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Business-to-Business Selling Determinants of Quality · Study

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ArticleBusiness-to-Business Selling Determinants of Quality

Kevin W. Westbrook1998

Article1998

Business-to-Business Selling Determinants of Quality

Kevin W. Westbrook · Robert M. Peterson

56 citations·0/0 files stored·Industrial Marketing Management

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Customer Service Quality and Loyalty Quality and Supply Management Service and Product Innovation

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References

1985A Conceptual Model of Service Quality and Its Implications for Future Research 1988SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality 1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence 1992Measuring Service Quality: A Reexamination and Extension 1987Developing Buyer-Seller Relationships 1993Market Orientation: Antecedents and Consequences 1984A Service Quality Model and its Marketing Implications 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels

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2011Customers' Perception towards Service Quality of Life Insurance Corporation of India: A Factor Analytic Approach 2002An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performance 2015Improving services supply management in the defense sector: How the procurement process affects B2B service quality 2008An Exploratory Study of the Influence of Sales Training Content and Salesperson Evaluation on Salesperson Adaptive Selling, Customer Orientation, Listening, and Consulting Behaviors

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Year1998

Typearticle

Published1998-01-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations56

Files0 public / 0

ShelfCustomer Service Quality and Loyalty

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doi10.1016/s0019-8501(97)00037-0

openalex_workW1970070948

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2011

Measuring Life Insurance Service Quality: An Empirical Assessment of SERVQUAL Instrument

2016Determinants of satisfaction amongst tenants of UK offices

2006Do consulting‐oriented sales management programs impact salesforce performance and profit?

2007Purchased business services influence downstream supply chain members