Wesley James Johnston

Georgia State University - J. Mack Robinson College of Business

P.O. Box 4050

Atlanta, GA 30303-3083

United States

SCHOLARLY PAPERS

9

DOWNLOADS
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CITATIONS
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Top 25,507

in Total Papers Citations

10

Scholarly Papers (9)

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 437 (40,392)
Citation 3

Abstract:

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

2.

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
ESADE Business School, Georgia State University - J. Mack Robinson College of Business, ESADE Business School, Lund University School of Economics and Management and Georgia State University
Downloads 232 (87,294)

Abstract:

design, design thinking, postmodernism, postmodernity

3.

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 197 (97,915)
Citation 5

Abstract:

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

4.

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 154 (124,635)
Citation 1

Abstract:

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

5.

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 153 (147,539)
Citation 1

Abstract:

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

6.

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
Georgia State University, Georgia State University, Georgia State University, Georgia State University and Georgia State University - J. Mack Robinson College of Business
Downloads 93 (204,355)

Abstract:

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

7.

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 25 (381,722)

Abstract:

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

8.

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 R. 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 0 (224,476)

Abstract:

9.

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 M. 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 0 (181,407)

Abstract: