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How industrial salespeople gain customer trust

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1996Determinants of relationship quality: An artificial neural network analysis307 cited
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2013Trust Earning Perceptions of Sellers and Buyers278 cited
1998Service failure and loyalty: an exploratory empirical study of airline customers265 cited
1991The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry

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1994Buyer‐seller relationships: A conceptual model and empirical investigation204 cited

2004The antecedents and consequences of organizational and personal commitment in business service relationships198 cited