D. Bellenger

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Financial service preferences and patronage motives of older consumers

G. Moschis, D. Bellenger, C. Curasi, 2003 .

An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships

Charles M. Brooks, James S. Boles, D. Bellenger, 2003 .

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

Detmar W. Straub, Wesley J. Johnston, Alex R. Zablah, 2012 .

Does customer information usage improve a firm's performance in business-to-business markets?

Minna Rollins, Wesley J. Johnston, W. Johnston, 2012 .

Buyers’ Trust of the Salesperson: An Item-Level Meta-Analysis

James S. Boles, W. Johnston, D. Bellenger, 2008 .

What Factors Influence Buying Center Brand Sensitivity

Brian P. Brown, Naveen Donthu, D. Bellenger, 2012 .

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

Brian P. Brown, W. Johnston, D. Bellenger, 2011 .

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

W. Johnston, D. Bellenger, A. Zablah, 2004 .

Transforming Partner Relationships Through Technological Innovation

W. Johnston, D. Bellenger, A. Zablah, 2005 .

Salesperson behavior: antecedents and links to performance

Thomas N. Ingram, D. Bellenger, T. Brashear, 1997 .

Salesperson Goal Orientations and the Selling Performance Relationship: The Critical Role of Mediation and Moderation

Wesley J. Johnston, Harri Terho, Liisa Kairisto-Mertanen, 2013 .

Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople

D. Bellenger, T. N. Ingram, 1983 .

Business buyers are people too: exploring how geodemographics affects business-to-business selling effectiveness

W. Johnston, D. Bellenger, J. Carlson, 2020 .

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

W. Johnston, D. Bellenger, Catrina M. Jones, 2016 .

Customer Relationship Management (CRM) Implementation Gaps

W. Johnston, D. Bellenger, A. Zablah, 2004 .

Did Dodd–Frank miss the mark? Financial experts’ and regulators’ perspectives on resolution plans

D. Bellenger, Edward Cho, Joel Mier, 2017 .

Measuring Reliability: A Comparison of Alternative Techniques

Ravi Parameswaran, Dan H. Robertson, D. Bellenger, 1979 .

Motivational Segments in the Sales Force

D. Bellenger, T. N. Ingram, 1982 .

The Diffusion of Marketing Research Techniques in Business: Implications for Marketing Education

R. Howell, D. Bellenger, Barnett A. Greenberg, 1988 .

The Diffusion of Marketing Research Techniques in Business: Implications for Marketing Education

R. Howell, D. Bellenger, Barnett A. Greenberg, 1988 .

Marketing Retirement Communities to Older Consumers

G. Moschis, D. Bellenger, C. Curasi, 2005 .

The classification of consumer goods : an empirical study

D. Bellenger, Barnett A. Greenberg, 1974 .

Restaurant-selection Preferences of Mature Consumers

G. Moschis, D. Bellenger, C. Curasi, 2003 .

Restaurant-selection Preferences of Mature Consumers

George P. Moschis, Carolyn Folkman Curasi, G. Moschis, 2003 .

Patronage Motives of Mature Consumers in the Selection of Food and Alcoholic Beverage Brands

George P. Moschis, Carolyn Folkman Curasi, G. Moschis, 2007 .

A Socialization Model of Retail Patronage

G. Moschis, D. Bellenger, 1982 .

Assessing Sample Representativeness in Industrial Surveys

Edward E. Rigdon, James B. Wilcox, J. Wilcox, 1994 .

The Implications of Business-to-Business and Consumer Market Differences for B2B Branding Strategy

Wesley J. Johnston, Brian P. Brown, W. Johnston, 2007 .

Customer Relationship Management Implementation Gaps

Wesley J. Johnston, Alex R. Zablah, W. Johnston, 2004 .

The Role of Mentoring in Promoting Organizational Commitment Among Black Managers: An Evaluation of the Indirect Effects of Racial Similarity and Shared Racial Perspectives

Brian P. Brown, D. Bellenger, A. Zablah, 2008 .

Salesforce Socialization

Alan J. Dubinsky, Roy D. Howell, Thomas N. Ingram, 1986 .

Cues to consumer susceptibility to salesperson influence: Implications for adaptive retail selling.

D. Bellenger, B. Goff, Carrie Stojack, 2013 .

Congruence in sales force evaluations: Relation to sales force perceptions of conflict and ambiguity

R. Howell, D. Bellenger, L. Chonko, 2013 .

Impact of Ethnicity on Management and Channel Building in Minority Enterprises

D. Bellenger, Sevgin Eroğlu, C. Thornton, 2005 .

The influence of salesperson selling behaviors on customer satisfaction with products

James S. Boles, D. Bellenger, Danny N. Bellenger, 1997 .

Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures

Scott B. Friend, James S. Boles, D. Bellenger, 2014 .

Book Review

D. Bellenger, 1986 .

An Examination of Reward Preferences for Sales Managers

J. Wilcox, D. Bellenger, T. N. Ingram, 2013 .

Total cost of ownership and customer value in business markets

Wesley J Johnston, W. Johnston, D. Bellenger, 2008 .

Customer information utilization in business-to-business markets: Muddling through process?

W. Johnston, D. Bellenger, Minna Rollins, 2012 .

Patronage motives of mature consumers in the selection of food and grocery stores

George P. Moschis, Carolyn Folkman Curasi, G. Moschis, 2004 .

The Impact of Realistic Job Previews and Perceptions of Training on Sales Force Performance and Continuance Commitment: A Longitudinal Test

James S. Boles, D. Bellenger, T. Brashear, 2003 .

Did Dodd–Frank miss the mark? Financial experts’ and regulators’ perspectives on resolution plans

D. Bellenger, Edward Cho, Joel Mier, 2017, Journal of Banking Regulation.

Mentoring characteristics and functions: mentoring’s influence on salespeople

James S. Boles, D. Bellenger, Thomas Brashear-Alejandro, 2019, Journal of Business & Industrial Marketing.

Self-esteem, role stress, and job satisfaction among marketing managers

J. Wilcox, R. Howell, D. Bellenger, 1987 .

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

W. Johnston, D. Bellenger, William Bradford, 2016 .

Customer orientation and salesperson performance

Edward E. Rigdon, E. Rigdon, D. Bellenger, 2007 .

Relationship selling behaviors: antecedents and relationship with performance

James S. Boles, D. Bellenger, T. Brashear, 2000 .

An Exploratory Study of the Relative Effectiveness of Different Types of Sales Force Mentors

James S. Boles, D. Bellenger, T. Brashear, 2006 .

Sales management : decision making for improved profitability

D. Bellenger, D. H. Robertson, 1980 .

A New Method of Increasing Mail Survey Responses: Contributions to Charity

D. Bellenger, D. H. Robertson, 1978 .

NEW BOOKS IN REVIEW EDITOR

D. Bellenger, Richard D. Irwin, 2004 .

NEW BOOKS IN REVIEW

D. Bellenger, Daniel Sullivan, Richard D. Irwin, 2002 .

Successful industrial advertising campaigns

Pradeep K. Korgaonkar, D. Bellenger, P. Korgaonkar, 1986 .

Understanding the hispanic market

D. Bellenger, Danny N. Bellenger, Humberto Valencia, 1982 .

Marketing financial services to mature consumers

G. Moschis, D. Bellenger, P. Kennett, 1995 .

Type A Behavior, Experience, and Salesperson Performance

Mark F. Peterson, Kenneth R. Bartkus, D. Bellenger, 2013 .