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How Salespeople Build Quality Relationships:

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References

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1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
1987Developing Buyer-Seller Relationships9,139 cited
1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels3,430 cited
1995Customer Switching Behavior in Service Industries: An Exploratory Study2,903 cited
1989Consumer Perceptions of Interpersonal Equity and Satisfaction in Transactions: A Field Survey Approach2,084 cited
1995Relationship Marketing in Consumer Markets: Antecedents and Consequences1,757 cited
1995The Effects of Supplier Fairness on Vulnerable Resellers1,400 cited
1989Equity and Disconfirmation Perceptions as Influences on Merchant and Product Satisfaction930 cited
1993Ethical and Legal Foundations of Relational Marketing Exchanges827 cited
1995Asking Questions663 cited
1987Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels

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630 cited

1993JAPANESE-STYLE PARTNERSHIPS -- GIVING COMPANIES A COMPETITIVE EDGE.480 cited

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2018Internal marketing, employee customer‐oriented behaviors, and customer behavioral responses115 cited
2009Relationship marketing in A B2C context: The moderating role of personality traits108 cited
2021Understanding Impact Sustainable Intention of S-Commerce Activities: The Role of Customer Experiences, Perceived Value, and Mediation of Relationship Quality106 cited
2015Consumer Response to Unethical Corporate Behavior: A Re-Examination and Extension of the Moral Decoupling Model98 cited
2008Relationship Quality: a literature review and research agenda96 cited
2005The effects of soft and hard service attributes on loyalty: the mediating role of trust94 cited
2007Mediating effects of relationship quality on customer relationships: an empirical study in Hong Kong82 cited
2009Examining the antecedents of trust and rapport in services: Discovering new interrelationships76 cited
2002Relational competency's role in Southeast Asia business partnerships71 cited
2012Aligning global organizations' human capital needs and global supply‐chain strategies64 cited
2011Effects of ethical sales behaviour, expertise, corporate reputation, and performance on relationship quality and loyalty59 cited
2013The Effect of Logistics Service Quality on Customer Loyalty through Relationship Quality in the Container Shipping Context57 cited
2020Beyond organisational support: Exploring the supportive role of co-workers and supervisors in a multi-actor service ecosystem51 cited