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Using Neural Network Analysis to Evaluate Buyer‐Seller Relationships
15 references·16 citing·40 second hop
Using Neural Network Analysis to Evaluate Buyer‐Seller Relationships (1994)Using Neural Network Analysis to Evaluate…Loyalty-based management. (1993)Loyalty-based management.Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…Defining Marketing: A Market‐Oriented Approach (1989)Defining Marketing: A Market‐…Effects of Relationship Marketing on Satisfaction, Retention, and Prices in the Life Insurance Industry (1987)Effects of Relationship Marke…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Winning and Keeping Industrial Customers : The Dynamics of Customer Relationships (1985)Winning and Keeping Industria…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…How industrial salespeople gain customer trust (1985)How industrial salespeople ga…International marketing and purchasing of industrial goods (1984)International marketing and p…The Marketing Imagination (1983)The Marketing ImaginationClassifying Services to Gain Strategic Marketing Insights (1983)Classifying Services to Gain …The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Conflict and Conflict Management. (1981)Conflict and Conflict Managem…The Development of Buyer‐Seller Relationships in Industrial Markets (1980)The Development of Buyer‐Sell…Relationship quality determinants and outcomes in retail banking services: The role of customer experience (2019)Relationship quality determin…Relationships between technology attachment, experiential relationship quality, experiential risk and experiential sharing intentions in a smart hotel (2018)Relationships between technol…Intellectual capital and corporate performance in Iranian pharmaceutical industry (2012)Intellectual capital and corp…Image Congruence and Relationship Quality in Predicting Switching Intention (2012)Image Congruence and Relation…Antecedents and consequences of buyer‐seller relationship quality in the financial services industry (2009)Antecedents and consequences …An integrated approach for supplier selection and purchasing decisions (2008)An integrated approach for su…Business‐to‐business relationship quality (2004)Business‐to‐business relation…The Impact of Ethical Sales Behaviour on Customer Satisfaction, Trust and Loyalty to the Company: An Empirical Study in the Financial Services Industry (2003)The Impact of Ethical Sales B…Supplier selection using a multi-criteria decision aid method (2003)Supplier selection using a mu…Relationship outcomes of perceived ethical sales behavior: the customer's perspective (2003)Relationship outcomes of perc…Consumer Involvement in Relationship Marketing of Services (2003)Consumer Involvement in Relat…Assessing the impact of a retailer's relationship efforts on consumers’ attitudes and behavior (2003)Assessing the impact of a ret…Forecasting aggregate retail sales: (2001)Forecasting aggregate retail …Customer relationships with service personnel: do we measure closeness, quality or strength? (2001)Customer relationships with s…Successful relationships between hotels and agencies (2000)Successful relationships betw…Determinants of Relationship Quality and Loyalty in Personalized Services (2000)Determinants of Relationship …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)The Commitment-Trust Theory of Relationship Marketing (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Exchange and Power in Social Life (2017)Relation of Consumers' Buying Habits to Marketing Methods (1923)Principles of Marketing (1972)Breaking Free from Product Marketing (1977)An empirical assessment of the SERVQUAL scale (1992)Relational Benefits in Services Industries: The Customer's Perspective (1998)Designing conceptual articles: four approaches (2020)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Structural equation modeling in practice: A review and recommended two-step approach. (1988)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Emerging perspectives on services marketing (1983)The Sources and Consequences of Embeddedness for the Economic Performance of Organizations: The Network Effect (1996)Social Media Brand Community and Consumer Behavior: Quantifying the Relative Impact of User- and Marketer-Generated Content (2013)Coefficient Alpha and the Internal Structure of Tests (1951)Handbook of Industrial and Organizational Psychology. (1977)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Strategic Orientation of the Firm and New Product Performance (1997)The C-OAR-SE procedure for scale development in marketing (2002)The value concept and relationship marketing (1996)Intellectual capital: an exploratory study that develops measures and models (1998)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)Interfirm Adaptation in Business Relationships (1991)Managing Customer Relationships for Profit: The Dynamics of Relationship Quality (1994)Inter-firm Networks: Antecedents, Mechanisms and Forms (1995)Conflict and Its Management (1995)TOWARD A THEORY OF MANAGING ORGANIZATIONAL CONFLICT (2002)INTRAGROUP CONFLICT IN ORGANIZATIONS: A CONTINGENCY PERSPECTIVE ON THE CONFLICT-OUTCOME RELATIONSHIP (2003)Understanding the Customer Base of Service Providers: An Examination of the Differences between Switchers and Stayers (2000)Delight by Design: The Role of Hedonic Versus Utilitarian Benefits (2008)Development of a Scale to Measure Memorable Tourism Experiences (2010)
this work references cited by second hop

References

  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1983Classifying Services to Gain Strategic Marketing Insights1,994 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1993Loyalty-based management.1,317 cited
  • 1980The Development of Buyer‐Seller Relationships in Industrial Markets1,300 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1981Conflict and Conflict Management.985 cited
  • 1987Effects of Relationship Marketing on Satisfaction, Retention, and Prices in the Life Insurance Industry977 cited
  • 1983The Marketing Imagination961 cited
  • 1984International marketing and purchasing of industrial goods800 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis559 cited
  • 1989Defining Marketing: A Market‐Oriented Approach406 cited
  • 1985How industrial salespeople gain customer trust402 cited
  • 1985Winning and Keeping Industrial Customers : The Dynamics of Customer Relationships363 cited

Cited by

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  • 2003Supplier selection using a multi-criteria decision aid method315 cited
  • 2004Business‐to‐business relationship quality273 cited
  • 2001Forecasting aggregate retail sales:258 cited
  • 2003Relationship outcomes of perceived ethical sales behavior: the customer's perspective252 cited
  • 2003Assessing the impact of a retailer's relationship efforts on consumers’ attitudes and behavior215 cited
  • 2012Intellectual capital and corporate performance in Iranian pharmaceutical industry193 cited
  • 2003The Impact of Ethical Sales Behaviour on Customer Satisfaction, Trust and Loyalty to the Company: An Empirical Study in the Financial Services Industry192 cited
  • 2001Customer relationships with service personnel: do we measure closeness, quality or strength?165 cited
  • 2000Successful relationships between hotels and agencies162 cited
  • 2008An integrated approach for supplier selection and purchasing decisions162 cited
  • 2018Relationships between technology attachment, experiential relationship quality, experiential risk and experiential sharing intentions in a smart hotel157 cited
  • 2012Image Congruence and Relationship Quality in Predicting Switching Intention155 cited
  • 2000Determinants of Relationship Quality and Loyalty in Personalized Services154 cited
  • 2003Consumer Involvement in Relationship Marketing of Services148 cited
  • 2009Antecedents and consequences of buyer‐seller relationship quality in the financial services industry146 cited
  • 2019Relationship quality determinants and outcomes in retail banking services: The role of customer experience143 cited