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A dyadic model of relationships in organizational buying: a synthesis of research results
16 references·6 citing·37 second hop
A dyadic model of relationships in organizational buying: a synthesis of research results (1996)A dyadic model of relationships in organi…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…The Use of Pledges to Build and Sustain Commitment in Distribution Channels (1992)The Use of Pledges to Build a…Do Norms Matter in Marketing Relationships? (1992)Do Norms Matter in Marketing …Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…Communication Strategies in Marketing Channels: A Theoretical Perspective (1990)Communication Strategies in M…A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)A Model of Distributor Firm a…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Handbook of Organizational Communication: An Interdisciplinary Perspective (1987)Handbook of Organizational Co…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…A Role Theory Perspective on Dyadic Interactions: The Service Encounter (1985)A Role Theory Perspective on …A General Model for Understanding Organizational Buying Behavior (1972)A General Model for Understan…Industrial buying and creative marketing (1967)Industrial buying and creativ…The Social Psychology of Groups (1959)The Social Psychology of Grou…Business relationships in the industrial network literature: Three approaches and their underlying assumptions (2020)Business relationships in the…Organizational buying decision approaches in manufacturing industry: developing measures and typology (2017)Organizational buying decisio…Service brand identity: definition, measurement, dimensionality and influence on brand performance (2011)Service brand identity: defin…How Commitment Influences the Termination of B2B Exchange Relationships (2009)How Commitment Influences the…Antecedents of Long-Term Buyer-Seller Relationships: A Cross Cultural Integration (2007)Antecedents of Long-Term Buye…Entwicklungspfade im Investitionsgütermarketing (1997)Entwicklungspfade im Investit…The Evolution of Cooperation (1981)Perceived organizational support. 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this work references cited by second hop

References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1959The Social Psychology of Groups5,898 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels3,430 cited
  • 1992Do Norms Matter in Marketing Relationships?2,412 cited
  • 1985A Role Theory Perspective on Dyadic Interactions: The Service Encounter2,003 cited
  • 1990Communication Strategies in Marketing Channels: A Theoretical Perspective1,486 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1987Handbook of Organizational Communication: An Interdisciplinary Perspective1,181 cited
  • 1967Industrial buying and creative marketing

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994 cited
  • 1972A General Model for Understanding Organizational Buying Behavior914 cited
  • Cited by

    • 2009How Commitment Influences the Termination of B2B Exchange Relationships44 cited
    • 2007Antecedents of Long-Term Buyer-Seller Relationships: A Cross Cultural Integration40 cited
    • 2020Business relationships in the industrial network literature: Three approaches and their underlying assumptions37 cited
    • 2017Organizational buying decision approaches in manufacturing industry: developing measures and typology21 cited
    • 2011Service brand identity: definition, measurement, dimensionality and influence on brand performance18 cited
    • 1997Entwicklungspfade im Investitionsgütermarketing11 cited