Lead Generation

Lead generation is a marketing process that identifies and initiates interest in potential customers for a business’s products or services, distinguished by its focus on acquiring prospective buyer information to enable subsequent sales engagement within business-to-business marketing, digital marketing, real estate brokerage, and sales management contexts.

Publications

1.8K

Citations

115

Authors

Institutions

Publications per year

2017–2026

Parents

Business-to-business MarketingDigital MarketingReal Estate BrokerageSales Management

Children

Business-to-business Lead GenerationCold CallingDirect OutreachEmail Lead GenerationEvent-based Lead GenerationInbound Lead GenerationLead AttributionLead Capture FormsLead EnrichmentLead Funnel Management

Publications

A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface

Timothy M. Smith, Srinath Gopalakrishna, Rabikar Chatterjee · Journal of Marketing Research · 2006 · 160 citations

Management, Marketing, Marketing Management +17

The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads

Gaurav Sabnis, Sharmila Chatterjee, Rajdeep Grewal et al. · Journal of Marketing · 2012 · 112 citations

Management, Marketing, Marketing Management +15

Advantages of Time-Based New Product Development in a Fast-Cycle Industry

Srikant M. Datar, C. Clark Jordan, Sunder Kekre et al. · Journal of Marketing Research · 1997 · 98 citations

Management, Innovation Management, Strategy +17

The multilevel cycle of anthropogenic lead

Jiansu Mao, Jaimee Dong, T. E. Graedel · Resources Conservation and Recycling · 2008 · 75 citations

Veterinary Medicine, Environmental Sciences, Environmental Toxicology +10

Developing lead-free solders: A challenge and opportunity

Sungho Jin · JOM · 1993 · 72 citations

Engineering, Materials Engineering, Materials Science +3

1–5 of 39

Authors

115

JM
Jiansu Mao
Beijing Normal University, China
4 publications · 180 citations
4
h-index
SR
Surendra Rajiv
Carnegie Mellon University, United States
2 publications · 153 citations
2
h-index
KS
Kannan Srinivasan
Carnegie Mellon University, United States
2 publications · 153 citations
2
h-index
SK
Sunder Kekre
Carnegie Mellon University, United States
2 publications · 153 citations
2
h-index
SM
Srikant M. Datar
Carnegie Mellon University, United States
2 publications · 153 citations
2
h-index

1–5 of 115

Institutions

1–8 of 53

Venues

Journal of Marketing Research
3 publications · 313 citations
3
h-index
Environmental Science & Technology
3 publications · 174 citations
3
h-index
Transactions of Nonferrous Metals Society of China
2 publications · 41 citations
2
h-index
Resources Conservation and Recycling
2 publications · 139 citations
2
h-index
JOM
2 publications · 140 citations
2
h-index

1–5