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Relational selling behavior and skills in long-term industrial buyer-seller relationships
16 references·10 citing·41 second hop
Relational selling behavior and skills in long-term industrial buyer-seller relationships (1995)Relational selling behavior and skills in…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Interorganizational Governance in Marketing Channels (1994)Interorganizational Governanc…Developmental Processes of Cooperative Interorganizational Relationships (1994)Developmental Processes of Co…The Changing Role of Marketing in the Corporation (1992)The Changing Role of Marketin…Strategic decision making (1992)Strategic decision makingRelationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: The Const…Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships (1990)Alliances in Industrial Purch…A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)A Model of Distributor Firm a…Price, Authority, and Trust: From Ideal Types to Plural Forms (1989)Price, Authority, and Trust: …Determinants of Continuity in Conventional Industrial Channel Dyads (1989)Determinants of Continuity in…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Review of Psychometric theory (2nd ed.). (1979)Review of Psychometric theory…A Conceptual Framework for the Design of Organizational Control Mechanisms (1979)A Conceptual Framework for th…Non-Contractual Relations in Business: A Preliminary Study (1963)Non-Contractual Relations in …Power-Dependence Relations (1962)Power-Dependence RelationsThe effect of relational selling on life insurance decision making in India (2019)The effect of relational sell…Industrial-buying research 1965-2015: review and analysis (2018)Industrial-buying research 19…Power-Base Effects on Salesperson Motivation and Performance: A Contingency View (2017)Power-Base Effects on Salespe…Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals? (2013)Attitudes and behaviours of k…The antecedents of salespeople's relational behaviors (2012)The antecedents of salespeopl…Quality of appraisal practices in Indian PSUs: a case study (2011)Quality of appraisal practice…An empirical investigation of customer dependence in interpersonal buyer‐seller relationships (2011)An empirical investigation of…Negative image: developing countries and country of origin – an example from Zimbabwe (2010)Negative image: developing co…Measuring the Willingness To Purchase using methods of neuromarketing (2010)Measuring the Willingness To …Le rôle de la confiance dans le succès des partenariats verticaux logistiques : le cas des coopérations entre industriels agro-alimentaires et prestataires logistiques (2002)Le rôle de la confiance dans …The Nature of the Firm (1937)The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)Economic Action and Social Structure: The Problem of Embeddedness (1985)Not So Different After All: A Cross-Discipline View Of Trust (1998)SOCIAL CAPITAL AND VALUE CREATION: THE ROLE OF INTRAFIRM NETWORKS. 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this work references cited by second hop

References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1979Review of Psychometric theory (2nd ed.).11,425 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications7,320 cited
  • 1962Power-Dependence Relations6,258 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 1994Developmental Processes of Cooperative Interorganizational Relationships4,917 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1979A Conceptual Framework for the Design of Organizational Control Mechanisms3,692 cited
  • 1992The Changing Role of Marketing in the Corporation2,773 cited
  • 1963Non-Contractual Relations in Business: A Preliminary Study2,490 cited
  • 1989Determinants of Continuity in Conventional Industrial Channel Dyads2,369 cited
  • 1994Interorganizational Governance in Marketing Channels2,210 cited
  • 1990Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships2,111 cited
  • 1989Price, Authority, and Trust: From Ideal Types to Plural Forms

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1,988 cited
  • 1992Strategic decision making1,729 cited
  • Cited by

    • 2013Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals?43 cited
    • 2011An empirical investigation of customer dependence in interpersonal buyer‐seller relationships29 cited
    • 2017Power-Base Effects on Salesperson Motivation and Performance: A Contingency View23 cited
    • 2018Industrial-buying research 1965-2015: review and analysis22 cited
    • 2019The effect of relational selling on life insurance decision making in India22 cited
    • 2012The antecedents of salespeople's relational behaviors20 cited
    • 2002Le rôle de la confiance dans le succès des partenariats verticaux logistiques : le cas des coopérations entre industriels agro-alimentaires et prestataires logistiques12 cited
    • 2010Measuring the Willingness To Purchase using methods of neuromarketing9 cited
    • 2010Negative image: developing countries and country of origin – an example from Zimbabwe8 cited
    • 2011Quality of appraisal practices in Indian PSUs: a case study2 cited