*All underlined titles link to the full text of the piece.

Marketing Channels

• "When Does Vertical Coordination Improve Industrial Purchasing Relationships?" Arnt Buvik and George John, Journal of Marketing (2001).
  
  
• “Understanding Cooperative Advertising Participation Rates in Conventional Channels,” Mark E. Bergen and George John, Journal of Marketing Research (Aug. 1997), Vol. 34, No. 3, p. 357-369.
  
  
• “Variations in the Contractual Terms of Cooperative Advertising Contracts: an Empirical Investigation,” Mark E. Bergen, Shantanu Dutta, Akshay R. Rao, and George John, Marketing Letters (1995).   Vol. 6, No. 1.  p. 15-22.
  
  
• "Understanding Dual Distribution: The Case of Reps and House Accounts," Shantanu Dutta, Mark E. Bergen, Jan B. Heide, and George John, Journal of Law, Economics and Organization (1995).
  
  
• “The Governance of Exclusive Territories When Retailers Can Bootleg,” Shantanu Dutta, Mark E. Bergen, and George John, Marketing Science (Winter 1994).   Vol. 13, No. 1, p. 83-99.
  
  
• "The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels," George John and Jan B. Heide, Journal of Marketing (January 1988).
  
  
• "Forward Integration into Distribution: An Empirical Test of Transaction Cost Analysis," George John and Barton A. Weitz, Journal of Law Economics and Organization (1988).
  
  
• "Opportunism and Clan Governance in the Management of Interorganizational Relationships in Marketing Channels: Causes and Consequences," George John, S. M. Leong and P. S. Busch, Singapore Journal of Marketing (March 1986).
  
  
• "An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel," George John, Journal of Marketing Research (August 1984).

Personal Selling and Sales Management

• "Learning from a Service Guarantee Quasi-Experiment," Xinlei (Jack) Chen, George John, Julie M. Hays, Arthur V. Hill, and Susan E. Guers, Journal of Marketing Research (forthcoming).
  
  
• "Experimental Evidence for Agency Models of Salesforce Compensation," Mrinal Ghosh and George John, Marketing Science (2001).  See Technical Appendix.
  
  
• "Sales Compensation: An Empirical Investigation of Factors Related to the Use of Salary Versus Incentive Compensation," George John and Barton A. Weitz, Journal of Marketing Research (February 1989).
  
  
• "An Organizational Coordination Model of Salesforce Compensation Plans: Theoretical Analysis and Empirical Test,"  George John, Allen M. Weiss, and Barton Weitz, Journal of Law, Economics, and Organization (Fall 1987).
  
  

Marketing Alliances and Relationships

• "When Should Original Equipment Manufacturers Use Branded Component Contracts with Suppliers?"  Mrinal Ghosh** and George John, Journal of Marketing Research (forthcoming).
  
  
• "Strategic Fit in Industrial Alliances: An Empirical Test of Governance Value Analysis," Mrinal Ghosh and George John, Journal of Marketing Research (August 2005).
  
  
• "Understanding Institutional Designs Within Marketing Value Systems," Stephen J. Carson, Timothy M. Devinney, Grahame R. Dowling, and George John, Journal of Marketing (1999).
  
  
• "Do Norms Matter in Marketing Relationships?"  George John and Jan B. Heide, Journal of Marketing (April 1992).
  
  
• "Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships," Jan B. Heide and George John, Journal of Marketing Research (February 1990).
  
  
• "Performance Outcomes of Purchasing Arrangements on Industrial Buyer-Vendor Relationships," George John, T. Noordeweir, and J. R. Nevin, Journal of Marketing (October 1990).

High Technology Marketing

• "Understanding the Role of Trade-ins in Durable Goods Markets: Theory and Evidence," Raghunath S. Rao, Om Narasimhan, and George John, Marketing Science (forthcoming).
  
  
• "Information Processing Moderators of the Effectiveness of Trust Based Governance of Inter-Firm R&D Collaboration," Stephen J. Carson, Anoop Madhok, Rohit Varman, and George John, Organization Science (2003).
  
  
• "Marketing in Technology-Intensive Markets: Toward a Conceptual Framework," George John, Allen M. Weiss, and Shantanu Dutta, Journal of Marketing (1999).
  
  
• "Combining Market Experiments with Industry Data in Transaction Cost Analysis: The Case of Licensing," George John and Shantanu Dutta, Journal of Law, Economics, and Organization (April 1995).  Vol. 11, No. 1.
  
  
• "Unbundling of Industrial Systems," George John, L. Wilson, and A. Weiss, Journal of Marketing Research (May 1990).
  
  

Research Methods in Marketing

• "The Reliability and Validity of Key Informant Data from Dyadic Relationships in Marketing Channels," George John and T. Reve, Journal of Marketing Research (November 1982).
  

Marketing Strategy and Planning

• "Governance Value Analysis and Marketing Strategy," Mrinal Ghosh and George John, Journal of Marketing (1999).
  
  
• "Organizational Structure Effects on the Credibility and Utilization of Marketing Plans," George John and J. Martin, Journal of Marketing Research (May 1984).