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Cited by

• 1992The effects of empathy on salesperson effectiveness88 cited
• 1994An Empirical Examination of the Impact of Salesperson Empathy and Professionalism and Merchandise Salability on Retail Buyers' Evaluations80 cited
• 2015The effects of empathy and listening of salespeople on relationship quality in the retail banking industry74 cited
• 2011Compensation and control sales policies, and sales performance: the field sales manager's points of view63 cited
• 1995A Conceptualization of the Functions and Roles of Formalized Selling and Buying Teams61 cited
• 2002The impact of purchase situation on salesperson communication behaviors in business markets45 cited
• 1989Perceptual differences of sales practitioners and students concerning ethical behavior43 cited
• 1990Social values and salespeople's effort43 cited
• 2011International Selling and Sales Management: Sales Force Research beyond Geographic Boundaries35 cited
• 2006Training retail sales personnel in transition economies: Applying a model of customer-oriented communication30 cited
• 2012What makes sales presentations effective – a buyer‐seller perspective30 cited
• 1998Communication in the salesperson/customer dyad: an empirical investigation26 cited
• 2008Some determinants of salesforce effectiveness26 cited