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Consultative selling in financial services: an observational study of the mortgage mediation process
13 references·0 citing·42 second hop
Consultative selling in financial services: an observational study of the mortgage mediation process (1997)Consultative selling in financial service…Gaining Customer Trust: A Conceptual Guide for the Salesperson (2013)Gaining Customer Trust: A Con…The Value of Multi-Channel Distribution Systems in the Financial Services Sector (1996)The Value of Multi-Channel Di…Relationship Marketing at the Service Encounter: the Case of Life Insurance (1993)Relationship Marketing at the…Relationship Marketing and Commercial Banking: A Critical Analysis (1992)Relationship Marketing and Co…A Return to Managing Customer Relationships (1992)A Return to Managing Customer…The Customer-Salesperson Dyad: An Interaction/Communication Model and Review (1990)The Customer-Salesperson Dyad…Participant Observation: A Methodology for Human Studies (1990)Participant Observation: A Me…Participant Observation (1989)Participant ObservationMarketing Negotiations in France, Germany, the United Kingdom, and the United States (1988)Marketing Negotiations in Fra…Development of a Content Analytic System for Analysis of Bargaining Communication in Marketing (1978)Development of a Content Anal…Customer: Salesman Interaction in Appliance Retailing (1973)Customer: Salesman Interactio…Selling as a Dyadic Relationship – A New Approach (1963)Selling as a Dyadic Relations…Interaction Process Analysis: A Method for the Study of Small Groups. (1950)Interaction Process Analysis:…Trust and suspicion (1958)Interpersonal trust, trustworthiness, and gullibility. (1980)Donor Trust and Relationship Commitment in the U.K. Charity Sector: The Impact on Behavior (2004)Trust and relationship commitment in the United Kingdom voluntary sector: Determinants of donor behavior (2004)Is Guanxi (relationship) a bridge to knowledge transfer? (2005)Exchange and Power in Social Life (2017)The Development of Buyer‐Seller Relationships in Industrial Markets (1980)The New Social Contract: An Inquiry into Modern Contractual Relations (1981)Developing Buyer-Seller Relationships (1987)Determinants of SME owners’ satisfaction with their banking relationships: a Canadian study (2002)Relationship marketing: a Thai case (2009)What drives experiential loyalty towards the banks? The case of Islamic banks in Indonesia (2019)A Coefficient of Agreement for Nominal Scales (1960)The Strategy of Conflict (1960)The Handbook of Social Psychology (1969)Conflict Resolution Processes in Contractual Channels of Distribution (1992)The Effect of Influence Type and Performance Outcomes on Attitude toward the Influencer (1992)Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States (1994)Customer-Salesman Bargaining Behavior in Retail Transactions (1968)Social Values and Salesperson Performance: An Empirical Examination (1994)The Moderating Effects of Insupplier/Outsupplier Status on Organizational Buyer Attitudes (1995)The Norm of Reciprocity: A Preliminary Statement (1960)Naturalistic inquiry (1985)When in Rome? The Effects of Cultural Adaptation on Intercultural Business Negotiations (1991)A Cultural Perspective on Negotiation: Progress, Pitfalls, and Prospects (2000)Culture in the context of intercultural negotiation. (2000)The Silent Language (1959)The Hidden Dimension (1973)The impact of sales encounters on brand loyalty (2009)Salesperson's listening ability as an antecedent to relationship selling (2013)Communication Style in the Salesperson-Customer Dyad (1985)A Dyadic Study of Interpersonal Information Search (1998)Influence Tactics for Effective Adaptive Selling (2006)Gender and leadership style: A meta-analysis. (1990)Role congruity theory of prejudice toward female leaders. (2002)Transformational, transactional, and laissez-faire leadership styles: A meta-analysis comparing women and men. (2003)Market-Oriented Ethnography: Interpretation Building and Marketing Strategy Formulation (1994)Diversity in information systems action research methods (1998)Qualitative Case Study Guidelines (2014)Methodological themes (1997)Social capital and social support on the web: the case of an internet mother site (2005)The challenges of Islamic branding: navigating emotions and halal (2011)
this work references cited by second hop

References

  • 1950Interaction Process Analysis: A Method for the Study of Small Groups.1,673 cited
  • 1990Participant Observation: A Methodology for Human Studies1,252 cited
  • 1989Participant Observation836 cited
  • 1963Selling as a Dyadic Relationship – A New Approach321 cited
  • 2013Gaining Customer Trust: A Conceptual Guide for the Salesperson214 cited
  • 1988Marketing Negotiations in France, Germany, the United Kingdom, and the United States170 cited
  • 1978Development of a Content Analytic System for Analysis of Bargaining Communication in Marketing151 cited
  • 1990The Customer-Salesperson Dyad: An Interaction/Communication Model and Review110 cited
  • 1992Relationship Marketing and Commercial Banking: A Critical Analysis84 cited
  • 1973Customer: Salesman Interaction in Appliance Retailing74 cited
  • 1996The Value of Multi-Channel Distribution Systems in the Financial Services Sector69 cited
  • 1992A Return to Managing Customer Relationships29 cited
  • 1993Relationship Marketing at the Service Encounter: the Case of Life Insurance23 cited

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