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What information can relationship marketers obtain from customer evaluations of salespeople?
16 references·3 citing·42 second hop
What information can relationship marketers obtain from customer evaluations of salespeople? (1997)What information can relationship markete…Going to Extremes: Managing Service Encounters and Assessing Provider Performance (1995)Going to Extremes: Managing S…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…Behavior-Based and Outcome-Based Salesforce Control Systems (1993)Behavior-Based and Outcome-Ba…The Changing Role of Marketing in the Corporation (1992)The Changing Role of Marketin…Marketing Services: Competing Through Quality (1992)Marketing Services: Competing…Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships (1990)Performance Outcomes of Purch…Modeling the performance prediction problem in industrial and organizational psychology. (1990)Modeling the performance pred…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Employee and customer perceptions of service in banks: Replication and extension. (1985)Employee and customer percept…A Longitudinal Assessment of Consumer Satisfaction/Dissatisfaction: The Dynamic Aspect of the Cognitive Process (1983)A Longitudinal Assessment of …Affective and semantic components in political person perception. (1982)Affective and semantic compon…Beyond attribution theory: Cognitive processes in performance appraisal. (1981)Beyond attribution theory: Co…Employee and Customer Perceptions of Service in Banks (1980)Employee and Customer Percept…Handbook of Industrial and Organizational Psychology. (1977)Handbook of Industrial and Or…The Impact of Contests on Salespeople’S Customer Orientation : An Application of Tournament Theory (2010)The Impact of Contests on Sal…Do consulting‐oriented sales management programs impact salesforce performance and profit? (2006)Do consulting‐oriented sales …Examining the Effects of Service Failure, Customer Compensation, and Fault on Customer Satisfaction with Salespeople (2002)Examining the Effects of Serv…Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)The Social Psychology of Organizations. (1979)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)rwg: An assessment of within-group interrater agreement. (1993)Emotional regulation in the workplace: A new way to conceptualize emotional labor. 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this work references cited by second hop

References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1977Handbook of Industrial and Organizational Psychology.11,945 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1992The Changing Role of Marketing in the Corporation2,773 cited
  • 1992Marketing Services: Competing Through Quality2,178 cited
  • 1990Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships1,644 cited
  • 1990Modeling the performance prediction problem in industrial and organizational psychology.1,487 cited
  • 1985Employee and customer perceptions of service in banks: Replication and extension.1,353 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1983A Longitudinal Assessment of Consumer Satisfaction/Dissatisfaction: The Dynamic Aspect of the Cognitive Process876 cited
  • 1981Beyond attribution theory: Cognitive processes in performance appraisal.871 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 1995Going to Extremes: Managing Service Encounters and Assessing Provider Performance794 cited
  • 1982Affective and semantic components in political person perception.730 cited

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1980
Employee and Customer Perceptions of Service in Banks
640 cited
  • 1993Behavior-Based and Outcome-Based Salesforce Control Systems635 cited
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    • 2002Examining the Effects of Service Failure, Customer Compensation, and Fault on Customer Satisfaction with Salespeople37 cited
    • 2010The Impact of Contests on Salespeople’S Customer Orientation : An Application of Tournament Theory34 cited
    • 2006Do consulting‐oriented sales management programs impact salesforce performance and profit?30 cited