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Measuring multiple buying influences

16 references·16 citing·40 second hopsampled

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References

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2006

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Influence Tactics for Effective Adaptive Selling

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2010Emotional Intelligence in Marketing Exchanges153 cited

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2011Emotional Intelligence in Marketing Exchanges123 cited

2011The origins of power in buyer–seller relationships119 cited

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2007Perceiving Emotion in the Buyer–Seller Interchange: The Moderated Impact on Performance93 cited

2006A study of relationship effectiveness between marketing and sales managers in business markets66 cited

2016Customer Empowerment to Co-Create Service Designs and Delivery: Scale Development and Validation56 cited

1996Influences on organizational buying choice processes: future research directions39 cited

1998Measuring influence in the family decision making process using an observational method38 cited

2018The risky side of inspirational appeals in personal selling: when do customers infer ulterior salesperson motives?36 cited

2001Towards an Improved Understanding of Industrial Buying Behavior: Determinants of the Number of Suppliers35 cited

1997A Conceptual Model of the Corporate Decision-Making Process of Sport Sponsorship Acquisition34 cited

1999Power and influence in the buying centre33 cited

1996Influence strategies in organizational buying decisions30 cited