Publication Citations

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For articles grouped by journal, see Workman Publications.

  • Briggs, Kristie, John P. Workman, Jr. and Anne York (2013), “Collaborating to Cheat: A Game Theoretic Exploration of Academic Dishonesty in Teams,” Academy of Management Learning & Education, 12, 1 (March), 4-17.
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  • Im, Subin, Mitzi Montoya-Weiss, and John P. Workman, Jr. (2013) “Antecedents and Consequences of Creativity in Product Innovation Teams,” Journal of Product Innovation Management, 30 (1), 170-185.
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  • Workman, John P., Jr. (2008), "Wikis in the Classroom: Opportunities and Challenges," Marketing Education Review, 18, 1 (Spring), 19-24.
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  • Homburg, Christian, Harley Krohmer, and John P. Workman, Jr. (2004), “A Strategy Implementation Perspective of Market Orientation,” Journal of Business Research, 57, 12 (December), 1331-1340.
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  • Im, Subin and John P. Workman, Jr. (2004), “Market Orientation, Creativity, and New Product Performance in High-Technology Firms,” Journal of Marketing, 68, 2 (April), 114-132.
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  • Workman, John P., Jr., Christian Homburg, and Ove Jensen (2003), “Intraorganizational Determinants of Key Account Management Effectiveness,” Journal of the Academy of Marketing Science, 31 (Winter), 3-21.
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  • Krohmer, Harley, Christian Homburg, and John P. Workman, Jr. (2002), “Should Marketing Be Cross-Functional? Conceptual Development and International Empirical Evidence,” Journal of Business Research, 55 (6), 451-465.
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  • Homburg, Christian, Ove Jensen, and John P. Workman, Jr. (2002), “A Configurational Approach on Key Account Management,” Journal of Marketing, 66, 2 (April), 38-60.
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  • Homburg, Christian, John P. Workman, Jr., and Ove Jensen (2000), “Fundamental Changes in Marketing Organization: The Movement toward a Customer-focused Organizational Structure,” Journal of the Academy of Marketing Science, 28 (Fall), 459-478 (winner of Sheth Foundation Best Paper Award for Volume 28 of the journal).
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  • Homburg, Christian, Harley Krohmer, and John P. Workman, Jr. (2000), “Strategischer Konsens: Konzeptualisierung und empirische Untersuchung eines komplexen Erfolgsfactors,” (Strategic Consensus: Conceptualization and Empirical Evidence on a Complex Success Factor), Die Unternehmung: Schweizerische Zeitschrift fur betriebswirtschafliche Forschung und Praxis, 54, 5, 351-369.


  • Homburg, Christian, Harley Krohmer, and John P. Workman, Jr. (2000), “Machtstrukturen in Unternehmen: Bestandsaufnahme und systematische Erklärungsansätze für den Marketingbereich,” (“Power Structure in Organizations: Propositional Inventory and Empirical Evidence for the Marketing area”) Die Betriebswirtschaft, 60, 1 (January/February), 78-96.


  • Workman, John P., Jr. and Kevin Webb (1999), “Variations in the Power of Marketing between Consumer and Industrial Firms,” Journal of Business to Business Marketing, 6, 2, 1-37.
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  • Homburg, Christian, John P. Workman, Jr., and Harley Krohmer (1999), “Marketing’s Influence within the Firm,” Journal of Marketing, 63, 2 (April), 1-17.
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  • Homburg, Christian, Harley Krohmer, and John P. Workman, Jr. (1999) “Performance Impacts of Strategic Consensus: The Role of Strategy Type and Market-Related Dynamism,” Strategic Management Journal, 20, 4 (April), 339-357.
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  • Workman, John P., Jr., Christian Homburg, and Kjell Gruner (1998), “Marketing Organization: An Integrative Framework of Dimensions and Determinants,” Journal of Marketing, 62, 3 (July), 21-41.
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  • Workman, John P., Jr. (1998) “Factors Contributing to Marketing’s Limited Role in Product Development in Many High-Tech Firms,” Journal of Market-Focused Management, 2 (3), 257-280.


  • Workman, John P., Jr. (1995), “Engineering’s Interactions with Marketing Groups in an Engineering-Driven Organization,” IEEE Transactions on Engineering Management, 42, 2 (May), 129-139.


  • Workman, John P., Jr. (1993), “Marketing's Limited Role in New Product Development in One Computer Systems Firm,” Journal of Marketing Research, 30 (November), 405-421 (lead article).
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  • Workman, John P., Jr. (1993), “When Marketing Should Follow Instead of Lead,” Marketing Management, 2 (2), 8-19 (cover article).


  • Workman, John P., Jr. (1992), “Use of Electronic Media in a Participant Observation Study,” Qualitative Sociology, 15 (4), 419 425.
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