Donald W. Jackson

Relational bonds in industrial exchange: An experimental test of the transaction cost economic framework

Bruce K. Pilling, Lawrence A. Crosby, Donald W. Jackson · Journal of Business Research · 1994 · 223 citations

Economics, Industrial Exchange, Market Mechanism +8

A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics

Ralph W. Giacobbe, Donald W. Jackson, Lawrence A. Crosby et al. · Journal of Personal Selling and Sales Management · 2006 · 186 citations

Effects of Alternative Types of Influence Strategies under Different Channel Dependence Structures

Janet E. Keith, Donald W. Jackson, Lawrence A. Crosby · Journal of Marketing · 1990 · 144 citations

Behavioral Decision Making, Agent Theory, Network Analysis +23

Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach

Donald W. Jackson, Janet E. Keith, Richard K. Burdick · Journal of Marketing · 1984 · 138 citations

Industrial Purchasing Decisions, Buying Behavior, Supplier Relationship +14

Utilizing Effort and Task Difficulty Information in Evaluating Salespeople

John C. Mowen, Janet E. Keith, Stephen Brown et al. · Journal of Marketing Research · 1985 · 87 citations

Customer Satisfaction, Behavioral Decision Making, Task Analysis +20