Paul Busch

Want to, need to, ought to: employee commitment to organizational change

Janet Turner Parish, Susan Cadwallader, Paul Busch · Journal of Organizational Change Management · 2008 · 340 citations

Workplace Psychology, Education, Change Initiatives +20

An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad

Paul Busch, D. T. Wilson · Journal of Marketing Research · 1976 · 274 citations

Customer Experience, Customer Satisfaction, Behavioral Decision Making +24

Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer–seller relationships

Eli Jones, Paul Busch, Peter A. Dacin · Journal of Business Research · 2003 · 242 citations

Customer Experience, Relationship Marketing, Customer Satisfaction +9

Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis

Siew Meng Leong, Paul Busch, Deborah Roedder John · Journal of Marketing Research · 1989 · 147 citations

Customer Experience, Customer Satisfaction, Consumer Research +19

Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave

Paul Busch, Ronald F. Bush · Journal of Marketing Research · 1978 · 145 citations