Citation map · Study

SZodixStudyAcademic Library

Shelves Open access

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

The transformation of industrial selling: Causes and consequences

16 references·16 citing·39 second hopsampled

FromToDepth

this work references cited by second hop· second hop is a sample of the most-cited connections

References

1987Developing Buyer-Seller Relationships9,139 cited
1990The Effect of a Market Orientation on Business Profitability7,973 cited
1990Market Orientation: The Construct, Research Propositions, and Managerial Implications7,320 cited
1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
1990The Effect of a Market Orientation on Business Profitability4,254 cited
1988Assessing Advantage: A Framework for Diagnosing Competitive Superiority2,651 cited
1990Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships2,111 cited
1990Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships1,644 cited
1992The empowerment of service workers: what, why, how, and when.1,243 cited
1988Juran on planning for quality1,198 cited
1989Managing quality: the strategic and competitive edge1,087 cited
1993Ethical and Legal Foundations of Relational Marketing Exchanges827 cited
1981The Buying Center: Structure and Interaction Patterns443 cited
1994The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes413 cited
1994The relationship marketing process: A conceptualization and application

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

407 cited

2011Competitive Intelligence 2.0394 cited

Cited by

2005CRM in Sales-Intensive Organizations: A Review and Future Directions102 cited
2011The Effects of Leader–Member Exchange and Organizational Identification on Performance and Turnover Among Salespeople97 cited
2011Management Practices in Solution Sales—A Multilevel and Cross-Functional Framework79 cited
2001Buyer profiles: an empirical investigation of changing organizational requirements78 cited
2010Drivers of Sales Performance: A Contemporary Meta-Analysis73 cited
2020Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions69 cited
2019When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity64 cited
2009An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness60 cited
2010Relationship management: A sales role, or a state of mind?57 cited
2003The potential influence of organizational and personal variables on customer‐oriented selling55 cited
2018Personal selling and the purchasing function: where do we go from here?51 cited
2013Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals?43 cited
2007Changes in sales call frequency: A longitudinal examination of the consequences in the supplier–customer relationship43 cited
2000Sales Territory Alignment: An Overlooked Productivity Tool39 cited
2009The effect of selling strategies on sales performance38 cited
2021Selling your network: how political skill builds social capital and enhances salesperson performance37 cited