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The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry
16 references·16 citing·44 second hopsampled
The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry (1991)The Relevance of Ethical Salesperson Beha…Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…Communication Strategies in Marketing Channels: A Theoretical Perspective (1990)Communication Strategies in M…Determinants of Continuity in Conventional Industrial Channel Dyads (1989)Determinants of Continuity in…Corporate Strategy and the Search for Ethics (1989)Corporate Strategy and the Se…Corporate Strategy and the Search for Ethics (1988)Corporate Strategy and the Se…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Salesforce Socialization (1986)Salesforce SocializationHow industrial salespeople gain customer trust (1985)How industrial salespeople ga…Interfirm Influence Strategies and Their Application within Distribution Channels (1984)Interfirm Influence Strategie…Ethical Problems of Marketing Researchers (1984)Ethical Problems of Marketing…The Marketing Imagination (1983)The Marketing ImaginationThe Persuasive Effects of Source Credibility in Buy and Lease Situations (1982)The Persuasive Effects of Sou…The New Social Contract: An Inquiry into Modern Contractual Relations. (1981)The New Social Contract: An I…The New Social Contract: An Inquiry into Modern Contractual Relations (1981)The New Social Contract: An I…The Persuasive Effect of Source Credibility: A Situational Analysis (1978)The Persuasive Effect of Sour…The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior (1974)The Effect of Salesman Simila…Developing business customer engagement through social media engagement-platforms: An integrative S-D logic/RBV-informed model (2017)Developing business customer …CSR and Customer Value Co-creation Behavior: The Moderation Mechanisms of Servant Leadership and Relationship Marketing Orientation (2017)CSR and Customer Value Co-cre…Enhancing customer relationships with retail service brands (2016)Enhancing customer relationsh…E-retailing ethics and its impact on customer satisfaction and repurchase intention (2016)E-retailing ethics and its im…Trust over time in exchange relationships: Meta‐analysis and theory (2013)Trust over time in exchange r…Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas (2012)Advancing Sales Performance R…Antecedents and consequences of buyer‐seller relationship quality in the financial services industry (2009)Antecedents and consequences …Salesperson Empathy and Listening: Impact on Relationship Outcomes (2005)Salesperson Empathy and Liste…Customer value, overall satisfaction, end-user loyalty, and market performance in detail intensive industries (2004)Customer value, overall satis…The Impact of Ethical Sales Behaviour on Customer Satisfaction, Trust and Loyalty to the Company: An Empirical Study in the Financial Services Industry (2003)The Impact of Ethical Sales B…Relationship outcomes of perceived ethical sales behavior: the customer's perspective (2003)Relationship outcomes of perc…Interorganizational relationships and networks (2003)Interorganizational relations…The role of trust, quality, value and risk in conducting e‐business (2002)The role of trust, quality, v…Customer relationships with service personnel: do we measure closeness, quality or strength? (2001)Customer relationships with s…Ethics in Personal Selling and Sales Management: A Review of the Literature Focusing on Empirical Findings and Conceptual Foundations (2000)Ethics in Personal Selling an…Business relationships: an examination of the effects of buyer‐salesperson relationships on customer retention and willingness to refer and recommend (1997)Business relationships: an ex…Markets and Hierarchies: Analysis and Antitrust Implications. (1976)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)The Commitment-Trust Theory of Relationship Marketing (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Exchange and Power in Social Life (2017)The Theory of Power and Conflict in Channels of Distribution (1984)The Economic Institutions of Capitalism (1987)STRATEGIC ALLIANCE STRUCTURING: A GAME THEORETIC AND TRANSACTION COST EXAMINATION OF INTERFIRM COOPERATION. (1993)Developing relationships in business networks (1995)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)The Influence of Source Credibility on Communication Effectiveness (1951)Generalized expectancies for internal versus external control of reinforcement. (1966)Self-Perception Theory (1972)Fostering Parasocial Relationships with Celebrities on Social Media: Implications for Celebrity Endorsement (2017)Celebrity vs. Influencer endorsements in advertising: the role of identification, credibility, and Product-Endorser fit (2019)Trust me, trust me not: A nuanced view of influencer marketing on social media (2021)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Structural equation modeling in practice: A review and recommended two-step approach. (1988)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Exchange and Power in Social Life. (1965)The processes of causal attribution. (1973)Customer Trust in the Salesperson (1999)Consumers' trust of salesperson and manufacturer: an empirical study (2001)Antecedents and consequences of relationship quality in hotel industry (2002)The Economics of Organization: The Transaction Cost Approach (1981)Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations (1992)Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations (1996)Social Behavior: Its Elementary Forms (1963)Estimating Nonresponse Bias in Mail Surveys (1977)The Bases of Social Power (1986)Exchange Interdependence and Interfirm Interaction: Research in a Simulated Channel Setting (1994)Market Intelligence Dissemination across Functional Boundaries (1996)Sustainability in multi‐tier supply chains: Understanding the double agency role of the first‐tier supplier (2015)The value concept and relationship marketing (1996)Intellectual capital: an exploratory study that develops measures and models (1998)Changes in the theory of interorganizational relations in marketing: Toward a network paradigm (1997)Trust and trustworthiness (2002)Precarious Work, Insecure Workers: Employment Relations in Transition (2009)Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures (1992)Technological and organizational designs for realizing economies of substitution (1995)Clarifying the Effect of Intellectual Capital on Performance: The Mediating Role of Dynamic Capability (2010)
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References

