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Article

Kim, Stephen K. and Gilliland, David I. (2017). Working more or working less? Contingent allocation of reseller effort in distribution channels. Industrial Marketing Management, in pre ,

Gilliland, David and Rudd, John (2013). Control of electronic channel affiliates:an exploratory study and research propositions. Journal of Business Research, 66 (12), pp. 2650-2656.

Lee, Nick; Gilliland, David; Bello, Daniel C. and Osmonbekov, Talai (2011). When electronic management tools work - and don't work - in social-based distribution channels:a study of IT manufacturers and resellers. Journal of Business Research, 64 (10), pp. 1017-1024.

Osmonbekov, Talai; Bello, Daniel C. and Gilliland, David I. (2009). The impact of e-business infusion on channel coordination, conflict and reseller performance. Industrial Marketing Management, 38 (7), pp. 778-784.

Chelariu, Cristian; Bello, Daniel C. and Gilliland, David I. (2006). Institutional antecedents and performance consequences of influence strategies in export channels to transitional economies. Journal of Business Research, 59 (5), pp. 525-534.

Lohtia, Ritu; Bello, Daniel C.; Yamada, Teruhisa and Gilliand, David I. (2005). The role of commitment in foreign-Japanese relationships:mediating performance for foreign sellers in Japan. Journal of Business Research, 58 (8), pp. 1009-1018.

Gilliland, David I. (2004). Designing channel incentives to overcome reseller rejection. Industrial Marketing Management, 33 (2), pp. 87-95.

Gilliland, David I. and Bello, Daniel C. (2002). Two sides to attitudinal commitment:the effect of calculative and loyalty commitment on enforcement mechanism in distribution channels. Journal of the Academy of Marketing Science, 30 (1), pp. 24-43.

Gilliland, David I. and Donthu, Naveen (2002). The single consumer. Journal of Advertising Research, 42 (6), pp. 77-84.

Worzala, Elaine; Gilliland, David I. and Gordon, Jacques (2002). Real estate research needs of the plan sponsor community:what do the plan sponsor real estate investment managers want to know? Journal of Real Estate Portfolio Management, 8 (1), pp. 65-79.

Bello, Daniel C.; Osmonbekov, Talai; Xie, Frank T. and Gilliland, David I. e-Business technological innovations. Journal of Marketing Channels, 9 (3-4), pp. 3-25.

Chelariu, Cristian; Bello, Daniel C. and Gilliland, David I. Legitimacy building strategies in conditions of discretionary legal enforcement:a logic of social action approach. Industrial Marketing Management, 43 (5), pp. 850-861.

Eisend, Martin; Evanschitzky, Heiner and Gilliland, David I. The influence of organizational and national culture on new product performance. Journal of Product Innovation management, Early ,

Gilliland, David I. Toward a business-to-business channel incentives classification scheme. Industrial Marketing Management, 32 (1), pp. 55-67.

Gilliland, David I. and Bello, Daniel C. Channel incentives as unilateral and bilateral governance processes. Journal of Marketing Channels, 8 (1-2), pp. 5-31.

Gilliland, David I.; Bello, Daniel C. and Gundlach, Gregory T. Control-based channel governance and relative dependence. Journal of the Academy of Marketing Science, 38 (4), pp. 441-455.

Gilliland, David I. and Hoffman, K. Douglas Examining a key aspect of agency-to-business relationships:the effects of regulatory control on the satisfaction of regulated firms. Journal of Business-to-Business Marketing, 11 (4), pp. 75-102.

Gilliland, David I. and Kim, Stephen K. When do incentives work in channels of distribution? Journal of the Academy of Marketing Science, 42 (4), pp. 361-379.

Gilliland, David I. and Manning, Kenneth C. When do firms conform? The effect of regulatory control processes on compliance and opportunism. Journal of Public Policy and Marketing, 21 (2), pp. 319-331.

Mooi, Erik A. and Gilliland, David I. How contracts and enforcement explain transaction outcomes. International Journal of Research in Marketing, 30 (4), pp. 395-405.

Osmonbekov, Talai; Bello, Daniel C. and Gilliland, David I. Adoption of electronic commerce tools in business procurement:enhanced buying center structure and processes. Journal of Business and Industrial Marketing, 17 (2-3), pp. 151-166.

