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Sales technology within the salesperson's relationships: A research agenda
16 references·4 citing·43 second hop
Sales technology within the salesperson's relationships: A research agenda (2005)Sales technology within the salesperson's…Sales Force Management (2021)Sales Force ManagementThe Impact of Customer Relationship Characteristics on Profitable Lifetime Duration (2003)The Impact of Customer Relati…Selling in the new millennium (2002)Selling in the new millenniumCustomer Relationship Management: In B2C Markets, Often Less is More (2002)Customer Relationship Managem…The Loyalty Effect (2001)The Loyalty EffectOn the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing (2000)On the Profitability of Long-…The Current State of Sales Force Activities (1999)The Current State of Sales Fo…Personal Selling and Sales Management: A Relationship Marketing Perspective (1999)Personal Selling and Sales Ma…Business Marketing: Connecting Strategy, Relationships, and Learning (1998)Business Marketing: Connectin…The Capabilities of Market-Driven Organizations (1994)The Capabilities of Market-Dr…Selling: Building Partnerships (1992)Selling: Building PartnershipsDeveloping Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Selling Activity and Sales Position Taxonomies for Industrial Salesforces (1986)Selling Activity and Sales Po…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Theory Construction in Marketing: Some Thoughts on Thinking (1984)Theory Construction in Market…The Shape of Things to Come (1933)The Shape of Things to ComeConceptualizing an integrative typology of sales enablement strategy (2024)Conceptualizing an integrativ…Exploring buyer-seller dyadic perceptions of technology and relationships (2016)Exploring buyer-seller dyadic…Knowledge sharing and customer relationship management in the travel service alliances (2009)Knowledge sharing and custome…Matching high‐tech and high‐touch in supplier‐customer relationships (2006)Matching high‐tech and high‐t…Markets and Hierarchies: Analysis and Antitrust Implications. (1976)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Exchange and Power in Social Life (2017)A resource‐based view of the firm (1984)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Firm Resources and Sustained Competitive Advantage (1991)Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination (1998)Review: The Resource-Based View and Information Systems Research: Review, Extension, and Suggestions For Future Research1 (2004)Corporate Social Responsibility, Customer Satisfaction, and Market Value (2006)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)Learning Orientation, Working Smart, and Effective Selling (1994)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. (2005)Leadership and Performance beyond Expectations (1987)The Commitment-Trust Theory of Relationship Marketing (1994)Social Exchange Theory and Research on Business-to-Business Relational Exchange (2001)Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters (2011)Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development (2003)Measuring Marketing Productivity: Current Knowledge and Future Directions (2004)Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Marketing Research (1970)Partnering as a Focused Market Strategy (1991)Customer loyalty in e-commerce: an exploration of its antecedents and consequences (2002)Customer Engagement Behavior: Theoretical Foundations and Research Directions (2010)Understanding Customer Experience Throughout the Customer Journey (2016)When an Ad'S Influence Is Beyond Our Conscious Control: Perceptual and Conceptual Fluency Effects Caused By Incidental Ad Exposure (1999)Beyond “Natural” and “Cultural” Heritage: Toward an Ontological Politics of Heritage in the Age of Anthropocene (2015)The (impossible) repo trinity: the political economy of repo markets (2016)Do Citizenship Behaviors Matter More for Managers Than for Salespeople? (1999)Strategy type and performance: the influence of sales force management (2000)A model of close business relationships in China (guanxi) (2001)Introspection in Consumer Research: Implementation and Implications (1993)The Effect of Reward Structures on the Performance of Cross-Functional Product Development Teams (2001)A systematic comparison of first-time and repeat visitors via a two-phase online survey (2007)Market-Based Assets and Shareholder Value: A Framework for Analysis (1998)Talk of the Network: A Complex Systems Look at the Underlying Process of Word-of-Mouth (2001)Examining the structural relationships of destination image, tourist satisfaction and destination loyalty: An integrated approach (2007)
this work references cited by second hop

References

  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1994The Capabilities of Market-Driven Organizations6,532 cited
  • 2001The Loyalty Effect1,406 cited
  • 2000On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing1,364 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 2003The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration1,163 cited
  • 1999Personal Selling and Sales Management: A Relationship Marketing Perspective800 cited
  • 1933The Shape of Things to Come436 cited
  • 2021Sales Force Management396 cited
  • 1984Theory Construction in Marketing: Some Thoughts on Thinking276 cited
  • 2002Customer Relationship Management: In B2C Markets, Often Less is More275 cited
  • 1986Selling Activity and Sales Position Taxonomies for Industrial Salesforces236 cited
  • 1992Selling: Building Partnerships194 cited
  • 1998Business Marketing: Connecting Strategy, Relationships, and Learning191 cited
  • 1999The Current State of Sales Force Activities160 cited

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  • 2002Selling in the new millennium155 cited
  • Cited by

    • 2009Knowledge sharing and customer relationship management in the travel service alliances47 cited
    • 2016Exploring buyer-seller dyadic perceptions of technology and relationships31 cited
    • 2006Matching high‐tech and high‐touch in supplier‐customer relationships27 cited
    • 2024Conceptualizing an integrative typology of sales enablement strategy14 cited