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Legal Dimensions of Salespersons' Statements: A Review and Managerial Suggestions
16 references·7 citing·48 second hop
Legal Dimensions of Salespersons' Statements: A Review and Managerial Suggestions (1991)Legal Dimensions of Salespersons' Stateme…A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)A Model of Distributor Firm a…Supervising Unethical Salesforce Behavior (1989)Supervising Unethical Salesfo…Effects of Supervisory Behavior: The Role of Individual Differences among Salespeople (1989)Effects of Supervisory Behavi…Consumer Perceptions of Interpersonal Equity and Satisfaction in Transactions: A Field Survey Approach (1989)Consumer Perceptions of Inter…Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences (1988)Toward a Theory of Marketing …Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences (1988)Toward a Theory of Marketing …Knowledge Structure Differences between More Effective and Less Effective Salespeople (1988)Knowledge Structure Differenc…Human Resource Training And Development (1988)Human Resource Training And D…Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept (1988)Determinants of Selling Effec…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Salesforce Compensation Plans: An Agency Theoretic Perspective (1985)Salesforce Compensation Plans…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Implementasi Etika Islam Dalam Pemasaran Produk Bank Syariah (2019)Implementasi Etika Islam Dala…Issues and Problems in Ethical Practices amongst Takaful Agents (2016)Issues and Problems in Ethica…Initiating Structure for Legal and Ethical Decisions in a Global Sales Organization (2000)Initiating Structure for Lega…An Essay on When to Fully Disclose in Sales Relationships: Applying Two Practical Guidelines for Addressing Truth-Telling Problems (1997)An Essay on When to Fully Dis…A comparison of the sales management training practices of smaller and larger organizations (1996)A comparison of the sales man…Permissible Puffery versus Actionable Warranty in Advertising and Salestalk: An Empirical Investigation (1993)Permissible Puffery versus Ac…Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions (1991)Discrimination Issues in the …Markets and Hierarchies: Analysis and Antitrust Implications. (1976)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)The Commitment-Trust Theory of Relationship Marketing (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Exchange and Power in Social Life (2017)Significance tests and goodness of fit in the analysis of covariance structures. (1980)The Framing of Decisions and the Psychology of Choice (1981)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Trust and TAM in Online Shopping: An Integrated Model1 (2003)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? 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(1974)The Bases of Social Power (1986)The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels (1991)A Parsimonious Estimating Technique for Interaction and Quadratic Latent Variables (1995)Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis (2006)Institutionalized Organizations: Formal Structure as Myth and Ceremony (1977)A Conceptual Framework for the Design of Organizational Control Mechanisms (1979)Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: Antecedents and Consequences (1993)Market Orientation and the Learning Organization (1995)An Investigation into the Determinants of Customer Satisfaction (1982)Models of Consumer Satisfaction Formation: An Extension (1988)Customer Satisfaction, Market Share, and Profitability: Findings from Sweden (1994)An examination of the effects of motivation and satisfaction on destination loyalty: a structural model (2003)Electronic word-of-mouth via consumer-opinion platforms: What motivates consumers to articulate themselves on the Internet? (2004)Intrinsic Motivation and Self-Determination in Human Behavior (1985)The Economic Institutions of Capitalism (1987)Intrinsic Motivation and Self-Determination in Human Behavior (1988)Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Interorganizational Governance in Marketing Channels (1994)Primary, Secondary, and Meta-Analysis of Research (1976)Meta-analysis in social research (1982)Meta-Analysis: Cumulating Research Findings across Studies (1986)Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance (1993)Employee Behavior in a Service Environment: A Model and Test of Potential Differences between Men and Women (1998)Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories (1992)Integrating R&D and Marketing: A Review and Analysis of the Literature (1996)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)
this work references cited by second hop

References

  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 1989Consumer Perceptions of Interpersonal Equity and Satisfaction in Transactions: A Field Survey Approach2,084 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1988Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences764 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis559 cited
  • 1988Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences382 cited
  • 1988Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept279 cited
  • 1988Human Resource Training And Development269 cited
  • 1988Knowledge Structure Differences between More Effective and Less Effective Salespeople255 cited

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

  • 1989Effects of Supervisory Behavior: The Role of Individual Differences among Salespeople183 cited
  • 1989Supervising Unethical Salesforce Behavior181 cited
  • Cited by

    • 2019Implementasi Etika Islam Dalam Pemasaran Produk Bank Syariah33 cited
    • 2016Issues and Problems in Ethical Practices amongst Takaful Agents16 cited
    • 2000Initiating Structure for Legal and Ethical Decisions in a Global Sales Organization15 cited
    • 1997An Essay on When to Fully Disclose in Sales Relationships: Applying Two Practical Guidelines for Addressing Truth-Telling Problems15 cited
    • 1991Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions13 cited
    • 1993Permissible Puffery versus Actionable Warranty in Advertising and Salestalk: An Empirical Investigation12 cited
    • 1996A comparison of the sales management training practices of smaller and larger organizations11 cited