| The effect of output controls, process controls, and flexibility on export channel performance DC Bello, DI Gilliland Journal of marketing 61 (1), 22-38, 1997 | 937 | 1997 |
| Two sides to attitudinal commitment: The effect of calculative and loyalty commitment on enforcement mechanisms in distribution channels DI Gilliland, DC Bello Journal of the Academy of marketing Science 30, 24-43, 2002 | 929 | 2002 |
| The infomercial shopper N Donthu, D Gilliland Journal of advertising research 36 (2), 69-77, 1996 | 476 | 1996 |
| Adoption of electronic commerce tools in business procurement: enhanced buying center structure and processes T Osmonbekov, DC Bello, DI Gilliland Journal of Business & Industrial Marketing 17 (2/3), 151-166, 2002 | 221 | 2002 |
| Toward a model of business-to-business marketing communications effects DI Gilliland, WJ Johnston Industrial marketing management 26 (1), 15-29, 1997 | 189 | 1997 |
| Control-based channel governance and relative dependence DI Gilliland, DC Bello, GT Gundlach Journal of the Academy of Marketing Science 38, 441-455, 2010 | 140 | 2010 |
| The influence of organizational and national culture on new product performance M Eisend, H Evanschitzky, DI Gilliland Journal of Product Innovation Management 33 (3), 260-276, 2016 | 137 | 2016 |
| The role of commitment in foreign–Japanese relationships: Mediating performance for foreign sellers in Japan R Lohtia, DC Bello, T Yamada, DI Gilliland Journal of Business Research 58 (8), 1009-1018, 2005 | 90 | 2005 |
| When do firms conform to regulatory control? The effect of control processes on compliance and opportunism DI Gilliland, KC Manning Journal of Public Policy & Marketing 21 (2), 319-331, 2002 | 84 | 2002 |
| Toward a business-to-business channel incentives classification scheme DI Gilliland Industrial Marketing Management 32 (1), 55-67, 2003 | 81 | 2003 |
| Designing channel incentives to overcome reseller rejection DI Gilliland Industrial Marketing Management 33 (2), 87-95, 2004 | 71 | 2004 |
| Institutional antecedents and performance consequences of influence strategies in export channels to Eastern European transitional economies C Chelariu, DC Bello, DI Gilliland Journal of Business Research 59 (5), 525-534, 2006 | 70 | 2006 |
| How contracts and enforcement explain transaction outcomes EA Mooi, DI Gilliland International Journal of Research in Marketing 30 (4), 395-405, 2013 | 69 | 2013 |
| When do incentives work in channels of distribution? DI Gilliland, SK Kim Journal of the Academy of Marketing Science 42, 361-379, 2014 | 59 | 2014 |
| Effect of exporter’s incentives on foreign distributor’s role performance C Obadia, DC Bello, DI Gilliland Journal of International Business Studies 46, 960-983, 2015 | 55 | 2015 |
| Revisiting the theory of business-to-business advertising RM Cortez, DI Gilliland, WJ Johnston Industrial Marketing Management 89, 642-656, 2020 | 54 | 2020 |
| The impact of e-business infusion on channel coordination, conflict and reseller performance T Osmonbekov, DC Bello, DI Gilliland Industrial Marketing Management 38 (7), 778-784, 2009 | 46 | 2009 |
| The single consumer N Donthu, DI Gilliland Journal of Advertising Research 42 (6), 77-84, 2002 | 40 | 2002 |
| E-business technological innovations: impact on channel processes and structure DC Bello, T Osmonbekov, F Tian Xie, DI Gilliland Journal of Marketing Channels 9 (3-4), 3-25, 2002 | 38 | 2002 |
| Channel incentives as unilateral and bilateral governance processes DI Gilliland, DC Bello Journal of Marketing Channels 8 (1-2), 5-31, 2001 | 38 | 2001 |
