Citation map · Study

SZodixStudyAcademic Library

Shelves Open access

Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated

Communication Style in the Salesperson-Customer Dyad

10 references·16 citing·41 second hop

FromToDepth

this work references cited by second hop

References

1951Coefficient Alpha and the Internal Structure of Tests43,892 cited
1975Applied Linear Statistical Models.2,287 cited
2017Journal of Applied Psychology1,412 cited
1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
1978Consumer and Industrial Buying Behavior607 cited
1969Significance of posture and position in the communication of attitude and status relationships.483 cited
1960Leadership, Psychology, and Organizational Behavior481 cited
1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
1963Selling as a Dyadic Relationship – A New Approach321 cited
1974The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior282 cited

Cited by

2012Perceived helpfulness of online consumer reviews: The role of message content and style379 cited
2006Influence Tactics for Effective Adaptive Selling321 cited
2009Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customers303 cited
1994The calculus of service quality and customer satisfaction: Theoretical and empirical differentiation and integration281 cited

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

1992

Understanding the Domain of Cross-National Buyer-Seller Interactions

267 cited

2010When does salespeople’s customer orientation lead to customer loyalty? The differential effects of relational and functional customer orientation251 cited

1998Relational Communication Traitsand Their Effect on Adaptiveness and Sales Performance239 cited

2022Creating immersive and parasocial live shopping experience for viewers: the role of streamers' interactional communication style228 cited

1999Relationship Quality and Buyer–Seller Interactions in Channels of Distribution213 cited

2012Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas209 cited

1991The Influence of Personal Variables on Salesperson Selling Orientation183 cited

2000How Salespeople Build Quality Relationships:173 cited

1996Relationship formation and governance in consumer markets: Transactional analysis versus the behaviourist approach163 cited

2015Analyzing media types and content orientations in Facebook for global brands160 cited

2000Determinants of Relationship Quality and Loyalty in Personalized Services154 cited

2000Relationship‐oriented characteristics and individual salesperson performance138 cited