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Source loyalty in organizational markets: A dyadic perspective
16 references·14 citing·49 second hop
Source loyalty in organizational markets: A dyadic perspective (1988)Source loyalty in organizational markets:…Purchasing And Materials Management (1996)Purchasing And Materials Mana…Winning and Keeping Industrial Customers : The Dynamics of Customer Relationships (1985)Winning and Keeping Industria…Striking a Balance between Brand "Popularity" and Brand Loyalty (1985)Striking a Balance between Br…Communication Style in the Salesperson-Customer Dyad (1985)Communication Style in the Sa…A Role Theory Perspective on Dyadic Interactions: The Service Encounter (1985)A Role Theory Perspective on …A Reward/Measurement Model of Organizational Buying Behavior (1985)A Reward/Measurement Model of…Buyer/seller relationships in international industrial markets (1984)Buyer/seller relationships in…Brand Congruence in Interpersonal Relations: A Social Network Analysis (1984)Brand Congruence in Interpers…Purchasing and materials management (1980)Purchasing and materials mana…Organizational Buying Behavior (1978)Organizational Buying BehaviorIndustrial marketing management (1978)Industrial marketing manageme…True vendor loyalty or simply repeat purchase behavior? (1977)True vendor loyalty or simply…An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad (1976)An Experimental Analysis of a…Industrial Source Loyalty (1970)Industrial Source LoyaltyCommunicator-recipient similarity and decision change. (1965)Communicator-recipient simila…Cognitive Similarity and Communication in a Dyad (1960)Cognitive Similarity and Comm…Factors Mediating and Moderating the Relationships Between Green Practice and Environmental Performance: Buyer–Supplier Relation and Institutional Context (2021)Factors Mediating and Moderat…Allocation of Salespeople's resources for generating new sales opportunities across four types of customers (2017)Allocation of Salespeople's r…The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China (2016)The importance of corporate a…Customer Satisfaction in the Mobile Telecom Industry in Bahrain: Antecedents and Consequences (2012)Customer Satisfaction in the …Understanding Frequent Switching Patterns (2007)Understanding Frequent Switch…Understanding Frequent Switching Patterns A Crucial Element in Managing Customer Relationships (2007)Understanding Frequent Switch…Ongoing search among industrial buyers (2006)Ongoing search among industri…The effect of social conflict on relationship loyalty in business markets (2005)The effect of social conflict…Adoption of just-in-time and electronic data interchange systems and perceptions of cost management systems effectiveness (2002)Adoption of just-in-time and …Same Time Next Year—Buyer Trade Show Motives (2001)Same Time Next Year—Buyer Tra…Entwicklungspfade im Investitionsgütermarketing (1997)Entwicklungspfade im Investit…Service quality in professional business services: A relationship approach (1996)Service quality in profession…The Freight Transport Market: Buyer‐Seller Relationships and Selection Criteria (1993)The Freight Transport Market:…Commodity products and stalemate industries: Is there a role for marketing? (1990)Commodity products and stalem…A Theory of Social Comparison Processes (1954)A study of normative and informational social influences upon individual judgment. (1955)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Measuring the value of electronic word of mouth and its impact in consumer communities (2007)Consumers’ Reliance on Product Information and Recommendations Found in UGC (2008)Examining the antecedents of persuasive eWOM messages in social media (2014)A general canonical correlation index. (1968)Transaction-Cost Economics: The Governance of Contractual Relations (1979)The Development of Buyer‐Seller Relationships in Industrial Markets (1980)International relationship marketing ‐ The importance of psychic distance (2000)Exporter–importer relationship quality: The inhibiting role of uncertainty, distance, and conflict (2006)Market orientation, international business relationships and perceived export performance (2007)Coefficient Alpha and the Internal Structure of Tests (1951)Applied Linear Statistical Models. (1975)Influence Tactics for Effective Adaptive Selling (2006)Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customers (2009)Perceived helpfulness of online consumer reviews: The role of message content and style (2012)Journal of Applied Psychology (2017)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)Interpersonal attraction and attitude similarity. (1961)Explorations in cognitive dissonance. (1962)Processing of persuasive in-group messages. (1990)Discrete Emotions and Persuasion: The Role of Emotion-Induced Expectancies. (2004)Social Dollars: The Economic Impact of Customer Participation in a Firm-Sponsored Online Customer Community (2015)A theory of human motivation. (1943)A BEHAVIORAL MODEL OF RATIONAL CHOICE (1955)The Quality and Effectiveness of Marketing Strategy: Effects of Functional and Dysfunctional Conflict in lntraorganizational Relationships (1996)How critical is internal customer orientation to market orientation? (2001)The effect of market orientation on buyer–seller relationship satisfaction (2003)Advances in Consumer Research (2025)The Measurement of Meaning (1957)Experimental and Quasi-Experimental Designs for Research (1963)The Handbook of Social Psychology (1969)The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry (1991)Understanding the Domain of Cross-National Buyer-Seller Interactions (1992)The Bases of Power: Origins and Recent Developments (1993)Management of multicriteria inventory classification (1992)International Supplier Selection: (1994)Outranking methods in support of supplier selection (1998)Customer relationship management in financial services: towards information-enabled relationship marketing (2001)Customer Relationship Management: from Strategy to Implementation (2006)Creating customer loyalty through service customization (2012)Interorganizational Determinants of Environmental Purchasing: Initial Evidence from the Consumer Products Industries* (1998)Supplier Evaluation and Rationalization via Data Envelopment Analysis: An Empirical Examination (2001)
this work references cited by second hop

