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Socializing behaviors in business-to-business selling: an exploratory study from the Republic of Ireland
16 references·1 citing·42 second hop
Socializing behaviors in business-to-business selling: an exploratory study from the Republic of Ireland (2004)Socializing behaviors in business-to-busi…Managing Business-to-Business Customer Relationships following Key Contact Employee Turnover in a Vendor Firm (2002)Managing Business-to-Business…Handbook of qualitative research (2000)Handbook of qualitative resea…Commercial Friendships: Service Provider-Client Relationships in Context (1999)Commercial Friendships: Servi…Customers' motivations for maintaining relationships with service providers (1997)Customers' motivations for ma…An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)An Examination of the Nature …Handbook of Qualitative Research (1994)Handbook of Qualitative Resea…Basics of Qualitative Research (1992)Basics of Qualitative ResearchEthical Decision Making by Individuals in Organizations: An Issue-Contingent Model (1991)Ethical Decision Making by In…Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…Corporate Ethical Values and Organizational Commitment in Marketing (1989)Corporate Ethical Values and …Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Ian R.Macneil:The New Social Contract--An Inquiry into Modern Contractual Relations,1980 (1985)Ian R.Macneil:The New Social …A Role Theory Perspective on Dyadic Interactions: The Service Encounter (1985)A Role Theory Perspective on …The New Social Contract: An Inquiry into Modern Contractual Relations. (1981)The New Social Contract: An I…The New Social Contract: An Inquiry into Modern Contractual Relations (1981)The New Social Contract: An I…The Norm of Reciprocity: A Preliminary Statement (1960)The Norm of Reciprocity: A Pr…The role of customer entertainment in B2B sales strategy: Comparative insights from professional buyers and salespeople (2020)The role of customer entertai…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)Exchange and Power in Social Life (2017)The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Comparative fit indexes in structural models. (1990)Consumer Trust, Value, and Loyalty in Relational Exchanges (2002)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)What Is Meant by Services? (1966)An Investigation into the Determinants of Customer Satisfaction (1982)Customer satisfaction, customer retention, and market share (1993)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration (2001)Mind, Self, and Society (2015)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Firm Resources and Sustained Competitive Advantage (1991)From Marketing Mix to Relationship Marketing (1994)The Commitment-Trust Theory of Relationship Marketing (1994)Switching barriers and repurchase intentions in services (2000)Firm resources and sustained competitive advantage (2004)The Effects of Customer Satisfaction, Relationship Commitment Dimensions, and Triggers on Customer Retention (2005)The psychology of interpersonal relations. (1958)Generalized expectancies for internal versus external control of reinforcement. (1966)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Ethical leadership: A social learning perspective for construct development and testing (2005)Ethical leadership: A review and future directions (2006)Principles alone cannot guarantee ethical AI (2019)The Evolution of Reciprocal Altruism (1971)Social Capital in the Creation of Human Capital (2000)Social Exchange Theory: An Interdisciplinary Review (2005)Determining Validity in Qualitative Inquiry (2000)Mixed Methods Research: A Research Paradigm Whose Time Has Come (2004)Consolidated criteria for reporting qualitative research (COREQ): a 32-item checklist for interviews and focus groups (2007)Strategies for Theorizing from Process Data (1999)A General Inductive Approach for Analyzing Qualitative Evaluation Data (2006)Theory Construction in Qualitative Research (2012)Talking about pictures: A case for photo elicitation (2002)Two Decades of Developments in Qualitative Inquiry (2002)
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304 cited
  • 1985Ian R.Macneil:The New Social Contract--An Inquiry into Modern Contractual Relations,1980241 cited
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    • 2020The role of customer entertainment in B2B sales strategy: Comparative insights from professional buyers and salespeople28 cited