SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
The role of social and self‐conscious emotions in the regulation of business‐to‐business relationships in salesperson‐customer interactions
6 references·16 citing·45 second hop
The role of social and self‐conscious emotions in the regulation of business‐to‐business relationships in salesperson‐customer interactions (2006)The role of social and self‐conscious emo…Self-conscious emotions: Embarrassment, pride, shame, and guilt. (2008)Self-conscious emotions: Emba…On the Concept of Intentional Social Action in Consumer Behavior: Figure 1 (2000)On the Concept of Intentional…Handbook of emotions, 2nd ed. (2000)Handbook of emotions, 2nd ed.Social Functions of Emotions at Four Levels of Analysis (1999)Social Functions of Emotions …Goal-directed Emotions (1998)Goal-directed EmotionsEffects of Goal-Directed Emotions on Salesperson Volitions, Behavior, and Performance: A Longitudinal Study (1997)Effects of Goal-Directed Emot…The Role of Religiosity in Ethical Decision-Making: A Study on Islam and the Malaysian Workplace (2021)The Role of Religiosity in Et…Inter-organisational relationships for social impact: A systematic literature review (2021)Inter-organisational relation…Social media and customer relationship management technologies: Influencing buyer-seller information exchanges (2020)Social media and customer rel…Examining the effects of mutual information sharing and relationship empathy: A social penetration theory perspective (2019)Examining the effects of mutu…Emotional experiences behind the pursuit of inconspicuous luxury (2018)Emotional experiences behind …Effect of employee empathy on customer satisfaction and loyalty during employee–customer interactions: The mediating role of customer affective commitment and perceived service quality (2018)Effect of employee empathy on…Empathy, nonverbal immediacy, and salesperson performance: the mediating role of adaptive selling behavior (2016)Empathy, nonverbal immediacy,…The impact of salesperson customer orientation on sales performance via mediating mechanism (2015)The impact of salesperson cus…Exploring the Pay-What-You-Want payment motivation (2015)Exploring the Pay-What-You-Wa…Perceived value in B2B and B2C (2014)Perceived value in B2B and B2CGroup Emotional Contagion and Complaint Intentions in Group Service Failure (2014)Group Emotional Contagion and…To share or not to share: the role of content and emotion in viral marketing (2013)To share or not to share: the…Salesperson's listening ability as an antecedent to relationship selling (2013)Salesperson's listening abili…Looking Back and Glimpsing Forward: The Broaden-and-Build Theory of Positive Emotions as Applied to Organizations (2013)Looking Back and Glimpsing Fo…The involvement and influence of emotions in problematic business relationships (2011)The involvement and influence…An Emotion-Based Model of Salesperson Ethical Behaviors (2011)An Emotion-Based Model of Sal…A circumplex model of affect. (1980)Development and validation of brief measures of positive and negative affect: The PANAS scales. (1988)Development and validation of brief measures of positive and negative affect: The PANAS scales. (1988)When and how to share? The role of inspiration (2022)Comparative fit indexes in structural models. (1990)Alternative Ways of Assessing Model Fit (1992)The construction of autobiographical memories in the self-memory system. (2000)Intentional social action in virtual communities (2002)How Emotion Shapes Behavior: Feedback, Anticipation, and Reflection, Rather Than Direct Causation (2007)Intentionality (1983)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)Multiple Routes for Social Influence: The Role of Compliance, Internalization, and Social Identity (2002)The effects of social- and self-motives on the intentions to share positive and negative word of mouth (2013)ON THE CONSTRUCTION OF A SOCIAL REALITY (2018)The Interpretation of Cultures (1974)Women, Fire, and Dangerous Things (1987)Self and Social Identity (2002)Solving the Emotion Paradox: Categorization and the Experience of Emotion (2006)Toward a second-person neuroscience (2013)Intrinsic Motivation and Self-Determination in Human Behavior (1985)Intrinsic Motivation and Self-Determination in Human Behavior (1988)The Adaptive Consequences of Pride in Personal Selling (2004)Influence Tactics for Effective Adaptive Selling (2006)Charitable organizations' storytelling influence on donors' emotions and intentions (2009)Measuring individual differences in empathy: Evidence for a multidimensional approach. (1983)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)THE PSYCHOLOGY OF PERSONAL CONSTRUCTS (2010)Rapport building in authentic B2B sales interaction (2017)A multidimensional perspective of business-to-business sales success: A meta-analytic review (2020)Transformational leadership effects on salespeople’s attitudes, striving, and performance (2020)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Investigating the Effect of Employee Empathy on Service Loyalty: The Mediating Role of Trust in and Satisfaction with a Service Employee (2019)Determinants of service quality and its effect on customer satisfaction and loyalty: an empirical study of private banking sector (2020)Effects of retailers’ service quality and legitimacy on behavioral intention: the role of emotions during COVID-19 (2020)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Exchange and Power in Social Life (2017)Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance (2021)Customer value co-creation practices for community well-being in E-commerce platform: An information-based perspective (2025)Embarrassment: Its distinct form and appeasement functions. (1997)Guilty by association: When one's group has a negative history. (1998)Different Emotional Reactions to Different Groups: A Sociofunctional Threat-Based Approach to "Prejudice". (2005)Teachers' Emotions and Teaching: A Review of the Literature and Directions for Future Research (2003)Dehumanization: An Integrative Review (2006)Basic Emotions, Natural Kinds, Emotion Schemas, and a New Paradigm (2007)
this work references cited by second hop

References

  • 1999Social Functions of Emotions at Four Levels of Analysis1,742 cited
  • 2000Handbook of emotions, 2nd ed.1,303 cited
  • 2008Self-conscious emotions: Embarrassment, pride, shame, and guilt.842 cited
  • 1998Goal-directed Emotions627 cited
  • 2000On the Concept of Intentional Social Action in Consumer Behavior: Figure 1267 cited
  • 1997Effects of Goal-Directed Emotions on Salesperson Volitions, Behavior, and Performance: A Longitudinal Study192 cited

Cited by

  • 2018Effect of employee empathy on customer satisfaction and loyalty during employee–customer interactions: The mediating role of customer affective commitment and perceived service quality126 cited
  • 2020Social media and customer relationship management technologies: Influencing buyer-seller information exchanges125 cited
  • 2016Empathy, nonverbal immediacy, and salesperson performance: the mediating role of adaptive selling behavior118 cited
  • 2013To share or not to share: the role of content and emotion in viral marketing117 cited
  • 2013Salesperson's listening ability as an antecedent to relationship selling106 cited
  • 2015The impact of salesperson customer orientation on sales performance via mediating mechanism96 cited
  • 2014Perceived value in B2B and B2C89 cited
  • 2013Looking Back and Glimpsing Forward: The Broaden-and-Build Theory of Positive Emotions as Applied to Organizations

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

85 cited
  • 2018Emotional experiences behind the pursuit of inconspicuous luxury84 cited
  • 2015Exploring the Pay-What-You-Want payment motivation80 cited
  • 2014Group Emotional Contagion and Complaint Intentions in Group Service Failure77 cited
  • 2019Examining the effects of mutual information sharing and relationship empathy: A social penetration theory perspective73 cited
  • 2011The involvement and influence of emotions in problematic business relationships66 cited
  • 2011An Emotion-Based Model of Salesperson Ethical Behaviors65 cited
  • 2021The Role of Religiosity in Ethical Decision-Making: A Study on Islam and the Malaysian Workplace62 cited
  • 2021Inter-organisational relationships for social impact: A systematic literature review62 cited