Published Research for
Barton A. Weitz

Note that all papers are available in Adobe Acrobat Reader (PDF) format.  

• Retailing Management, McGraw-Hill, 2004 (with M. Levy).
• Personal Selling: Building Relationships, McGraw-Hill, 2004 (with S. Castleberry and J. Tanner).
• Cultural Impact on European Staffing Decisions in Sales Management, International Journal of Research in Marketing, 20 (2003) 67-85
• Handbook of Marketing, Sage UK, 2002 (with Robin Wensley)
• "Marketing the Unfamiliar: The Role of Context and Item-Specific Information in Electronic Agent Recommendations," Journal of Marketing Research, 39(November 2002), 488-498 (with A. Cook, H. Sujan and M. Sujan)
• "Self-Disclosure on the Web: The Impact of Privacy Policy, Reward, and Brand Reputation", Advances in Consumer Research, Vol. 29, 2002 (with E. Andrade and V. Kaltcheva)
• "Electronic Retailing:  Market Dynamics and Entrepreneurial Opportunities," in G. Libecap (ed) Entrepreneurship and Economic Growth in the American Economy, Volume 12,  Elsevier Science, 2001, 211-234.
• "Personal Selling and Sales Management:  A Relational Perspective," Journal of the Academy of Marketing Science, 1999, 27 (Spring), 241-254 (with K. Bradford).
• "Relationship Marketing and Buyer-Seller Interactions in Channels of Distribution," Journal of Business Research, 1998, 46 (November), 211-225 (with S. Jap and C. Manolis).
• "Interactive Home Shopping: Consumer, Retailer, and Manufacturers Incentives to Participate in Electronic Marketplaces," Journal of Marketing, 1997, 61 (July), 38-53 (with J. Alba, C. Janiszewski, R. Lutz, J. Lynch, A. Sawyer and S. Woods).
• "The Revolution in Distribution: Challenges and Opportunities," Long Range Planning, 1997, 30, 823-829 (with L. Stern).
• "Performance in Principle-Agent Dyads," Management Science, 1997, 43 (May), 280-304 (with E. Anderson and W. Ross).
• "The Impact of Staffing Policies on Retail Buyer Job Attitudes and Behaviors," Journal of Retailing, 1996, 72 (Spring), 31-43 (with S. Ganesan).
• "Relationship Marketing and Channel Management," Journal of the Academy of Marketing Science, 1995, 23 (Fall), 305-320 (with S. Jap).
• "Learning Orientation, Working Smart and Salesperson Performance," Journal of Marketing, 1994, 58 (July), 39-56 (with H. Sujan and N. Kumar).
• "Hiring and Promotion Policies in Sales Force Management: Some Antecedents and Consequences," Journal of Personal Selling and Sales Management, 1993, 13 (Summer), 15-27 (with S. Ganesan).
• "The Use of Pledges to Build and Sustain Commitment in Distribution Channels," Journal of Marketing Research, 1992, 29 (February), 18-34 (with E. Anderson).
• "From the Invisible Hand to the Glad Hand: Understanding a Careerist Orientation to Work," Human Resource Management Journal, 1991, 30 (Summer), 237-258 (with D. Feldman).
• "Summer Interns: Factors Contributing to Positive Development Experiences," Journal of Vocational Behavior, 1990, 37, 267-284 (with D. Feldman).
• "Adaptive Selling: Conceptualization, Measurement, and Validity," Journal of Marketing Research, 1990, 27 (February), 61-69 (with R.L. Spiro).
• "Marketing Entry Strategies and Competitive Environments," Journal of Marketing Research, 1990, 27 (November), 390-401 (with H., Gatignon, and P. Bansal).
• "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, 1989, 9 (Fall), 310-323 (with E. Anderson).
• "Sales Force Compensation: An Empirical Investigation of Factors Affecting the Use of Salary versus Incentives," Journal of Marketing Research, 1989, 26 (February), 8-16 (with G. John).
• "Forward Integration into Distribution: An Empirical Test of Transaction Cost Analysis," Journal of Law, Economics, and Organization, 1988, 4 (Fall), 337-355 (with G. John).
• "Career Plateaus in the Salesforce: Understanding Blockages in Employee Growth," Journal of Personal Selling and Sales Management, 1988 (with D. Feldman)
• Career Plateaus Reconsidered," Journal of Management, 1988, Vo. 14, No. 1 69-80 (with Daniel C. Feldman)
• "Increasing Sales Force Productivity by Getting Salespeople to Work Smarter," Journal of Personal Selling and Sales Management, 1988, 7 (August), 9-20 (with H. Sujan, and M. Sujan).
• "Resource Allocation Behavior by Channel Members," Journal of Marketing Research, 1987, 24 (February), 85-97 (with E. Anderson and L. Lodish).
• "An Organizational Coordination Model of Salesforce Compensation Plans: Theoretical Analysis and Empirical Test," Journal of Law, Economics, and Organizations, 1987 (with G. John and A. Weiss).
• "Industrial Purchasing: An Empirical Exploration of the Buyclass Framework," Journal of Marketing, 1987, 51 (July), 71-86 (with E. Anderson and W. Chu).