| Multichannel strategies for managing the profitability of business-to-business customers JM Lawrence, AT Crecelius, LK Scheer, A Patil Journal of Marketing Research 56 (3), 479-497, 2019 | 80 | 2019 |
| Managing customer engagement at trade shows S Gopalakrishna, EC Malthouse, JM Lawrence Industrial Marketing Management 81, 99-114, 2019 | 67 | 2019 |
| Effects of channel members’ customer-centric structures on supplier performance AT Crecelius, JM Lawrence, JY Lee, SK Lam, LK Scheer Journal of the Academy of Marketing Science 47, 56-75, 2019 | 38 | 2019 |
| When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers JM Lawrence, AT Crecelius, LK Scheer, SK Lam Journal of the Academy of marketing science 47, 837-857, 2019 | 30 | 2019 |
| Salesperson dual agency in price negotiations JM Lawrence, LK Scheer, AT Crecelius, SK Lam Journal of Marketing 85 (2), 89-109, 2021 | 27 | 2021 |
| The opportunities and costs of highly involved organizational buyers CE McClure, JM Lawrence, TJ Arnold, LK Scheer Journal of the Academy of Marketing Science 51 (2), 480-501, 2023 | 4 | 2023 |
| Riding the waves or rocking the boat? Benefits and unintended consequences of customer growth strategies AT Crecelius, JM Lawrence, JL Ogilvie, AA Rapp Industrial Marketing Management 107, 407-422, 2022 | 3 | 2022 |
| Multichannel discount spillover in B2B markets AT Crecelius, JM Lawrence, RW Palmatier, JZ Zhang Journal of the Academy of Marketing Science, 1-21, 2023 | | 2023 |
| The Impact of Downstream Online Ratings on Upstream B2B Relationships: An Abstract T Nguyen, J Lawrence, A Crecelius, C McClure, L Scheer Academy of Marketing Science Annual Conference, 365-366, 2022 | | 2022 |
