SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
How First Impressions of a Customer Impact Effectiveness in an Initial Sales Encounter
16 references·14 citing·51 second hop
How First Impressions of a Customer Impact Effectiveness in an Initial Sales Encounter (2000)How First Impressions of a Customer Impac…Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…Basic Content Analysis (1990)Basic Content AnalysisDimensions of Consumer Expertise (1987)Dimensions of Consumer Expert…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Constructive Interaction and the Iterative Process of Understanding (1986)Constructive Interaction and …Basic Content Analysis (1986)Basic Content AnalysisMediation of interpersonal expectancy effects: 31 meta-analyses. (1985)Mediation of interpersonal ex…Ideals, central tendency, and frequency of instantiation as determinants of graded structure in categories. (1985)Ideals, central tendency, and…Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective (1983)Interorganizational Exchange …Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Categorization of Natural Objects (1981)Categorization of Natural Obj…Categorization and Representation of Physics Problems by Experts and Novices* (1981)Categorization and Representa…Expectancy confirmation processes arising in the social interaction sequence. (1980)Expectancy confirmation proce…Behavioral confirmation in social interaction: From social perception to social reality (1978)Behavioral confirmation in so…Content Analysis in Consumer Research (1977)Content Analysis in Consumer …Perception in chess (1973)Perception in chessSalesperson rapport: a literature review and research agenda for an evolving digital sales process (2023)Salesperson rapport: a litera…The role you play, the life you have: Donor retention in online charitable crowdfunding platform (2020)The role you play, the life y…Judging by the wristwatch: Salespersons’ responses to status signals and stereotypes of luxury clients (2019)Judging by the wristwatch: Sa…Examining the effects of mutual information sharing and relationship empathy: A social penetration theory perspective (2019)Examining the effects of mutu…Service Open Innovation; Design Elements for the Food and Beverage Service Business (2018)Service Open Innovation; Desi…Competent or threatening? When looking like a “salesperson” is disadvantageous (2018)Competent or threatening? Whe…Customer query handling in sales interactions (2017)Customer query handling in sa…Shopping experiences in visually complex environments: a self-regulation account (2016)Shopping experiences in visua…Which influence tactics lead to sales performance? It is a matter of style (2014)Which influence tactics lead …Customer intention to adopt a fee‐based advisory model (2012)Customer intention to adopt a…Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature (2010)Determinants of B2B salespers…The Variance in Sales Performance Explained by the Knowledge Structures of Salespeople (2007)The Variance in Sales Perform…Attitude toward the Customer: A Study of Product Returns Episodes (2007)Attitude toward the Customer:…Rapport Management during the Exploration Phase of the Salesperson–Customer Relationship (2006)Rapport Management during the…Reliability of Content Analysis: The Case of Nominal Scale Coding (1955)The general inquirer: A computer approach to content analysis. (1966)Content Analysis for the Social Sciences and Humanities. (1970)Market-Oriented Ethnography: Interpretation Building and Marketing Strategy Formulation (1994)A Content Analysis of the Content Analysis Literature in Organization Studies: Research Themes, Data Sources, and Methodological Refinements (2007)How Does Brand-related User-generated Content Differ across YouTube, Facebook, and Twitter? (2012)Misconceptions Reconceived: A Constructivist Analysis of Knowledge in Transition (1994)Quantifying Qualitative Analyses of Verbal Data: A Practical Guide (1997)Problem-Based Learning: What and How Do Students Learn? (2004)Cognitive Processes in Comprehension (2013)Theoretical Issues in Reading Comprehension (2017)A Theory of Social Comparison Processes (1954)Gender and the emergence of leaders: A meta-analysis. (1991)Social stigma: The affective consequences of attributional ambiguity. (1991)Stereotype threat effects on Black and White athletic performance. (1999)Mind, Self, and Society (2015)A Theory of Cognitive Dissonance (2017)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Structural equation modeling in practice: A review and recommended two-step approach. (1988)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)The magical number seven, plus or minus two: Some limits on our capacity for processing information. (1956)Cognitive Load During Problem Solving: Effects on Learning (1988)The magical number seven, plus or minus two: Some limits on our capacity for processing information. (1994)Technological Pedagogical Content Knowledge: A Framework for Teacher Knowledge (2006)Why Minimal Guidance During Instruction Does Not Work: An Analysis of the Failure of Constructivist, Discovery, Problem-Based, Experiential, and Inquiry-Based Teaching (2006)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)Learning Orientation, Working Smart, and Effective Selling (1994)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? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. (2005)ASPECTS OF THE THEORY OF SYNTAX (1964)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)Consumer Acceptance and Use of Information Technology: Extending the Unified Theory of Acceptance and Use of Technology1 (2012)Statistical principles in experimental design. (1962)Family resemblances: Studies in the internal structure of categories (1975)Features of similarity. (1977)Social judgment and social memory: The role of cue diagnosticity in negativity, positivity, and extremity biases. (1987)Concepts and conceptual structure. (1989)Multicultural experience enhances creativity: The when and how. (2008)On the psychology of prediction. (1973)Ad hoc categories (1983)Human adults and human infants show a “perceptual magnet effect” for the prototypes of speech categories, monkeys do not (1991)Qualitative content analysis in nursing research: concepts, procedures and measures to achieve trustworthiness (2003)Three Approaches to Qualitative Content Analysis (2005)The qualitative content analysis process (2008)
this work references cited by second hop

References

  • 1990Basic Content Analysis7,746 cited
  • 1981Categorization and Representation of Physics Problems by Experts and Novices*5,238 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1973Perception in chess4,482 cited
  • 1987Dimensions of Consumer Expertise4,373 cited
  • 1977Content Analysis in Consumer Research2,310 cited
  • 1981Categorization of Natural Objects1,990 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1985Ideals, central tendency, and frequency of instantiation as determinants of graded structure in categories.1,190 cited
  • 1980Expectancy confirmation processes arising in the social interaction sequence.853 cited
  • 1983Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective789 cited
  • 1986Basic Content Analysis787 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1978Behavioral confirmation in social interaction: From social perception to social reality616 cited
  • 1985Mediation of interpersonal expectancy effects: 31 meta-analyses.542 cited

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

  • 1986Constructive Interaction and the Iterative Process of Understanding442 cited
  • Cited by

    • 2019Examining the effects of mutual information sharing and relationship empathy: A social penetration theory perspective73 cited
    • 2006Rapport Management during the Exploration Phase of the Salesperson–Customer Relationship68 cited
    • 2010Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature62 cited
    • 2014Which influence tactics lead to sales performance? It is a matter of style60 cited
    • 2007The Variance in Sales Performance Explained by the Knowledge Structures of Salespeople51 cited
    • 2017Customer query handling in sales interactions47 cited
    • 2020The role you play, the life you have: Donor retention in online charitable crowdfunding platform43 cited
    • 2016Shopping experiences in visually complex environments: a self-regulation account36 cited
    • 2019Judging by the wristwatch: Salespersons’ responses to status signals and stereotypes of luxury clients27 cited
    • 2023Salesperson rapport: a literature review and research agenda for an evolving digital sales process26 cited
    • 2007Attitude toward the Customer: A Study of Product Returns Episodes26 cited
    • 2018Service Open Innovation; Design Elements for the Food and Beverage Service Business19 cited
    • 2018Competent or threatening? When looking like a “salesperson” is disadvantageous15 cited
    • 2012Customer intention to adopt a fee‐based advisory model14 cited