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Gary L. Lilien

Affiliations: 
Pennsylvania State University, State College, PA, United States 
Area:
Marketing Business Administration, Organizational, Speech Communication
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"Gary Lilien"
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Rajashri Srinivasan grad student 2000 Penn State
Arnaud De Bruyn grad student 2004 Penn State
Srikant Vadali grad student 2005 Penn State

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Publications

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Mooi E, Mani S, Kleinaltenkamp M, et al. (2020) Connect, engage, transform: how B2B researchers can engage in impactful industry collaboration Journal of Business & Industrial Marketing
Lilien GL. (2020) IJRM special section introduction: EMAC distinguished marketing scholar papers International Journal of Research in Marketing. 37: 1-2
Gupta A, Kumar A, Grewal R, et al. (2019) Within-Seller and Buyer-Seller Network Structures and Key Account Profitability Journal of Marketing. 83: 108-132
Shi H, Sridhar S, Grewal R, et al. (2017) Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets Journal of Marketing. 81: 25-44
Lilien GL. (2016) The B2B Knowledge Gap International Journal of Research in Marketing. 33: 543-556
Schmitz C, Lee YC, Lilien GL. (2014) Cross-selling performance in complex selling contexts: An examination of supervisory- and compensation-based controls Journal of Marketing. 78: 1-19
Hada M, Grewal R, Lilien GL. (2014) Supplier-selected referrals Journal of Marketing. 78: 34-51
Germann F, Lilien GL, Fiedler L, et al. (2014) Do Retailers Benefit from Deploying Customer Analytics? Journal of Retailing
Sabnis G, Chatterjee SC, Grewal R, et al. (2013) The sales lead black hole: On sales reps' follow-up of marketing leads Journal of Marketing. 77: 52-67
Lilien GL, Roberts JH, Shankar V. (2013) Effective Marketing Science Applications: Insights from the ISMS-MSI Practice Prize Finalist Papers and Projects Marketing Science. 32: 229-245
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