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Effectiveness in Sales Interactions: A Contingency Framework

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2011When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters531 cited
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1996

Do Organizational Practices Matter in Role Stress Processes? A Study of Direct and Moderating Effects for Marketing-Oriented Boundary Spanners

503 cited

1993Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects502 cited

2005Service Customization Through Employee Adaptiveness426 cited

1985How industrial salespeople gain customer trust402 cited

2001Consumers' trust of salesperson and manufacturer: an empirical study394 cited

2012On the Role of Empathy in Customer-Employee Interactions391 cited

1988The Contingency Approach: Its Foundations and Relevance to Theory Building and Research in Marketing335 cited

1991Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction332 cited