Janice M. Payan

Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance

Janice M. Payan, Richard G. McFarland · Journal of Marketing · 2005 · 248 citations

Behavioral Decision Making, Social Influence, Communication +19

Supply Chain Contagion

Richard G. McFarland, James M. Bloodgood, Janice M. Payan · Journal of Marketing · 2008 · 220 citations

Supply Network, Brand Strategy, Supply Chain Risk +17

Trust and commitment as mediators between economic and non-economic satisfaction in manufacturer-supplier relationships

Carlos Ferro‐Soto, Carmen Padín, Göran Svensson et al. · Journal of Business and Industrial Marketing · 2016 · 97 citations

Total Quality Management, Customer Satisfaction, Relational Satisfaction +22

The key role of opportunism in business relationships

Tore Mysen, Göran Svensson, Janice M. Payan · Marketing Intelligence & Planning · 2011 · 71 citations

Supplier Relationship, Organizational Communication, Social Exchange Theory +15

The Effect of Culture on the Academic Honesty of Marketing and Business Students

Janice M. Payan, James Reardon, Denny E. McCorkle · Journal of Marketing Education · 2010 · 68 citations

Business Culture, Education, Social Influence +17