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Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships
16 references·16 citing·39 second hopsampled
Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships (2000)Impact of the consideration of future sal…The consideration of future consequences: Weighing immediate and distant outcomes of behavior. (1994)The consideration of future c…Dyadic Business Relationships within a Business Network Context (1994)Dyadic Business Relationships…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems (1994)An Empirical Test of the Cons…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Ethical and Legal Foundations of Relational Marketing Exchanges (1993)Ethical and Legal Foundations…Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis (1993)Corporate Culture, Customer O…Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis (1993)Corporate Culture, Customer O…The Use of Pledges to Build and Sustain Commitment in Distribution Channels (1992)The Use of Pledges to Build a…The Changing Role of Marketing in the Corporation (1992)The Changing Role of Marketin…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Disentangling sustainability and resiliency factors in buyer-supplier relationships: A state-of-the-art review (2023)Disentangling sustainability …No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects (2021)No conversion, no conversatio…CEO narcissism and myopic management (2021)CEO narcissism and myopic man…Salesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation, customer satisfaction, and firm innovation climate (2019)Salesperson time perspectives…Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions: A multi-level approach (2017)Customer and selling orientat…Retracted: The Relationship between Personality Traits and Sales Force Automation Usage: A Review of Methodology (2012)Retracted: The Relationship b…Retracted: The Relationship between Personality Traits and Sales Force Automation Usage: A Preliminary Study (2012)Retracted: The Relationship b…Compensation and control sales policies, and sales performance: the field sales manager's points of view (2011)Compensation and control sale…The impact of new technologies on customer satisfaction and business to business customer relationships: Evidence from the soft drinks industry (2010)The impact of new technologie…Is consideration of future consequences a changeable construct? (2010)Is consideration of future co…The effect of selling strategies on sales performance (2009)The effect of selling strateg…Exploring the Relationships Among Sales Manager Goals, Ethical Behavior and Professional Commitment in the Salesforce (2007)Exploring the Relationships A…CRM in Sales-Intensive Organizations: A Review and Future Directions (2005)CRM in Sales-Intensive Organi…The potential influence of organizational and personal variables on customer‐oriented selling (2003)The potential influence of or…Antecedents and consequences of a firm's selling orientation (2003)Antecedents and consequences …Sales Force Activities and Customer Trust (2002)Sales Force Activities and Cu…The Evolution of Cooperation (1981)Perceived organizational support. (1986)Developing Buyer-Seller Relationships (1987)Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques (1994)Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership (2009)Culture's Consequences: International Differences in Work-Related Values (1981)Culture's Consequences: International Differences in Work-Related Values. (1983)The Capabilities of Market-Driven Organizations (1994)Diffusion of Innovations 1 (2019)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)THE ANTECEDENTS, CONSEQUENCES, AND MEDIATING ROLE OF ORGANIZATIONAL AMBIDEXTERITY. (2004)Exploratory Innovation, Exploitative Innovation, and Performance: Effects of Organizational Antecedents and Environmental Moderators (2006)The Nature of the Firm (1937)Research in Organizational Behavior (1984)The Resource-Based Theory of Competitive Advantage: Implications for Strategy Formulation (1991)Developing relationships in business networks (1995)The Comparative Advantage Theory of Competition (1995)Market-Based Assets and Shareholder Value: A Framework for Analysis (1998)The Presentation of Self in Everyday Life. (1956)Economic Action and Social Structure: The Problem of Embeddedness (1985)An Integrated Model of Buyer-Seller Relationships (1995)Customer satisfaction with services: putting perceived value into the equation (2000)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)External Control of Organizations: Resource Dependence Perspective (2011)Response Rate and Response Quality of Internet-Based Surveys: An Experimental Study (2004)Introduction (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination (1998)Innovativeness: Its antecedents and impact on business performance (2004)Responsive and Proactive Market Orientation and New‐Product Success* (2004)Effects of innovation types on firm performance (2011)
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References

  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1993Market Orientation: Antecedents and Consequences7,032 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1993Market Orientation: Antecedents and Consequences4,340 cited
  • 1993Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis3,864 cited
  • 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels3,430 cited
  • 1992The Changing Role of Marketing in the Corporation2,773 cited
  • 1994Dyadic Business Relationships within a Business Network Context2,371 cited
  • 1993Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis1,823 cited
  • 1994The consideration of future consequences: Weighing immediate and distant outcomes of behavior.1,782 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1993Ethical and Legal Foundations of Relational Marketing Exchanges

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827 cited
  • 1994An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems731 cited
  • Cited by

    • 2005CRM in Sales-Intensive Organizations: A Review and Future Directions102 cited
    • 2010Is consideration of future consequences a changeable construct?95 cited
    • 2011Compensation and control sales policies, and sales performance: the field sales manager's points of view63 cited
    • 2010The impact of new technologies on customer satisfaction and business to business customer relationships: Evidence from the soft drinks industry55 cited
    • 2003The potential influence of organizational and personal variables on customer‐oriented selling55 cited
    • 2017Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions: A multi-level approach53 cited
    • 2019Salesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation, customer satisfaction, and firm innovation climate41 cited
    • 2009The effect of selling strategies on sales performance38 cited
    • 2003Antecedents and consequences of a firm's selling orientation36 cited
    • 2002Sales Force Activities and Customer Trust34 cited
    • 2021CEO narcissism and myopic management30 cited
    • 2021No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects28 cited
    • 2012Retracted: The Relationship between Personality Traits and Sales Force Automation Usage: A Preliminary Study23 cited
    • 2023Disentangling sustainability and resiliency factors in buyer-supplier relationships: A state-of-the-art review23 cited
    • 2012Retracted: The Relationship between Personality Traits and Sales Force Automation Usage: A Review of Methodology10 cited
    • 2007Exploring the Relationships Among Sales Manager Goals, Ethical Behavior and Professional Commitment in the Salesforce10 cited