, In : Journal of the Academy of Marketing Science. 42, 4, p. 361-379 19 p.

    Research output: Contribution to journalArticle

    2013

    Control of electronic channel affiliates: an exploratory study and research propositions

    Gilliland, D. & Rudd, J., Dec 2013, In : Journal of Business Research. 66, 12, p. 2650-2656 7 p.

    Research output: Contribution to journalArticle

    How contracts and enforcement explain transaction outcomes

    Mooi, E. A. & Gilliland, D. I., Dec 2013, In : International Journal of Research in Marketing. 30, 4, p. 395-405 11 p.

    Research output: Contribution to journalArticle

    The Effect of Incentives on Export Channel Performance

    Gilliland, D. I., Obadia, C. & Bello, D. C., 2013.

    Research output: Contribution to conferencePaper

    The Influence of Organizational and National Culture on New Product Performance

    Gilliland, D. I., Evanschitzky, H. & Eisend, M., 2013.

    Research output: Contribution to conferencePaper

    2011

    When electronic management tools work - and don't work - in social-based distribution channels: a study of IT manufacturers and resellers

    Lee, N., Gilliland, D., Bello, D. C. & Osmonbekov, T., Oct 2011, In : Journal of Business Research. 64, 10, p. 1017-1024 8 p.

    Research output: Contribution to journalArticle

    2010

    Control-based channel governance and relative dependence

    Gilliland, D. I., Bello, D. C. & Gundlach, G. T., Aug 2010, In : Journal of the Academy of Marketing Science. 38, 4, p. 441-455 15 p.

    Research output: Contribution to journalArticle

    Relational incentive policies in cross-border interfirm relationships

    Obadia, C. & Gilliland, D. I., 30 Jun 2010.

    Research output: Contribution to conferenceAbstract

    Revisiting the extrinsic-intrinsic conundrum: which reward helps to improve frontline employee performance?

    Malhotra, N., Mukherjee, A. & Gilliland, D., 2010, AMA Summer educators conference 2010 : enhancing knowledge development in marketing: AMA educators proceedings. Iyer, E. & Coulter, R. (eds.). American Marketing Association, Vol. 21. p. 286-289 3 p.

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    2009

    The impact of e-business infusion on channel coordination, conflict and reseller performance

    Osmonbekov, T., Bello, D. C. & Gilliland, D. I., Oct 2009, In : Industrial Marketing Management. 38, 7, p. 778-784 7 p.

    Research output: Contribution to journalArticle

    2008

    Effects of relational policies in export channels

    Obadia, C. & Gilliland, D. I., 2008, 2008 AMA educators’ proceedings: enhancing knowledge development in marketing. Brown, J. R. & Dant, R. P. (eds.). American Marketing Association, p. 248-250 3 p.

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    Electronic channel affiliates: analysis of host site control processes

    Gilliland, D. I. & Rudd, J. M., 2008, (Unpublished).

    Research output: Contribution to conferencePaper

    Exploring the dimensions and transactional outcomes of incomplete business contracts

    Gilliland, D. I. & Mooi, E. A., 2008, Proceedings of the 37th European Marketing Academy Conference, May 2008, Brighton.

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    Exploring the dimensions and transactional outcomes of incomplete business contracts

    Mooi, E. A. & Gilliland, D. I., 2008, 2008 AMA educators’ proceedings: enhancing knowledge development in marketing. Brown, J. R. & Dant, R. P. (eds.). American Marketing Association, p. 282-283 2 p.

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    2006

    Institutional antecedents and performance consequences of influence strategies in export channels to transitional economies

    Chelariu, C., Bello, D. C. & Gilliland, D. I., May 2006, In : Journal of Business Research. 59, 5, p. 525-534 10 p.

    Research output: Contribution to journalArticle

    Multi-component evaluation of channel trade programs: positive outcomes, negative outcomes, and moderator effects

    Gilliland, D. I. & Kim, S. K., 2006, (Unpublished).