References

  • 1985A Role Theory Perspective on Dyadic Interactions: The Service Encounter2,003 cited
  • 1985Winning and Keeping Industrial Customers : The Dynamics of Customer Relationships363 cited
  • 1965Communicator-recipient similarity and decision change.356 cited
  • 1985Communication Style in the Salesperson-Customer Dyad318 cited
  • 1976An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad270 cited
  • 1985A Reward/Measurement Model of Organizational Buying Behavior227 cited
  • 1984Buyer/seller relationships in international industrial markets212 cited
  • 1980Purchasing and materials management199 cited
  • 1996Purchasing And Materials Management198 cited
  • 1984Brand Congruence in Interpersonal Relations: A Social Network Analysis186 cited
  • 1960Cognitive Similarity and Communication in a Dyad172 cited
  • 1970Industrial Source Loyalty142 cited
  • 1985Striking a Balance between Brand "Popularity" and Brand Loyalty129 cited
  • 1978Industrial marketing management106 cited
  • 1977True vendor loyalty or simply repeat purchase behavior?101 cited
  • 1978

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Organizational Buying Behavior
88 cited

Cited by

  • 2001Same Time Next Year—Buyer Trade Show Motives161 cited
  • 2006Ongoing search among industrial buyers144 cited
  • 2007Understanding Frequent Switching Patterns64 cited
  • 2005The effect of social conflict on relationship loyalty in business markets61 cited
  • 2012Customer Satisfaction in the Mobile Telecom Industry in Bahrain: Antecedents and Consequences43 cited
  • 1996Service quality in professional business services: A relationship approach43 cited
  • 2021Factors Mediating and Moderating the Relationships Between Green Practice and Environmental Performance: Buyer–Supplier Relation and Institutional Context36 cited
  • 2017Allocation of Salespeople's resources for generating new sales opportunities across four types of customers35 cited
  • 2016The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China32 cited
  • 2002Adoption of just-in-time and electronic data interchange systems and perceptions of cost management systems effectiveness28 cited
  • 2007Understanding Frequent Switching Patterns A Crucial Element in Managing Customer Relationships28 cited
  • 1993The Freight Transport Market: Buyer‐Seller Relationships and Selection Criteria25 cited
  • 1990Commodity products and stalemate industries: Is there a role for marketing?13 cited
  • 1997Entwicklungspfade im Investitionsgütermarketing11 cited