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It ain't over 'til it's over: Evaluating reacquisition opportunities in business-to-business markets
16 references·4 citing·39 second hop
It ain't over 'til it's over: Evaluating reacquisition opportunities in business-to-business markets (2014)It ain't over 'til it's over: Evaluating …Relationship Velocity: Toward a Theory of Relationship Dynamics (2012)Relationship Velocity: Toward…Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty (2007)Customer Loyalty to Whom? Man…Service recovery attributions and word‐of‐mouth intentions (2001)Service recovery attributions…Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. (2000)Self-determination theory and…Theory Testing Using Case Studies in Business-to-Business Research (1999)Theory Testing Using Case Stu…Buyer-Seller Relationships in Business Markets (1999)Buyer-Seller Relationships in…Customer Evaluations of Service Complaint Experiences: Implications for Relationship Marketing (1998)Customer Evaluations of Servi…An Integrated Model of Buyer-Seller Relationships (1995)An Integrated Model of Buyer-…Mechanisms of Self-Regulation: A Systems View (1993)Mechanisms of Self-Regulation…A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990. (1991)A Theory of Goal Setting and …A Theory of Goal Setting and Task Performance (1991)A Theory of Goal Setting and …The Service Encounter: Diagnosing Favorable and Unfavorable Incidents (1990)The Service Encounter: Diagno…Motivation theory and industrial and organizational psychology. (1990)Motivation theory and industr…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Work and motivation (1964)Work and motivationTowards an understanding of inequity. (1963)Towards an understanding of i…B2B Buyers' emotions and regulatory focus in justice and switch back decisions (2023)B2B Buyers' emotions and regu…“I want you back”: On the strategic roles of boundary spanners in supplier switching-back processes (2020)“I want you back”: On the str…A quantile regression approach to gaining insights for reacquition of defected customers (2019)A quantile regression approac…Working smart to win back lost customers the role of coping choices and justice mechanisms (2016)Working smart to win back los…Markets and Hierarchies: Analysis and Antitrust Implications. 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References

  • 2000Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being.46,804 cited
  • 1964Work and motivation10,436 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1963Towards an understanding of inequity.5,146 cited
  • 1990The Service Encounter: Diagnosing Favorable and Unfavorable Incidents4,857 cited
  • 1991A Theory of Goal Setting and Task Performance4,840 cited
  • 1991A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990.4,145 cited
  • 1998Customer Evaluations of Service Complaint Experiences: Implications for Relationship Marketing2,718 cited
  • 1995An Integrated Model of Buyer-Seller Relationships2,083 cited
  • 1999Buyer-Seller Relationships in Business Markets1,752 cited
  • 1990Motivation theory and industrial and organizational psychology.1,314 cited
  • 1993Mechanisms of Self-Regulation: A Systems View1,124 cited
  • 2007Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty551 cited
  • 1999Theory Testing Using Case Studies in Business-to-Business Research414 cited
  • 2012Relationship Velocity: Toward a Theory of Relationship Dynamics

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358 cited
  • 2001Service recovery attributions and word‐of‐mouth intentions310 cited
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    • 2016Working smart to win back lost customers the role of coping choices and justice mechanisms21 cited
    • 2023B2B Buyers' emotions and regulatory focus in justice and switch back decisions20 cited
    • 2020“I want you back”: On the strategic roles of boundary spanners in supplier switching-back processes17 cited
    • 2019A quantile regression approach to gaining insights for reacquition of defected customers9 cited