SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
Professional Selling and Relationship Marketing: Moving from Transactional Role-Playing to Partnering
12 references·1 citing·41 second hop
Professional Selling and Relationship Marketing: Moving from Transactional Role-Playing to Partnering (1995)Professional Selling and Relationship Mar…Sales and Marketing Management (1999)Sales and Marketing ManagementSelling: Building Partnerships (1992)Selling: Building PartnershipsSelling and Sales Management in Action: The Use of Insight Coaching to Improve Relationship Selling (1992)Selling and Sales Management …Relationship Development in Selling: A Cognitive Analysis (1992)Relationship Development in S…Avoiding the Guillotine Effect after Video-Taping Role Plays (1991)Avoiding the Guillotine Effec…Videotaped Role Playing in the Personal Selling Classroom: A Practical Guide (1989)Videotaped Role Playing in th…Getting to Yes: Negotiating Agreement Without Giving in (1987)Getting to Yes: Negotiating A…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…The Use of Videotaped Cases in the Teaching of Marketing (1983)The Use of Videotaped Cases i…Getting to YES. Negotiating Agreement Without Giving In (1983)Getting to YES. Negotiating A…Marketing, Society, and Conflict (1976)Marketing, Society, and Confl…Transfer of Learning (1965)Transfer of LearningThe Teaching of Relationship Marketing Concepts in Undergraduate Marketing Principles and Graduate Introductory Marketing Courses (2002)The Teaching of Relationship …Trust and Managerial Problem Solving (1972)Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)An Exploratory Investigation of Voice Characteristics and Selling Effectiveness (1995)What information can relationship marketers obtain from customer evaluations of salespeople? (1997)Relationship Marketing (2003)Childhood and Society (2026)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)Management of Experiential Learning Projects in Marketing Coursework (1990)Developing and Enhancing Marketing Students’ Skills: Written and Oral Communication, Intuition, Creativity, and Computer Usage (1993)Sales and Marketing Management (2007)Preparing the Next Generation of Sales Professionals Through Social, Experiential, and Immersive Learning Experiences (2008)Journal of Marketing Education (2019)The Power of Product Platforms (1997)Customer Relationship Management: An Analysis Framework and Implementation Strategies (2001)Affect, Travel Motivation, and Travel Intention: a Senior Market (2009)Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills (2012)The Strategy and Tactics of Pricing (2023)Categorization and Representation of Physics Problems by Experts and Novices* (1981)An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogenous Goods (2000)Preliminary evidence on the composition of relational exchange and its outcomes: the distributor perspective (2003)The effects of perceived salesperson listening effectiveness in the financial industry (2009)Advances in Consumer Research (2025)Salesperson creative performance: conceptualization, measurement, and nomological validity (2002)The evolution of the seven steps of selling (2004)Social Media’s Influence on Business-to-Business Sales Performance (2012)Technological Lockout: An Integrative Model of the Economic and Strategic Factors Driving Technology Success and Failure (1998)When do firms learn from their acquisition experience? Evidence from 1990 to 1995 (2001)Pace, rhythm, and scope: process dependence in building a profitable multinational corporation (2002)The Argumentative Turn in Policy Analysis and Planning (1993)What to do when Stakeholders matter (2004)Varieties of Participation in Complex Governance (2006)Consensus Building and Complex Adaptive Systems (1999)Wicked Problems, Knowledge Challenges, and Collaborative Capacity Builders in Network Settings (2008)Buyer‐seller relationships: A conceptual model and empirical investigation (1994)Mapping relationships in China: guanxi dynamic approach (2000)Salesperson Empathy and Listening: Impact on Relationship Outcomes (2005)
this work references cited by second hop

References

  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1987Getting to Yes: Negotiating Agreement Without Giving in3,765 cited
  • 1983Getting to YES. Negotiating Agreement Without Giving In2,334 cited
  • 1965Transfer of Learning398 cited
  • 1992Selling: Building Partnerships194 cited
  • 1999Sales and Marketing Management189 cited
  • 1976Marketing, Society, and Conflict124 cited
  • 1992Relationship Development in Selling: A Cognitive Analysis92 cited
  • 1992Selling and Sales Management in Action: The Use of Insight Coaching to Improve Relationship Selling76 cited
  • 1989Videotaped Role Playing in the Personal Selling Classroom: A Practical Guide35 cited
  • 1991Avoiding the Guillotine Effect after Video-Taping Role Plays17 cited
  • 1983The Use of Videotaped Cases in the Teaching of Marketing16 cited

Cited by

  • 2002The Teaching of Relationship Marketing Concepts in Undergraduate Marketing Principles and Graduate Introductory Marketing Courses10 cited

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work