Jule Gassenheimer
Jule Gassenheimer
Professor of Marketing, Rollins College
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Cited by
Cited by
Marketing and exchange
FS Houston, JB Gassenheimer
Journal of marketing 51 (4), 3-18, 1987
The relevance of ethical salesperson behavior on relationship quality: the pharmaceutical industry
RR Lagace, R Dahlstrom, JB Gassenheimer
Journal of Personal Selling & Sales Management 11 (4), 39-47, 1991
Cooperation in supplier-dealer relations
SJ Skinner, JB Gassenheimer, SW Kelley
Journal of retailing 68 (2), 174-193, 1992
Cooperative arrangements among entrepreneurs: An analysis of opportunism and communication in franchise structures
JB Gassenheimer, DB Baucus, MS Baucus
Journal of Business Research 36 (1), 67-79, 1996
The role of economic value, social value, and perceptions of fairness in interorganizational relationship retention decisions
JB Gassenheimer, FS Houston, JC Davis
Journal of the Academy of Marketing Science 26 (4), 322-337, 1998
Supplier commitment in relational contract exchanges with buyers: A study of interorganizational dependence and exercised power
KG Provan, JB Gassenheimer
Journal of Management Studies 31 (1), 55-68, 1994
The impact of dependence on dealer satisfaction: A comparison of reseller-supplier relationships
JB Gassenheimer, R Ramsey
Journal of Retailing 70 (3), 253-266, 1994
Marketing exchange transactions and relationships
FS Houston, JB Gassenheimer, JM Maskulka
Quorum Books, 1992
Exploring the “lone wolf” phenomenon in student teams
TF Barr, AL Dixon, JB Gassenheimer
Journal of Marketing Education 27 (1), 81-90, 2005
The moderating effects of cultural context in buyer-seller negotiation
A Mintu-Wimsatt, JB Gassenheimer
Journal of Personal Selling & Sales Management 20 (1), 1-9, 2000
Questions about network dynamics: Characteristics, structures, and interactions
WJ Johnston, LD Peters, J Gassenheimer
Journal of Business Research 59 (8), 945-954, 2006
Supplier involvement and dealer satisfaction: implications for enhancing channel relationships
JB Gassenheimer, RJ Calantone, JI Scully
Journal of Business & Industrial Marketing, 1995
Long-term channel member relationships
JB Gassenheimer, JU Sterling, RA Robicheaux
International Journal of Physical Distribution & Logistics Management 26 (5 …, 1996
Identifying the lone wolf: A team perspective
AL Dixon, JB Gassenheimer, T Feldman Barr
Journal of Personal Selling & Sales Management 23 (3), 205-219, 2003
The influence of product customization and supplier selection on future intentions: The mediating effects of salesperson and organizational trust
JB Gassenheimer, C Manolis
Journal of Managerial Issues, 418-435, 2001
Models of channel maintenance: what is the weaker party to do?
JB Gassenheimer, RJ Calantone, JM Schmitz, RA Robicheaux
Journal of Business Research 30 (3), 225-236, 1994
Is dependent what we want to be? Effects of incongruency
JB Gassenheimer, JC Davis, R Dahlstrom
Journal of Retailing 74 (2), 247-271, 1998
Long‐term channel member relationships
JB Gassenheimer, JU Sterling, RA Robicheaux
International Journal of Physical Distribution & Materials Management 19 (12 …, 1989
B2B sales force productivity: applications of revenue management strategies to sales management
JA Siguaw, SE Kimes, JB Gassenheimer
Industrial Marketing Management 32 (7), 539-551, 2003
Managing economic dependence and relational activities within a competitive channel environment
JB Gassenheimer, RJ Calantone
Journal of Business Research 29 (3), 189-197, 1994
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