  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1989Determinants of Continuity in Conventional Industrial Channel Dyads2,369 cited
  • 1990Communication Strategies in Marketing Channels: A Theoretical Perspective1,486 cited
  • 1981The New Social Contract: An Inquiry into Modern Contractual Relations1,436 cited
  • 1983The Marketing Imagination961 cited
  • 1981The New Social Contract: An Inquiry into Modern Contractual Relations.726 cited
  • 1984Interfirm Influence Strategies and Their Application within Distribution Channels601 cited
  • 1985How industrial salespeople gain customer trust402 cited
  • 1978The Persuasive Effect of Source Credibility: A Situational Analysis395 cited
  • 1988Corporate Strategy and the Search for Ethics380 cited
  • 1984Ethical Problems of Marketing Researchers314 cited
  • 1989Corporate Strategy and the Search for Ethics305 cited
  • 1982The Persuasive Effects of Source Credibility in Buy and Lease Situations302 cited
  • 1986Salesforce Socialization298 cited
  • 1974

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The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior
282 cited

Cited by

  • 2003Interorganizational relationships and networks283 cited
  • 2004Customer value, overall satisfaction, end-user loyalty, and market performance in detail intensive industries259 cited
  • 2003Relationship outcomes of perceived ethical sales behavior: the customer's perspective252 cited
  • 2016E-retailing ethics and its impact on customer satisfaction and repurchase intention232 cited
  • 2012Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas209 cited
  • 2017Developing business customer engagement through social media engagement-platforms: An integrative S-D logic/RBV-informed model197 cited
  • 2003The Impact of Ethical Sales Behaviour on Customer Satisfaction, Trust and Loyalty to the Company: An Empirical Study in the Financial Services Industry192 cited
  • 2005Salesperson Empathy and Listening: Impact on Relationship Outcomes187 cited
  • 2013Trust over time in exchange relationships: Meta‐analysis and theory175 cited
  • 2001Customer relationships with service personnel: do we measure closeness, quality or strength?165 cited
  • 2016Enhancing customer relationships with retail service brands159 cited
  • 2009Antecedents and consequences of buyer‐seller relationship quality in the financial services industry146 cited
  • 2017CSR and Customer Value Co-creation Behavior: The Moderation Mechanisms of Servant Leadership and Relationship Marketing Orientation126 cited
  • 1997Business relationships: an examination of the effects of buyer‐salesperson relationships on customer retention and willingness to refer and recommend123 cited
  • 2000Ethics in Personal Selling and Sales Management: A Review of the Literature Focusing on Empirical Findings and Conceptual Foundations117 cited
  • 2002The role of trust, quality, value and risk in conducting e‐business110 cited