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Wesley J. Johnston

Visiting professor , Ph.D.
Wesley J. Johnston

Department of Marketing

Department of Marketing
Solbjerg Plads 3C, 3.sal
2000 Frederiksberg C
Denmark
Tel.: +45 3815 2100
E-mail: wesleyj@gsu.edu



Link to this homepage: uk.cbs.dk/staff/Wesley_ J._ Johnston

Affiliated with Center for Business Marketing and Purchasing, BMP

Customer Relation Management (CRM)
Key Account and Salesforce Management
Business-to-business Marketing



Selected publications

  • Johnston, Wesley, Nicole E. Coviello, Roderick J. Brodie, and Peter J. Danaher, "How Firms Relate to Their Markets: An Empirical Examination of Contemporary Marketing Practices." Journal of Marketing 66 (July 2002): 33-46.
  • Johnston, Wesley, Thomas Ritter and Ian Wilkinson, "Measuring Network Competence: Some International Evidence." Journal of Business & Industrial Marketing 17, no. 2/3 (2002): 119-138.
  • Johnston, Wesley, Fred A. Jacobs, and Natalia Kotchetova, "Customer Profitability: Prospective vs. Retrospective Approaches in a Business-to-Business Setting." Industrial Marketing Management 30, no. 4 (2001): 353-364.
  • Johnston, Wesley, Aberdeen Leila Borders and Edward E. Rigdon, "Beyone the Dyad: Electronic Commerce and Network Perspectives in Industrial Marketing Management." Industrial Marketing Management 30, no. 2 (2001): 199-206.
  • Johnston, Wesley and Robert Hite, Managing Salespeople: A Relationship Approach. Southwestern Publishing Co., Cincinnati, OH.


Last updated by Anne Overgaard Jørgensen 03/11/2008