| Becoming market oriented JD Lichtenthal, DT Wilson Journal of Business Research 24 (3), 191-207, 1992 | 268 | 1992 |
| Internet integration in business marketing tactics JD Lichtenthal, S Eliaz Industrial marketing management 32 (1), 3-13, 2003 | 207 | 2003 |
| Anatomy of organizational crises P Hwang, JD Lichtenthal Journal of Contingencies and Crisis management 8 (3), 129-140, 2000 | 196 | 2000 |
| Toward a theory of business buyer-seller similarity JD Lichtenthal, T Tellefsen Journal of Personal Selling & Sales Management 21 (1), 1-14, 2001 | 173 | 2001 |
| A Bibliometric Analysis of the First 25 Years of the Journal of Business-to-Business Marketing L Valenzuela-Fernandez, JM Merigó, JD Lichtenthal, C Nicolas Journal of Business-to-Business Marketing 26 (1), 75 - 94, 2019 | 114 | 2019 |
| Outdoor advertising for business markets JD Lichtenthal, V Yadav, N Donthu Industrial marketing management 35 (2), 236-247, 2006 | 114 | 2006 |
| Internet integration into the industrial selling process: A step-by-step approach MM Long, T Tellefsen, JD Lichtenthal Industrial Marketing Management 36 (5), 676-689, 2007 | 112 | 2007 |
| Fostering client–agency relationships: a business buying behavior perspective JD Lichtenthal, D Shani Journal of Business Research 49 (3), 213-228, 2000 | 66 | 2000 |
| Scientific contributions to the field from the Journal of Business-to-Business Marketing JD Lichtenthal, DT Wilson, MM Long Journal of Business Research 38 (3), 211-233, 1997 | 61 | 1997 |
| Fundamentals of business marketing research RE Plank, DA Reid, JD Lichtenthal Routledge, 2020 | 47 | 2020 |
| A History of the Definition of Marketing JD Lichtenthal, LL Beik Research in Marketing 7 (1), 133-163, 1984 | 47 | 1984 |
| The Essence Of Business Marketing Theory, Research, and Tactics: Contributions from the Journal of Business-to-Business Marketing JD Lichtenthal, V Mummalaneni, DT Wilson Journal of Business-to-Business Marketing 15 (2), 91-179, 2008 | 31 | 2008 |
| GROUP DECISION-MAKING IN ORGANIZATIONAL BUYING: A ROLE-STRUCTURE APPROACH JD Lichtenthal The Pennsylvania State University, 1986 | 30 | 1986 |
| Commentary: relative presence of business-to-business research in the marketing literature: review and future directions JD Lichtenthal, V Mummalaneni Journal of Business-to-Business Marketing 16 (1-2), 40-54, 2009 | 28 | 2009 |
| Case study: service support and capital goods‐dissolving the resistance to obtaining product acceptance in new business markets JD Lichtenthal, MM Long Journal of Business & Industrial Marketing 13 (4/5), 356-369, 1998 | 27 | 1998 |
| Channel power in business markets: Structural linkages JD Lichtenthal Journal of Marketing Channels 1 (1), 39-58, 1991 | 26 | 1991 |
| Teleprospecting: an approach for qualifying accounts JD Lichtenthal, S Sikri, K Folk Industrial Marketing Management 18 (1), 11-17, 1989 | 25 | 1989 |
| Testing for deterministic salesperson attributes in mature markets DT Wilson, JD Lichtenthal Journal of Personal Selling & Sales Management 5 (1), 23-30, 1985 | 25 | 1985 |
| Product attributes for business markets: implications for selling and sales management JD Lichtenthal, SA Goodwin Psychology & Marketing 23 (3), 225-251, 2006 | 20 | 2006 |
| Undergraduate industrial marketing: Content and methods JD Lichtenthal, G Butaney Industrial Marketing Management 20 (3), 231-239, 1991 | 18 | 1991 |
