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Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective
16 references·4 citing·44 second hop
Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective (2013)Making Sense of the Customer’s Role in th…Exchange and Power in Social Life (2017)Exchange and Power in Social …The Social Processes of Organizational Sensemaking (2005)The Social Processes of Organ…Organizing and the Process of Sensemaking (2005)Organizing and the Process of…Micro‐Practices of Strategic Sensemaking and Sensegiving: How Middle Managers Interpret and Sell Change Every Day* (2005)Micro‐Practices of Strategic …The Antecedents and Consequences of Customer-Centric Marketing (2000)The Antecedents and Consequen…Organizational Citizenship Behaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research (2000)Organizational Citizenship Be…Personal Selling and Sales Management: A Relationship Marketing Perspective (1999)Personal Selling and Sales Ma…Coping with Uncertainty: A Naturalistic Decision-Making Analysis (1997)Coping with Uncertainty: A Na…Symbolism and Strategic Change in Academia: The Dynamics of Sensemaking and Influence (1994)Symbolism and Strategic Chang…The Collapse of Sensemaking in Organizations: The Mann Gulch Disaster (1993)The Collapse of Sensemaking i…SELLING ISSUES TO TOP MANAGEMENT (1993)SELLING ISSUES TO TOP MANAGEM…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…Toward a Model of Organizations as Interpretation Systems (1984)Toward a Model of Organizatio…The Social Construction of Reality (1967)The Social Construction of Re…Do Technology-Based Sales Support Materials Make a Difference in Personal Selling? The Impact of Technology Usage by Gender in the Personal Selling Process (2020)Do Technology-Based Sales Sup…Fail fast, sell well: The contingent impact of failing fast on salesperson performance (2019)Fail fast, sell well: The con…Elaboration on potential outcomes (EPO) and the consultative salesperson: investigating effects on attributions and performance (2017)Elaboration on potential outc…How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance (2015)How salesperson perceptions o…Markets and Hierarchies: Analysis and Antitrust Implications. 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this work references cited by second hop

References

  • 2017Exchange and Power in Social Life15,909 cited
  • 1967The Social Construction of Reality13,820 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 2005Organizing and the Process of Sensemaking6,948 cited
  • 2000Organizational Citizenship Behaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research5,889 cited
  • 1984Toward a Model of Organizations as Interpretation Systems5,019 cited
  • 1993The Collapse of Sensemaking in Organizations: The Mann Gulch Disaster4,985 cited
  • 2005The Social Processes of Organizational Sensemaking1,456 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 2005Micro‐Practices of Strategic Sensemaking and Sensegiving: How Middle Managers Interpret and Sell Change Every Day*1,071 cited
  • 1993SELLING ISSUES TO TOP MANAGEMENT970 cited
  • 2000The Antecedents and Consequences of Customer-Centric Marketing880 cited
  • 1997Coping with Uncertainty: A Naturalistic Decision-Making Analysis868 cited
  • 1999Personal Selling and Sales Management: A Relationship Marketing Perspective

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800 cited
  • 1994Symbolism and Strategic Change in Academia: The Dynamics of Sensemaking and Influence789 cited
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    • 2017Elaboration on potential outcomes (EPO) and the consultative salesperson: investigating effects on attributions and performance26 cited
    • 2015How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance26 cited
    • 2019Fail fast, sell well: The contingent impact of failing fast on salesperson performance21 cited
    • 2020Do Technology-Based Sales Support Materials Make a Difference in Personal Selling? The Impact of Technology Usage by Gender in the Personal Selling Process7 cited