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Locating Information Gaps in the Personal Selling of Wine
16 references·3 citing·45 second hop
Locating Information Gaps in the Personal Selling of Wine (1995)Locating Information Gaps in the Personal…International Marketing and Export Management (1998)International Marketing and E…Price, Product Information, and Purchase Intention: An Empirical Study (1994)Price, Product Information, a…The European Wine Industry (1993)The European Wine IndustryBuyer-supplier relationships today (1993)Buyer-supplier relationships …Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures (1992)Influence Strategies in Marke…Marketing Channels: A Management View (1991)Marketing Channels: A Managem…Erratum (1991)ErratumA Test of Services Marketing Theory: Consumer Information Acquisition Activities (1991)A Test of Services Marketing …Pricing in the Australian Wine Industry (1990)Pricing in the Australian Win…Communication Strategies in Marketing Channels: A Theoretical Perspective (1990)Communication Strategies in M…Risk Reducing Strategies Used in the Purchase of Wine in the UK (1989)Risk Reducing Strategies Used…Marketing Concepts and Strategies (1989)Marketing Concepts and Strate…Consumer Risk Perception in the UK Wine Market (1988)Consumer Risk Perception in t…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…A Consumer Approach to Branded Wines (1986)A Consumer Approach to Brande…Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective (1983)Interorganizational Exchange …Understanding organic wine ordering: the roles of wine knowledge, green self-identity, and sommelier guidance (2026)Understanding organic wine or…Sales capabilities in the wine industry: an analysis of the current scenario and emerging trends (2019)Sales capabilities in the win…The influence of emotions displayed and personal selling on customer behaviour intention (2011)The influence of emotions dis…The External Control of Organizations: A Resource Dependence Perspective (1979)Social Exchange Theory and Research on Business-to-Business Relational Exchange (2001)Measuring the quality of relationships in consumer services: an empirical study (2003)Trust and commitment influences on customer retention: insights from business-to-business services (2003)External Control of Organizations: Resource Dependence Perspective (2011)Markets and Hierarchies: Analysis and Antitrust Implications. 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(1958)Power-Dependence Relations (1962)Exchange and Power in Social Life. (1965)The effects of satisfaction and structural constraints on retailer exiting, voice, loyalty, opportunism, and neglect (1993)Relationship Marketing and Distribution Channels (1995)Prospect Theory: An Analysis of Decision under Risk (1979)Prospect theory: An analysis of decision under risk (1988)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Communication flows in distribution channels: Impact on assessments of communication quality and satisfaction (1995)Enhancing Communication between Marketing and Engineering: The Moderating Role of Relative Functional Identification (1997)Influence Tactics for Effective Adaptive Selling (2006)Narver and Slater, Kohli and Jaworski and the market orientation construct: integration and internationalization (1995)Experiential and Informational Knowledge, Architectural Marketing Capabilities, and the Adaptive Performance of Export Ventures: A Cross‐National Study (2003)An analytical review of the factors stimulating smaller firms to export (2007)Interorganizational Relations In Marketing Channels (1979)Managing channels of distribution in the age of electronic commerce (2002)The role of multichannel integration in customer relationship management (2004)Influence of Corporate Social Responsibility on Loyalty and Valuation of Services (2005)Corporate Hypocrisy: Overcoming the Threat of Inconsistent Corporate Social Responsibility Perceptions (2009)Generational Differences in Work Values: A Review of Theory and Evidence (2010)
this work references cited by second hop

References

  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1991A Test of Services Marketing Theory: Consumer Information Acquisition Activities1,550 cited
  • 1990Communication Strategies in Marketing Channels: A Theoretical Perspective1,486 cited
  • 1994Price, Product Information, and Purchase Intention: An Empirical Study1,005 cited
  • 1983Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective789 cited
  • 1989Marketing Concepts and Strategies588 cited
  • 1992Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures439 cited
  • 1998International Marketing and Export Management436 cited
  • 1991Marketing Channels: A Management View373 cited
  • 1993Buyer-supplier relationships today323 cited
  • 1989Risk Reducing Strategies Used in the Purchase of Wine in the UK194 cited
  • 1986A Consumer Approach to Branded Wines176 cited
  • 1988Consumer Risk Perception in the UK Wine Market136 cited
  • 1991Erratum71 cited
  • 1993The European Wine Industry46 cited
  • 1990Pricing in the Australian Wine Industry

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31 cited

Cited by

  • 2011The influence of emotions displayed and personal selling on customer behaviour intention30 cited
  • 2019Sales capabilities in the wine industry: an analysis of the current scenario and emerging trends3 cited
  • 2026Understanding organic wine ordering: the roles of wine knowledge, green self-identity, and sommelier guidance0 cited