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ArticleHow Salespeople Build Quality Relationships:

James S. Boles2000

Article2000

How Salespeople Build Quality Relationships:

James S. Boles · Julie T. Johnson · Hiram C. Barksdale

173 citations·0/0 files stored·Journal of Business Research

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Customer Service Quality and Loyalty Quality and Supply Management Employee Performance and Motivation

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References

1994The Commitment-Trust Theory of Relationship Marketing 1977Estimating Nonresponse Bias in Mail Surveys 1977Estimating Nonresponse Bias in Mail Surveys 1987Developing Buyer-Seller Relationships 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels 1995Customer Switching Behavior in Service Industries: An Exploratory Study

Cited by

2020Customer Behavior as an Outcome of Social Media Marketing: The Role of Social Media Marketing Activity and Customer Experience 2016Enhancing customer relationships with retail service brands 2014Service Brand Relationship Quality 2018Internal marketing, employee customer‐oriented behaviors, and customer behavioral responses 2009Relationship marketing in A B2C context: The moderating role of personality traits 2021

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2003Measuring the quality of relationships in consumer services: an empirical studyarticle · 10 shared references 2003Strengthening outcomes of retailer–consumer relationshipsarticle · 9 shared references 2003Assessing the impact of a retailer's relationship efforts on consumers’ attitudes and behaviorarticle · 9 shared references 1997Maintaining Client Commitment in Advertising Agency–Client Relationshipsarticle · 9 shared references 2001The Strategic Role of the Salesperson in Reducing Customer Defection in Business Relationshipsarticle · 9 shared references 2000Switching costs, alternative attractiveness and experience as moderators of relationship commitment in professional, consumer servicesarticle · 8 shared references

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Year2000

Typearticle

Published2000-04-01

VenueJournal of Business Research

ISSN-L0148-2963

Languageen

Citations173

Files0 public / 0

ShelfCustomer Service Quality and Loyalty

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doi10.1016/s0148-2963(98)00078-2

openalex_workW1549447203

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Understanding Impact Sustainable Intention of S-Commerce Activities: The Role of Customer Experiences, Perceived Value, and Mediation of Relationship Quality

2015Consumer Response to Unethical Corporate Behavior: A Re-Examination and Extension of the Moral Decoupling Model

2008Relationship Quality: a literature review and research agenda