    Research output: Contribution to conferencePaper

    Resellers? Evaluation of distribution channel trade programs: results of an empirical study evaluations

    Gilliland, D. I. & Keysuk, K., 2006, Proceedings of the European Marketing Academy (EMAC) Conference 2006 Athens, Greece, 2006. Avlonitis, G. J., Papavassiliou, N. & Papastathopoulou, P. (eds.). p. CD ROM

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    The channel health index: a metric to capture the motivation of business to business channels of distribution

    Gilliland, D. I. & Kim, S. K., 2006, (Unpublished).

    Research output: Contribution to conferencePaper

    2005

    The evaluation of channel trade programs: effects on reseller support behaviour

    Kim, S. K. & Gilliland, D. I., 2005, Proceedings of 34th EMAC Annual Conference 2005. Troilo, G. (ed.).

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    The role of commitment in foreign-Japanese relationships: mediating performance for foreign sellers in Japan

    Lohtia, R., Bello, D. C., Yamada, T. & Gilliand, D. I., Aug 2005, In : Journal of Business Research. 58, 8, p. 1009-1018 10 p.

    Research output: Contribution to journalArticle

    2004

    Designing channel incentives to overcome reseller rejection

    Gilliland, D. I., Feb 2004, In : Industrial Marketing Management. 33, 2, p. 87-95 9 p.

    Research output: Contribution to journalArticle

    2003

    Influence strategies in export channels to transitional economies: institutional antecedents and performance consequences

    Chelariu, C., Bello, D. C. & Gilliland, D. I., 2003, Proceedings of the AMA summer educators' conference 2003. American Marketing Association

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    Rejection of supplier incentive programs: a reseller perspective

    Gilliland, D. I. & Kim, S. K., 2003, (Unpublished) Proceedings of Academy of Marketing conference 2003. Farrell, A., Lee, N. & Lings, I. (eds.).

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    Toward a business-to-business channel incentives classification scheme

    Gilliland, D. I., Jan 2003, In : Industrial Marketing Management. 32, 1, p. 55-67 13 p.

    Research output: Contribution to journalArticle

    2002

    Adoption of electronic commerce tools in business procurement: enhanced buying center structure and processes

    Osmonbekov, T., Bello, D. C. & Gilliland, D. I., 2002, In : Journal of Business and Industrial Marketing. 17, 2-3, p. 151-166 16 p.

    Research output: Contribution to journalArticle

    e-Business technological innovations

    Bello, D. C., Osmonbekov, T., Xie, F. T. & Gilliland, D. I., 2002, In : Journal of Marketing Channels. 9, 3-4, p. 3-25 23 p.

    Research output: Contribution to journalArticle

    Governance of export channels to Eastern Europe: impact of market characteristics on business performance

    Chelariu, C., Bello, D. C., Gilliland, D. I. & Henandez-Espallardo, M., 2002, Proceedings of 31st EMAC annual conference. Farhangmehr, M. (ed.). p. CD-ROM

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    Governance of export channels to transition economies: impact of market characteristics on business performance

    Chelariu, C., Bello, D. C. & Gilliland, D. I., 2002, 2002 SMA proceedings.

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    The single consumer

    Gilliland, D. I. & Donthu, N., 2002, In : Journal of Advertising Research. 42, 6, p. 77-84 8 p.

    Research output: Contribution to journalArticle

    When do firms conform? The effect of regulatory control processes on compliance and opportunism

    Gilliland, D. I. & Manning, K. C., 2002, In : Journal of Public Policy and Marketing. 21, 2, p. 319-331 13 p.

    Research output: Contribution to journalArticle

    2001

    Channel incentives as unilateral and bilateral governance processes

    Gilliland, D. I. & Bello, D. C., 2001, In : Journal of Marketing Channels. 8, 1-2, p. 5-31 27 p.

    Research output: Contribution to journalArticle

    The real estate research needs of the plan sponsor community: what do real estate managers want to know?

    Worzala, E. & Gilliland, D. I., 2001, Proceedings of the American Real Estate Society Annual Meeting 2001.

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    Towards a channel incentives framework: qualitative data analysis and research propositions

    Gilliland, D. I., 2001, (Unpublished).

    Research output: Contribution to conferencePaper