George John

Professor

1987 …2018
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Personal profile

Research interests

  • Marketing Channels, High Technology Marketing, Salesforce Management, B2B Marketingt

Fingerprint The Fingerprint is created by mining the titles and abstracts of the person's research outputs and projects/funding awards to create an index of weighted terms from discipline-specific thesauri.

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Network Recent external collaboration on country level. Dive into details by clicking on the dots.

Research Output 1987 2018

3 Citations (Scopus)

Is cash king for sales compensation plans? Evidence from a large-scale field intervention

Viswanathan, M., Li, X., John, G. & Narasimhan, O., Jun 1 2018, In : Journal of Marketing Research. 55, 3, p. 368-381 14 p.

Research output: Contribution to journalArticle

Cash
Incentives
Salespeople
Bonus
Empirical evidence
1 Citation (Scopus)

Understanding value-Added Resellers' Assortments of multicomponent systems

Ray, S., Bergen, M. E. & John, G., Sep 1 2016, In : Journal of Marketing. 80, 5, p. 76-91 16 p.

Research output: Contribution to journalArticle

Assortment
Value added
Price competition
Customer choice
Prediction
17 Citations (Scopus)
Empirical investigation
Property rights
Contractors
Prediction
Specific investments
15 Citations (Scopus)

Bonuses versus commissions: A field study

Kishore, S., Rao, R. S., Narasimhan, O. & John, G., Jun 1 2013, In : Journal of Marketing Research. 50, 3, p. 317-333 17 p.

Research output: Contribution to journalArticle

Bonuses
Bonus plans
Field study
Experiment
Multitasking
6 Citations (Scopus)

Progress and prospects for governance value analysis in marketing: When porter meets williamson

Ghosh, M. & John, G., Jan 1 2012, Handbook of Business-to-Business Marketing. Edward Elgar Publishing Ltd., p. 54-72 19 p.

Research output: Chapter in Book/Report/Conference proceedingChapter

Governance
Value analysis
Marketing