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The Role of Purchase Importance on Buyer Perceptions of the Trust and Expertise Components of Supplier and Salesperson Credibility in Business-To-Business Relationships
16 references·14 citing·37 second hop
The Role of Purchase Importance on Buyer Perceptions of the Trust and Expertise Components of Supplier and Salesperson Credibility in Business-To-Business Relationships (2007)The Role of Purchase Importance on Buyer …Communication And Persuasion (2017)Communication And PersuasionThe C-OAR-SE procedure for scale development in marketing (2002)The C-OAR-SE procedure for sc…Consumer Trust, Value, and Loyalty in Relational Exchanges (2002)Consumer Trust, Value, and Lo…Accounting for common method variance in cross-sectional research designs. (2001)Accounting for common method …An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)An Examination of the Nature …A META‐ANALYTIC REVIEW OF ATTITUDINAL AND DISPOSITIONAL PREDICTORS OF ORGANIZATIONAL CITIZENSHIP BEHAVIOR (1995)A META‐ANALYTIC REVIEW OF ATT…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…Factors Affecting Trust in Market Research Relationships (1993)Factors Affecting Trust in Ma…Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…Determinants of Interorganizational Relationships: Integration and Future Directions (1990)Determinants of Interorganiza…Construction and Validation of a Scale to Measure Celebrity Endorsers' Perceived Expertise, Trustworthiness, and Attractiveness (1990)Construction and Validation o…Self-Reports in Organizational Research: Problems and Prospects (1986)Self-Reports in Organizationa…Measuring the Involvement Construct (1985)Measuring the Involvement Con…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…The Theory of Buyer Behavior (1971)The Theory of Buyer BehaviorDisentangling sustainability and resiliency factors in buyer-supplier relationships: A state-of-the-art review (2023)Disentangling sustainability …Understanding the role of anticipated loss and gain during consumer competition: the moderation of purchase importance and prior brand attitude (2022)Understanding the role of ant…Forty-five years of celebrity credibility and endorsement literature: Review and learnings (2021)Forty-five years of celebrity…The risky side of inspirational appeals in personal selling: when do customers infer ulterior salesperson motives? (2018)The risky side of inspiration…Teleological sales and purchase approaches in complex business relationships – customers’ expectations before and perceptions after purchase (2018)Teleological sales and purcha…The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China (2016)The importance of corporate a…The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective (2016)The combined effect of custom…Applying social exchange theory in IT service relationships: exploring roles of exchange characteristics in knowledge sharing (2015)Applying social exchange theo…An offer you can’t refuse: consumer perceptions of sales pressure (2015)An offer you can’t refuse: co…Increasing business-to-business buyer word-of-mouth and share-of-purchase (2014)Increasing business-to-busine…Exploring relationship marketing in membership associations (2013)Exploring relationship market…Compensation and Control Systems: A New Application of Vertical Dyad Linkage Theory (2012)Compensation and Control Syst…The moderating effects of purchase importance in customer satisfaction process: An empirical investigation (2011)The moderating effects of pur…Exploring Loyalty Intention in the Electronic Marketplace (2008)Exploring Loyalty Intention i…Prospect Theory: An Analysis of Decision under Risk (1979)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Prospect theory: An analysis of decision under risk (1988)E-S-QUAL (2004)Internet Users' Information Privacy Concerns (IUIPC): The Construct, the Scale, and a Causal Model (2004)Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Statistical Theories of Mental Test Scores (1969)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Common method biases in behavioral research: A critical review of the literature and recommended remedies. 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References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1986Self-Reports in Organizational Research: Problems and Prospects17,092 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 2001Accounting for common method variance in cross-sectional research designs.8,464 cited
  • 1997An Examination of the Nature of Trust in Buyer-Seller Relationships6,819 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1985Measuring the Involvement Construct6,012 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 2002Consumer Trust, Value, and Loyalty in Relational Exchanges4,193 cited
  • 1990Construction and Validation of a Scale to Measure Celebrity Endorsers' Perceived Expertise, Trustworthiness, and Attractiveness4,022 cited
  • 1993Factors Affecting Trust in Market Research Relationships3,649 cited
  • 1995A META‐ANALYTIC REVIEW OF ATTITUDINAL AND DISPOSITIONAL PREDICTORS OF ORGANIZATIONAL CITIZENSHIP BEHAVIOR3,226 cited
  • 1971The Theory of Buyer Behavior2,797 cited
  • 2002The C-OAR-SE procedure for scale development in marketing2,483 cited
  • 1990Determinants of Interorganizational Relationships: Integration and Future Directions

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2,407 cited
  • 2017Communication And Persuasion2,240 cited
  • Cited by

    • 2021Forty-five years of celebrity credibility and endorsement literature: Review and learnings165 cited
    • 2016The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective60 cited
    • 2011The moderating effects of purchase importance in customer satisfaction process: An empirical investigation41 cited
    • 2015An offer you can’t refuse: consumer perceptions of sales pressure41 cited
    • 2013Exploring relationship marketing in membership associations40 cited
    • 2015Applying social exchange theory in IT service relationships: exploring roles of exchange characteristics in knowledge sharing37 cited
    • 2018The risky side of inspirational appeals in personal selling: when do customers infer ulterior salesperson motives?36 cited
    • 2008Exploring Loyalty Intention in the Electronic Marketplace34 cited
    • 2016The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China32 cited
    • 2012Compensation and Control Systems: A New Application of Vertical Dyad Linkage Theory30 cited
    • 2018Teleological sales and purchase approaches in complex business relationships – customers’ expectations before and perceptions after purchase25 cited
    • 2014Increasing business-to-business buyer word-of-mouth and share-of-purchase24 cited
    • 2023Disentangling sustainability and resiliency factors in buyer-supplier relationships: A state-of-the-art review23 cited
    • 2022Understanding the role of anticipated loss and gain during consumer competition: the moderation of purchase importance and prior brand attitude11 cited