| Methods in Sales Research: Perceived Trust in Business-to-Business Sales: A New Measure JM Comer, RE Plank, DA Reid, EB Pullins Journal of Personal Selling & Sales Management 19 (3), 61-71, 1999 | 256 | 1999 |
| Business marketing comes of age: A comprehensive review of the literature DA Reid, RE Plank Journal of Business-to-Business Marketing 7 (2-3), 9-186, 2000 | 228 | 2000 |
| Business marketing comes of age: A comprehensive review of the literature DA Reid, RE Plank Journal of Business-to-Business Marketing 7 (2-3), 9-186, 2000 | 228 | 2000 |
| The mediating role of sales behaviors: an alternative perspective of sales performance and effectiveness RE Plank, DA Reid Journal of Personal Selling & Sales Management 14 (3), 43-56, 1994 | 173 | 1994 |
| Examining the role of brand equity in business markets: A model, research propositions, and managerial implications J Kim, DA Reid, RE Plank, R Dahlstrom Journal of Business-to-Business Marketing 5 (3), 65-89, 1999 | 90 | 1999 |
| The impact of purchase situation on salesperson communication behaviors in business markets DA Reid, EB Pullins, RE Plank Industrial Marketing Management 31 (3), 205-213, 2002 | 88 | 2002 |
| A short measure of perceived empathy RE Plank, AP Minton, DA Reid Psychological reports 79 (3_suppl), 1219-1226, 1996 | 75 | 1996 |
| Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions DA Reid, E Bolman Pullins, RE Plank, RE Buehrer Journal of Business & Industrial Marketing 19 (4), 236-249, 2004 | 67 | 2004 |
| Vital cross-functional linkages with marketing JS Lim, DA Reid Industrial Marketing Management 21 (2), 159-165, 1992 | 58 | 1992 |
| Technical risk and new product success: An empirical test in high technology business markets R Polk, RE Plank, DA Reid Industrial Marketing Management 25 (6), 531-543, 1996 | 49 | 1996 |
| Gender issues in buyer‐seller relationships: does gender matter in purchasing? EB Pullins, DA Reid, RE Plank Journal of Supply Chain Management 40 (2), 40-48, 2004 | 47 | 2004 |
| The sales manager as a unit of analysis: a review and directions for future research RE Plank, DA Reid, SE Koppitsch, J Meyer Journal of Personal Selling & Sales Management 38 (1), 78-91, 2018 | 46 | 2018 |
| Fundamentals of business marketing research RE Plank, DA Reid, JD Lichtenthal Routledge, 2020 | 44 | 2020 |
| A competency model for entry level business-to-business services salespeople B Lambert, RE Plank, DA Reid, D Fleming Services Marketing Quarterly 35 (1), 84-103, 2014 | 41 | 2014 |
| Organizational buyers and conflict: The impact of conflict on ongoing and new purchasing situations RE Plank, SJ Newell, DA Reid Journal of Purchasing and Supply Management 12 (1), 2-13, 2006 | 30 | 2006 |
| A realistic sales experience: Providing feedback by integrating buying, selling, and managing experiences SP Mantel, EB Pullins, DA Reid, RE Buehrer Journal of Personal Selling & Sales Management 22 (1), 33-40, 2002 | 30 | 2002 |
| The impacts of affective and cognitive social conflict in business-to-business buyer-seller relationships: A comparison of new versus ongoing buyer-seller relationships RE Plank, DA Reid, S Newell Journal of Business-to-Business Marketing 14 (2), 41-74, 2007 | 27 | 2007 |
| The interrelationships of empathy, trust and conflict and their impact on sales performance: An exploratory study DA REID Marketing Management, 120, 2010 | 23 | 2010 |
| The impact of computer usage by purchasing RE Plank, DA Reid, V Kijewski, JS Lim Industrial Marketing Management 21 (3), 243-248, 1992 | 23 | 1992 |
| Examining the use of sales force management practices DA Reid, RE Plank, RM Peterson, GA Rich Journal of Business & Industrial Marketing 32 (7), 974-986, 2017 | 22 | 2017 |
richard plankProfessor of Marketing University of South FloridaVerified email at usf.edu
