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Achieving relationship marketing effectiveness in business-to-business exchanges
16 references·16 citing·30 second hopsampled
Achieving relationship marketing effectiveness in business-to-business exchanges (2007)Achieving relationship marketing effectiv…External Control of Organizations: Resource Dependence Perspective (2011)External Control of Organizat…Firm resources and sustained competitive advantage (2004)Firm resources and sustained …Structural equation modeling with LISREL, PRELIS, and SIMPLIS basic concepts, applications, and programming (1998)Structural equation modeling …An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)An Examination of the Nature …Relationship Marketing of Services--Growing Interest, Emerging Perspectives (1995)Relationship Marketing of Ser…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…The Changing Role of Marketing in the Corporation (1992)The Changing Role of Marketin…Firm Resources and Sustained Competitive Advantage (1991)Firm Resources and Sustained …Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Influence : science and practice (1985)Influence : science and pract…The Economics of Organization: The Transaction Cost Approach (1981)The Economics of Organization…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs (2020)The integrated use of social …Service quality versus service experience: An empirical examination of the consequential effects in B2B services (2019)Service quality versus servic…Enhancing Education for Sustainable Development in Environmental University Programmes: A Co-Creation Approach (2018)Enhancing Education for Susta…Capabilities in business relationships and networks: Research recommendations and directions (2018)Capabilities in business rela…The role of humor usage on creativity, trust and performance in business relationships: An analysis of the salesperson-customer dyad (2017)The role of humor usage on cr…Relational selling: Past, present and future (2017)Relational selling: Past, pre…Communication, interactivity, and satisfaction in B2B relationships (2017)Communication, interactivity,…Reciprocity in Relationship Marketing: A Cross-Cultural Examination of the Effects of Equivalence and Immediacy on Relationship Quality and Satisfaction with Performance (2015)Reciprocity in Relationship M…Inter-personal and inter-organizational trust in business relationships: An attitude–behavior–outcome model (2015)Inter-personal and inter-orga…Examining strategic orientation complementarity using multiple regression analysis and fuzzy set QCA (2015)Examining strategic orientati…Salespeople as knowledge brokers: a review and critique of the challenger sales model (2014)Salespeople as knowledge brok…Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability (2014)Know Your Customer: How Sales…Effect of Customer-Centric Structure on Long-Term Financial Performance (2014)Effect of Customer-Centric St…Effects of interaction and entrepreneurial orientation on organizational performance: Insights into market driven and market driving (2012)Effects of interaction and en…Customer Relationship Management: A Strategic Perspective (2009)Customer Relationship Managem…“Trust but verify”? The performance implications of verification strategies in trusting relationships (2009)“Trust but verify”? The perfo…Markets and Hierarchies: Analysis and Antitrust Implications. (1976)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Exchange and Power in Social Life (2017)The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Comparative fit indexes in structural models. (1990)Consumer Trust, Value, and Loyalty in Relational Exchanges (2002)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)A resource‐based view of the firm (1984)The cornerstones of competitive advantage: A resource‐based view (1993)The Theory of the Growth of the Firm (1995)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)Dynamic capabilities: what are they? (2000)The Theory of Economic Development (2003)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Asset Stock Accumulation and Sustainability of Competitive Advantage (1989)Significance tests and goodness of fit in the analysis of covariance structures. 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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1991Firm Resources and Sustained Competitive Advantage48,209 cited
  • 2004Firm resources and sustained competitive advantage38,157 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 2011External Control of Organizations: Resource Dependence Perspective14,181 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1997An Examination of the Nature of Trust in Buyer-Seller Relationships6,819 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1981The Economics of Organization: The Transaction Cost Approach6,452 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1998Structural equation modeling with LISREL, PRELIS, and SIMPLIS basic concepts, applications, and programming3,851 cited
  • 1985Influence : science and practice3,573 cited
  • 1995Relationship Marketing of Services--Growing Interest, Emerging Perspectives

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3,167 cited
  • 1992The Changing Role of Marketing in the Corporation2,773 cited
  • Cited by

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    • 2014Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability192 cited
    • 2012Effects of interaction and entrepreneurial orientation on organizational performance: Insights into market driven and market driving175 cited
    • 2017Relational selling: Past, present and future171 cited
    • 2009Customer Relationship Management: A Strategic Perspective149 cited
    • 2017Communication, interactivity, and satisfaction in B2B relationships135 cited
    • 2009“Trust but verify”? The performance implications of verification strategies in trusting relationships132 cited
    • 2015Inter-personal and inter-organizational trust in business relationships: An attitude–behavior–outcome model127 cited
    • 2015Examining strategic orientation complementarity using multiple regression analysis and fuzzy set QCA127 cited
    • 2018Enhancing Education for Sustainable Development in Environmental University Programmes: A Co-Creation Approach121 cited
    • 2014Effect of Customer-Centric Structure on Long-Term Financial Performance115 cited
    • 2018Capabilities in business relationships and networks: Research recommendations and directions115 cited
    • 2019Service quality versus service experience: An empirical examination of the consequential effects in B2B services110 cited
    • 2014Salespeople as knowledge brokers: a review and critique of the challenger sales model109 cited
    • 2017The role of humor usage on creativity, trust and performance in business relationships: An analysis of the salesperson-customer dyad108 cited
    • 2015Reciprocity in Relationship Marketing: A Cross-Cultural Examination of the Effects of Equivalence and Immediacy on Relationship Quality and Satisfaction with Performance106 cited