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Cited by

• 1998A Dyadic Study of Interpersonal Information Search740 cited
• 2006Influence Tactics for Effective Adaptive Selling321 cited
• 1985Communication Style in the Salesperson-Customer Dyad318 cited
• 1994The calculus of service quality and customer satisfaction: Theoretical and empirical differentiation and integration281 cited
• 1994Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States279 cited
• 1976An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad270 cited
• 1992Understanding the Domain of Cross-National Buyer-Seller Interactions267 cited
• 1994Cultural Differences in Conducting Intra- and Inter-Cultural Negotiations: A Sino-Canadian Comparison246 cited
• 2000A customer‐service worker relationship model217 cited
• 2013Gaining Customer Trust: A Conceptual Guide for the Salesperson214 cited
• 2011Creating value in business relationships: The role of sales212 cited
• 2011Brand marketing for creating brand value based on a MCDM model combining DEMATEL with ANP and VIKOR methods208 cited
• 2003Adaptive Selling Behavior Revisited: An Empirical Examination of Learning Orientation, Sales Performance, and Job Satisfaction171 cited