References

• 1980Significance tests and goodness of fit in the analysis of covariance structures.19,061 cited
• 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
• 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
• 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
• 1998Buyer-Seller relationships: Similarity, relationship management, and quality526 cited
• 1999Customer Trust in the Salesperson403 cited
• 1992Conflict Resolution Processes in Contractual Channels of Distribution380 cited
• 1989Contextual Influences on Perceptions of Merchant-Supplied Reference Prices365 cited
• 1998Relational Communication Traitsand Their Effect on Adaptiveness and Sales Performance239 cited
• 2002What Determines Buyer‐Seller Relationship Quality? An Investigation from the Buyer's Perspective181 cited
• 1978Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave143 cited
• 1995An examination of gender differences in selling behaviors and job attitudes131 cited
• 1998An Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions125 cited
• 1997The sex of the service provider: Does it influence perceptions of service quality?