Book Section

Malhotra, Neeru; Mukherjee, Avinandan and Gilliland, David (2010). Revisiting the extrinsic-intrinsic conundrum:which reward helps to improve frontline employee performance? IN: AMA Summer educators conference 2010 : enhancing knowledge development in marketing. Iyer, Easwar and Coulter, Robin (eds) American Marketing Association.

Mooi, Erik A. and Gilliland, David I. (2008). Exploring the dimensions and transactional outcomes of incomplete business contracts. IN: 2008 AMA educators’ proceedings. Brown, James R. and Dant, Rajiv P. (eds) American Marketing Association.

Gilliland, David I. and Keysuk, K. (2006). Resellers? Evaluation of distribution channel trade programs:results of an empirical study evaluations. IN: Proceedings of the European Marketing Academy (EMAC) Conference 2006 Athens, Greece, 2006. Avlonitis, George J.; Papavassiliou, Nikolaos and Papastathopoulou, Paulina (eds) European Marketing Academy.

Kim, S.K. and Gilliland, David I. (2005). The evaluation of channel trade programs:effects on reseller support behaviour. IN: Proceedings of 34th EMAC Annual Conference 2005. Troilo, Gabriele (ed.) UNSPECIFIED.

Gilliland, David I. and Kim, S.K. (2003). Rejection of supplier incentive programs:a reseller perspective. IN: Proceedings of Academy of Marketing conference 2003. Farrell, Andrew; Lee, Nick and Lings, I. (eds) UNSPECIFIED. (Unpublished)

Worzala, Elaine and Gilliland, David I. (2001). The real estate research needs of the plan sponsor community:what do real estate managers want to know? IN: Proceedings of the American Real Estate Society Annual Meeting 2001. UNSPECIFIED.

Chelariu, Cristian; Bello, Daniel C. and Gilliland, David I. Governance of export channels to transition economies:impact of market characteristics on business performance. IN: 2002 SMA proceedings. UNSPECIFIED.

Chelariu, Cristian; Bello, Daniel C. and Gilliland, David I. Influence strategies in export channels to transitional economies:institutional antecedents and performance consequences. IN: Proceedings of the AMA summer educators' conference 2003. American Marketing Association.

Chelariu, Cristian; Bello, Daniel C.; Gilliland, David I. and Henandez-Espallardo, M. Governance of export channels to Eastern Europe:impact of market characteristics on business performance. IN: Proceedings of 31st EMAC annual conference. Farhangmehr, M (ed.) UNSPECIFIED.

Gilliland, David I. and Mooi, Erik A. Exploring the dimensions and transactional outcomes of incomplete business contracts. IN: Proceedings of the 37th European Marketing Academy Conference, May 2008, Brighton. UNSPECIFIED.

Obadia, Claude and Gilliland, David I. Effects of relational policies in export channels. IN: 2008 AMA educators’ proceedings. Brown, James R. and Dant, Rajiv P. (eds) American Marketing Association.

Conference or Workshop Item

Obadia, Claude and Gilliland, David I. (2010). Relational incentive policies in cross-border interfirm relationships. IN: 51st annual meeting of the Academy of International Business. 2010-06-27 - 2010-06-30.

Gilliland, David I. and Rudd, John M. (2008). Electronic channel affiliates:analysis of host site control processes. IN: ISBM academic conference 2008 : topics in B-to-B marketing. 2008-08-06 - 2008-08-07. (Unpublished)

Gilliland, David I. and Kim, S.K. (2006). Multi-component evaluation of channel trade programs:positive outcomes, negative outcomes, and moderator effects. IN: Academy of Marketing Conference (AM 2006). 2006-07-04 - 2006-07-07. (Unpublished)

Gilliland, David I. (2001). Towards a channel incentives framework:qualitative data analysis and research propositions. IN: American Marketing Association Winter Educators' Conference 2001. 2001-02-16 - 2001-02-19. (Unpublished)

Gilliland, David I. and Kim, S.K. The channel health index:a metric to capture the motivation of business to business channels of distribution. IN: ISBM 2nd biennial academic conference. 2006-01-01 - 2006-01-01. (Unpublished)