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The effects of the salesperson’s characteristics on buyer-seller relationships
16 references·0 citing·45 second hop
The effects of the salesperson’s characteristics on buyer-seller relationships (2015)The effects of the salesperson’s characte…External Control of Organizations: Resource Dependence Perspective (2011)External Control of Organizat…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…Commitment in the Workplace: Theory, Research, and Application (1997)Commitment in the Workplace: …Commitment in the workplace: theory, research, and application (1997)Commitment in the workplace: …Building the Learning Organization (1995)Building the Learning Organiz…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…The Use of Pledges to Build and Sustain Commitment in Distribution Channels (1992)The Use of Pledges to Build a…Do Norms Matter in Marketing Relationships? (1992)Do Norms Matter in Marketing …Comparative Economic Organization: The Analysis of Discrete Structural Alternatives (1991)Comparative Economic Organiza…Assessing Construct Validity in Organizational Research (1991)Assessing Construct Validity …A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitment. (1990)A review and meta-analysis of…The Economic Institutions of Capitalism (1987)The Economic Institutions of …Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…A Conceptual Model of Service Quality and Its Implications for Future Research (1985)A Conceptual Model of Service…The Evolution of Cooperation (1981)The Evolution of CooperationVertical Integration, Appropriable Rents, and the Competitive Contracting Process (1978)Vertical Integration, Appropr…Exchange and Power in Social Life. (1965)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)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)Advertising as Information (1974)Breaking Free from Product Marketing (1977)Strategic Management and Marketing in the Service Sector (1984)Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)The Behavioral Consequences of Service Quality (1996)Statistical principles in experimental design. (1962)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)The Social Psychology of Organizations. (1979)Perceived organizational support: A review of the literature. (2002)Social Exchange Theory: An Interdisciplinary Review (2005)Organization and environment (1967)Evaluation of goodness-of-fit indices for structural equation models. (1989)Structural Equations with Latent Variables. (1991)A Review and Synthesis of the Measurement Invariance Literature: Suggestions, Practices, and Recommendations for Organizational Research (2000)Structural Equation Modelling: Guidelines for Determining Model Fit (2008)The genetical evolution of social behaviour. I (1964)The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)The Evolution of Reciprocal Altruism (1971)An Integrative Model Of Organizational Trust (1995)The need to belong: Desire for interpersonal attachments as a fundamental human motivation. (1995)Not So Different After All: A Cross-Discipline View Of Trust (1998)Self-Reports in Organizational Research: Problems and Prospects (1986)Technology Acceptance Model 3 and a Research Agenda on Interventions (2008)Sources of Method Bias in Social Science Research and Recommendations on How to Control It (2011)Common Method Bias in PLS-SEM (2015)The Nature of the Firm (1937)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Economic Action and Social Structure: The Problem of Embeddedness (1985)The Sources and Consequences of Embeddedness for the Economic Performance of Organizations: The Network Effect (1996)The New Institutional Economics: Taking Stock, Looking Ahead (2000)Inequity In Social Exchange (1965)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Managing Legitimacy: Strategic and Institutional Approaches (1995)Toward a Theory of Stakeholder Identification and Salience: Defining the Principle of Who and What Really Counts (1997)The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage (1998)Dynamic capabilities and strategic management (1997)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)
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References

  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.84,999 cited
  • 1985A Conceptual Model of Service Quality and Its Implications for Future Research21,635 cited
  • 1981The Evolution of Cooperation20,055 cited
  • 1987The Economic Institutions of Capitalism14,787 cited
  • 2011External Control of Organizations: Resource Dependence Perspective14,229 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1991Comparative Economic Organization: The Analysis of Discrete Structural Alternatives7,150 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,728 cited
  • 1991Assessing Construct Validity in Organizational Research6,651 cited
  • 1990A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitment.6,147 cited
  • 1978Vertical Integration, Appropriable Rents, and the Competitive Contracting Process5,797 cited
  • 1997Commitment in the Workplace: Theory, Research, and Application4,060 cited
  • 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels3,430 cited
  • 1997Commitment in the workplace: theory, research, and application3,380 cited
  • 1995

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Building the Learning Organization
2,767 cited
  • 1992Do Norms Matter in Marketing Relationships?2,412 cited
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