SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
The Effect of Salesforce Behavior on Customer Satisfaction: An Interactive Framework
16 references·16 citing·31 second hopsampled
The Effect of Salesforce Behavior on Customer Satisfaction: An Interactive Framework (1991)The Effect of Salesforce Behavior on Cust…Advances in Consumer Research (2025)Advances in Consumer ResearchCommunication And Persuasion (2017)Communication And PersuasionA Theory of Cognitive Dissonance (2017)A Theory of Cognitive Dissona…Consumer Perceptions of Interpersonal Equity and Satisfaction in Transactions: A Field Survey Approach (1989)Consumer Perceptions of Inter…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Negative Word-of-Mouth by Dissatisfied Consumers: A Pilot Study (1983)Negative Word-of-Mouth by Dis…Advances in Consumer Research (1983)Advances in Consumer ResearchAn Investigation into the Determinants of Customer Satisfaction (1982)An Investigation into the Det…Attitudes and Persuasion: Classic and Contemporary Approaches (1981)Attitudes and Persuasion: Cla…A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)A Cognitive Model of the Ante…Brand Loyalty: Measurement and Management (1978)Brand Loyalty: Measurement an…The Theory of Buyer Behavior (1971)The Theory of Buyer BehaviorRole of Product-Related Conversations in the Diffusion of a New Product (1967)Role of Product-Related Conve…The effect of severity of initiation on liking for a group. (1959)The effect of severity of ini…A Theory of Cognitive Dissonance (1957)A Theory of Cognitive Dissona…The Influence of Source Credibility on Communication Effectiveness (1951)The Influence of Source Credi…Building customer relationships while achieving sales performance results: Is listening the holy grail of sales? (2019)Building customer relationshi…Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict (2017)Salesperson ambidexterity and…Which comes first, organizational culture or performance? A longitudinal study of causal priority with automobile dealerships (2015)Which comes first, organizati…The role of the sales employee in securing customer satisfaction (2012)The role of the sales employe…Establishing Profitable Customer Loyalty for Multinational Companies in the Emerging Economies: A Conceptual Framework (2012)Establishing Profitable Custo…The impact of involvement on key service relationships (2009)The impact of involvement on …The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment (2008)The moderating effect of cont…The role of gender and work status in shopping center patronage (2007)The role of gender and work s…Customer‐oriented selling: Exploring the roles of emotional intelligence and organizational commitment (2004)Customer‐oriented selling: Ex…The moderating effect of selling situation on the adaptive selling strategy–selling effectiveness relationship (2003)The moderating effect of sell…The influence of salesperson skill, motivation, and training on the practice of customer‐oriented selling (2002)The influence of salesperson …The effects of incentives and personality on salesperson's customer orientation (2002)The effects of incentives and…Going the extra mile (2002)Going the extra mileAntecedents and Consequences of Relationship Marketing (1999)Antecedents and Consequences …The influence of salespersons’ customer orientation on buyer‐seller relationship development (1998)The influence of salespersons…Exploring Salespersons' Customer Orientation as a Mediator of Organizational Culture's Influence on Buyer-Seller Relationships (1996)Exploring Salespersons' Custo…Effect of expectation and disconfirmation on postexposure product evaluations: An alternative interpretation. (1977)Disconfirmation of consumer expectations through product trial. (1979)Developing Buyer-Seller Relationships (1987)Measuring Service Quality: A Reexamination and Extension (1992)Understanding Information Systems Continuance: An Expectation-Confirmation Model1 (2001)Significance tests and goodness of fit in the analysis of covariance structures. (1980)Cognitive, Affective, and Attribute Bases of the Satisfaction Response (1993)Reassessment of Expectations as a Comparison Standard in Measuring Service Quality: Implications for Further Research (1994)Some New Thoughts on Conceptualizing Perceived Service Quality: A Hierarchical Approach (2001)Personal involvement as a determinant of argument-based persuasion. (1981)The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion. (1984)An advocacy coalition framework of policy change and the role of policy-oriented learning therein (1988)The case for motivated reasoning. (1990)Managing Legitimacy: Strategic and Institutional Approaches (1995)The Emerging Field of Emotion Regulation: An Integrative Review (1998)A Paradigm for Developing Better Measures of Marketing Constructs (1979)The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and Fun (1982)The Elaboration Likelihood Model of Persuasion (1986)The Persuasiveness of Source Credibility: A Critical Review of Five Decades' Evidence (2004)Influencer Marketing: How Message Value and Credibility Affect Consumer Trust of Branded Content on Social Media (2018)The totalitarian ego: Fabrication and revision of personal history. (1980)Mediating the Message: Theories of Influences on Mass Media Content (1995)Informational Influence in Organizations: An Integrated Approach to Knowledge Adoption (2003)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Electronic word-of-mouth via consumer-opinion platforms: What motivates consumers to articulate themselves on the Internet? (2004)Bibliometric Methods in Management and Organization (2014)Inequity In Social Exchange (1965)Partial Least Squares Structural Equation Modeling (PLS-SEM) Using R (2021)Customer Contributions to Quality: A Different View of the Customer-Oriented Firm (1996)Destination Image, Self-Congruity, and Travel Behavior: Toward an Integrative Model (2000)What is Interactivity and is it Always Such a Good Thing? Implications of Definition, Person, and Situation for the Influence of Interactivity on Advertising Effectiveness (2002)
this work references cited by second hop· second hop is a sample of the most-cited connections

