Wesley James Johnston

Georgia State University - J. Mack Robinson College of Business

P.O. Box 4050

Atlanta, GA 30303-3083

United States

  • Georgia State University - J. Mack Robinson College of Business

SCHOLARLY PAPERS

11

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SSRN CITATIONS
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Top 33,211

in Total Papers Citations

4

CROSSREF CITATIONS

20

Scholarly Papers (11)

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1.

Customer Relationship Management (CRM) Implementation Gaps

Journal of Personal Selling and Sales Management, Vol. 24, pp. 279-295, Fall 2004
Number of pages: 46 Posted: 21 Feb 2011
Alex R. Zablah, Danny Bellenger and Wesley James Johnston
Oklahoma State University, Georgia State University - J. Mack Robinson College of Business and Georgia State University - J. Mack Robinson College of Business
Downloads 696 (42,898)
Citation 1

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Customer Relationship Management, CRM, CRM Technology, Sales Force Automation, SFA, Personal Selling

2.

The Impact of Sales Effort on Lead Conversion Cycle Time in a Business-to-Business Opportunity Pipeline

6th International Engaged Management Scholarship Conference, 2016
Number of pages: 21 Posted: 16 Nov 2016
William Bradford, Wesley James Johnston and Danny Bellenger
Georgia State University, Georgia State University - J. Mack Robinson College of Business and Georgia State University - J. Mack Robinson College of Business
Downloads 419 (81,310)
Citation 1

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3.

Design Thinking in the Postmodern Organization

Humanistic Management Network, Research Paper Series No. 14-6
Number of pages: 11 Posted: 23 Nov 2011 Last Revised: 12 Mar 2014
Gursel Ilipinar, Wesley James Johnston, Jordi Montaña, J.-C. Spender and Duane P. Truex
ESADE Business School, Georgia State University - J. Mack Robinson College of Business, ESADE Business School, affiliation not provided to SSRN and Georgia State University
Downloads 401 (85,565)

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design, design thinking, postmodernism, postmodernity

4.

An Evaluation of Divergent Perspectives on Customer Relationship Management: Towards a Common Understanding of an Emerging Phenomenon

Industrial Marketing Management, Vol. 33, No. 6, pp. 475-489, August 2004
Number of pages: 49 Posted: 21 Feb 2011
Alex R. Zablah, Danny Bellenger and Wesley James Johnston
Oklahoma State University, Georgia State University - J. Mack Robinson College of Business and Georgia State University - J. Mack Robinson College of Business
Downloads 337 (104,418)
Citation 2

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Customer Relationship Management, CRM, Interaction Management, Knowledge Management, Relationship Marketing

5.

The Influence of Mergers and Acquisitions on R&D Managerial Decision Making: A Multiple-Case Study of Pharmaceutical Firms

6th International Engaged Management Scholarship Conference, 2016
Number of pages: 20 Posted: 16 Nov 2016
Catrina Jones, Danny Bellenger and Wesley James Johnston
Georgia State University, Georgia State University - J. Mack Robinson College of Business and Georgia State University - J. Mack Robinson College of Business
Downloads 305 (116,438)

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6.

When do B2B Brands Influence the Decision-Making of Organizational Buyers? An Examination of the Relationship between Purchase Risk and Brand Sensitivity

International Journal of Research in Marketing, Vol. 28, No. 3, September 2011
Number of pages: 46 Posted: 21 Feb 2011 Last Revised: 13 Jun 2011
Brian Brown, Alex R. Zablah, Danny Bellenger and Wesley James Johnston
Virginia Commonwealth University, Oklahoma State University, Georgia State University - J. Mack Robinson College of Business and Georgia State University - J. Mack Robinson College of Business
Downloads 270 (132,423)

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Branding, Industrial Branding, Business-to-Business, Field Study, Purchase Risk

7.

Performance Implications of CRM Technology Use: A Multi-Level Field Study of Business Customers and Their Providers in the Telecommunications Industry

Information Systems Research, Forthcoming
Number of pages: 53 Posted: 21 Feb 2011
Alex R. Zablah, Danny Bellenger, Detmar Straub and Wesley James Johnston
Oklahoma State University, Georgia State University - J. Mack Robinson College of Business, Georgia State University and Georgia State University - J. Mack Robinson College of Business
Downloads 175 (199,458)
Citation 1

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Customer Relationship Management, CRM, CRM Technology, Relationship Investment, Relationship Marketing and Management, Multi-Level Modeling

8.

Between Flexibility and Discipline in New Product Development: Expertise as a Boundary Condition

The Second International Conference on Engaged Management Scholarship
Number of pages: 17 Posted: 18 Jun 2012
Karl Hellman, Isabelle Monlouis, Kenneth Nations, Daniel Robey and Wesley James Johnston
Georgia State University, Georgia State University, Georgia State University, Georgia State University and Georgia State University - J. Mack Robinson College of Business
Downloads 126 (260,800)

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New Product Development, Stage-Gate Process, Flexible Processes, Experience-based process models

9.

Executive Business Doctorate: A Journey of Motivations, Expectancies, Cost and Realized Value

Seventh International Engaged Management Scholarship Conference
Number of pages: 73 Posted: 29 Aug 2017 Last Revised: 02 Sep 2017
Ginger Lange, Kamau Smith, Katherine Spradley and Wesley James Johnston
Georgia State University, J. Mack Robinson College of Business, Georgia State University, J. Mack Robinson College of Business, Georgia State University, J. Mack Robinson College of Business and Georgia State University - J. Mack Robinson College of Business
Downloads 67 (389,396)

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doctorate, expectancy-value theory, motivation, executive education, case study

10.

Executive Business Doctorate: A Journey of Motivations, Risks, and Real-World Outcomes

2018 Engaged Management Scholarship Conference: Philadelphia, PA
Number of pages: 39 Posted: 30 Aug 2018
Ginger Lange, Kamau Smith, Katherine Spradley and Wesley James Johnston
Georgia State University, J. Mack Robinson College of Business, Georgia State University, J. Mack Robinson College of Business, Georgia State University, J. Mack Robinson College of Business and Georgia State University - J. Mack Robinson College of Business
Downloads 36 (508,065)

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doctorate, expectancy-value theory, motivation, executive education, case study

11.

Transforming Partner Relationships Through Technological Innovation

Journal of Business and Industrial Marketing, Vol. 20, No. 7, pp. 355-363, 2005
Number of pages: 31 Posted: 21 Feb 2011
Alex R. Zablah, Wesley James Johnston and Danny Bellenger
Oklahoma State University, Georgia State University - J. Mack Robinson College of Business and Georgia State University - J. Mack Robinson College of Business
Downloads 35 (512,941)

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Partner Relationship Management, Customer Relationship Management, CRM, Industrial Marketing, Business-to-Business Marketing