| Multichannel Strategies for Managing the Profitability of Business-to-Business Customers JM Lawrence, AT Crecelius, LK Scheer, A Patil Journal of Marketing Research 56 (3), 479-497, 2019 | 82 | 2019 |
| The “first principles” of marketing strategy RW Palmatier, AT Crecelius AMS Review 9 (1-2), 5-26, 2019 | 61 | 2019 |
| Effects of channel members’ customer-centric structures on supplier performance AT Crecelius, JM Lawrence, JY Lee, SK Lam, LK Scheer Journal of the Academy of Marketing Science 47 (1), 56-75, 2019 | 46 | 2019 |
| Exploring booth design as a determinant of trade show success PH Bloch, S Gopalakrishna, AT Crecelius, M Scatolin Murarolli Journal of Business-to-Business Marketing 24 (4), 237-256, 2017 | 38 | 2017 |
| Salesperson Dual Agency in Price Negotiations JM Lawrence, LK Scheer, AT Crecelius, SK Lam Journal of Marketing 85 (2), 89-109, 2021 | 36 | 2021 |
| When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers JM Lawrence, AT Crecelius, LK Scheer, SK Lam Journal of the Academy of Marketing Science 47 (5), 837–857, 2019 | 34 | 2019 |
| Hunting for new customers: Assessing the drivers of effective salesperson prospecting and conversion S Gopalakrishna, AT Crecelius, A Patil Journal of Business Research 149, 916-926, 2022 | 23 | 2022 |
| Riding the waves or rocking the boat? Benefits and unintended consequences of customer growth strategies AT Crecelius, JM Lawrence, JL Ogilvie, AA Rapp Industrial Marketing Management 107, 407-422, 2022 | 5 | 2022 |
| Marketing: Based on First Principles RW Palmatier, AT Crecelius | | 2025 |
| Disentangling the Customer-level, Cross-channel Effects of Large-Order-Advantaged Online Shipping Policies VK Kanuri, AT Crecelius, S Kumar MIS Quarterly 49 (1), 275-304, 2025 | | 2025 |
| A potential win-win-win strategy when pruning the direct channel: Motivating retailers to migrate to a designated intermediary D Anand, AT Crecelius, JM Lawrence, LK Scheer Journal of Retailing, 2024 | | 2024 |
| Multichannel discount spillover in B2B markets AT Crecelius, JM Lawrence, RW Palmatier, JZ Zhang Journal of the Academy of Marketing Science 52 (4), 1086-1106, 2024 | | 2024 |
| Understanding Effects of Customer Assignment to Outside or Inside Salespeople JM Lawrence, AT Crecelius, RW Palmatier Marketing Science Institute Working Paper Series, 2023 | | 2023 |