References

  • 1957A Theory of Cognitive Dissonance24,224 cited
  • 2017A Theory of Cognitive Dissonance18,122 cited
  • 1980A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions14,475 cited
  • 2025Advances in Consumer Research13,264 cited
  • 1951The Influence of Source Credibility on Communication Effectiveness3,538 cited
  • 1981Attitudes and Persuasion: Classic and Contemporary Approaches3,368 cited
  • 1982An Investigation into the Determinants of Customer Satisfaction2,914 cited
  • 1983Advances in Consumer Research2,879 cited
  • 1971The Theory of Buyer Behavior2,797 cited
  • 2017Communication And Persuasion2,240 cited
  • 1989Consumer Perceptions of Interpersonal Equity and Satisfaction in Transactions: A Field Survey Approach2,084 cited
  • 1967Role of Product-Related Conversations in the Diffusion of a New Product1,809 cited
  • 1983Negative Word-of-Mouth by Dissatisfied Consumers: A Pilot Study1,808 cited
  • 1978Brand Loyalty: Measurement and Management1,629 cited
  • 1959The effect of severity of initiation on liking for a group.1,296 cited
  • 1986

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
1,227 cited

Cited by

  • 1996Exploring Salespersons' Customer Orientation as a Mediator of Organizational Culture's Influence on Buyer-Seller Relationships164 cited
  • 2017Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict154 cited
  • 2002The influence of salesperson skill, motivation, and training on the practice of customer‐oriented selling153 cited
  • 2004Customer‐oriented selling: Exploring the roles of emotional intelligence and organizational commitment153 cited
  • 1998The influence of salespersons’ customer orientation on buyer‐seller relationship development128 cited
  • 2015Which comes first, organizational culture or performance? A longitudinal study of causal priority with automobile dealerships119 cited
  • 1999Antecedents and Consequences of Relationship Marketing115 cited
  • 2019Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?114 cited
  • 2007The role of gender and work status in shopping center patronage100 cited
  • 2002The effects of incentives and personality on salesperson's customer orientation95 cited
  • 2008The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment87 cited
  • 2002Going the extra mile83 cited
  • 2009The impact of involvement on key service relationships82 cited
  • 2003The moderating effect of selling situation on the adaptive selling strategy–selling effectiveness relationship76 cited
  • 2012Establishing Profitable Customer Loyalty for Multinational Companies in the Emerging Economies: A Conceptual Framework74 cited
  • 2012The role of the sales employee in securing customer satisfaction72 cited