Browse by Aston Author

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, 44 (56), pp. 44-56.

Eisend, Martin; Evanschitzky, Heiner and Gilliland, David I. (2016). The influence of organizational and national culture on new product performance. Journal of Product Innovation management, 33 (3), pp. 60-276.

Gilliland, David I. and Kim, Stephen K. (2014). When do incentives work in channels of distribution? Journal of the Academy of Marketing Science, 42 (4), pp. 361-379.

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 Manning, Kenneth C. (2002). 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.

Bello, Daniel C.; Osmonbekov, Talai; Xie, Frank T. and Gilliland, David I. (2002). e-Business technological innovations. Journal of Marketing Channels, 9 (3-4), pp. 3-25.

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.

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

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.

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.

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

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.

Worzala, Elaine; Gilliland, David I. and Gordon, Jacques 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.

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

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

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

Book Section

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

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

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.

Chelariu, Cristian; Bello, Daniel C. and Gilliland, David I. (2003). 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.

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)

Chelariu, Cristian; Bello, Daniel C.; Gilliland, David I. and Henandez-Espallardo, M. (2002). 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.

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.

Mooi, Erik A. and Gilliland, David I. 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.

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.

Gilliland, David I. and Keysuk, K. 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.

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. and Kim, S.K. (2006). 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)

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)