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The shift in sales organizations in business‐to‐business services markets
16 references·2 citing·51 second hop
The shift in sales organizations in business‐to‐business services markets (2007)The shift in sales organizations in busin…Managing Business Relationships (2017)Managing Business Relationshi…Giving Firms an “E” for Effort: Consumer Responses to High‐Effort Firms (2005)Giving Firms an “E” for Effor…Evolving to a New Dominant Logic for Marketing (2003)Evolving to a New Dominant Lo…No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality (2000)No Pain, No Gain: A Critical …Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent (2000)Consumers' Use of Persuasion …The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The Persuasion Knowledge Mode…Marketing Universals: Consumers' Use of Brand Name, Price, Physical Appearance, and Retailer Reputation as Signals of Product Quality (1994)Marketing Universals: Consume…Interfirm Adaptation in Business Relationships (1991)Interfirm Adaptation in Busin…The Impact of Services versus Goods on Consumers' Assessment of Perceived Risk and Variability (1990)The Impact of Services versus…Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…The Moderating Effect of Prior Knowledge on Cue Utilization in Product Evaluations (1988)The Moderating Effect of Prio…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Consumer Learning: Advertising and the Ambiguity of Product Experience (1986)Consumer Learning: Advertisin…Price, brand name, and product composition characteristics as determinants of perceived quality. (1971)Price, brand name, and produc…Information and Consumer Behavior (1970)Information and Consumer Beha…Influence of Beer Brand Identification on Taste Perception (1964)Influence of Beer Brand Ident…The function of innovation culture in the success of new services (2021)The function of innovation cu…Marketing von Solutions (2010)Marketing von SolutionsThe Psychology of Interpersonal Relations. 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A Conceptual Framework of Price Fairness Perceptions (2004)Understanding and Mitigating Uncertainty in Online Exchange Relationships: A Principal–Agent Perspective1 (2007)Signaling Theory: A Review and Assessment (2010)Between Trust and Control: Developing Confidence in Partner Cooperation in Alliances (1998)The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership (2009)External Control of Organizations: Resource Dependence Perspective (2011)Exchange and Power in Social Life (2017)How should companies interact in business networks? (2002)The construction industry as a loosely coupled system: implications for productivity and innovation (2002)Risk in supply networks (2003)Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)The Antecedents and Consequences of Customer Satisfaction for Firms (1993)Corporate Social Responsibility: A Theory of the Firm Perspective (2001)
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References

  • 2003Evolving to a New Dominant Logic for Marketing14,777 cited
  • 1970Information and Consumer Behavior5,796 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts3,796 cited
  • 2000No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality2,159 cited
  • 2000Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent1,339 cited
  • 2017Managing Business Relationships1,307 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
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  • 1990The Impact of Services versus Goods on Consumers' Assessment of Perceived Risk and Variability811 cited
  • 1971Price, brand name, and product composition characteristics as determinants of perceived quality.

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676 cited
  • 2005Giving Firms an “E” for Effort: Consumer Responses to High‐Effort Firms525 cited
  • 1964Influence of Beer Brand Identification on Taste Perception497 cited
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    • 2010Marketing von Solutions12 cited
    • 2021The function of innovation culture in the success of new services11 cited