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Industrial buyers’ perceptions of industrial salespersons
16 references·2 citing·42 second hop
Industrial buyers’ perceptions of industrial salespersons (2003)Industrial buyers’ perceptions of industr…Consumer Behavior: Building Marketing Strategy (1997)Consumer Behavior: Building M…An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)An Examination of the Nature …The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The Persuasion Knowledge Mode…Ethical and Legal Foundations of Relational Marketing Exchanges (1993)Ethical and Legal Foundations…A Two-Factor Explanation of Assimilation and Contrast Effects (1993)A Two-Factor Explanation of A…Relationship Marketing: Successful Strategies For The Age Of The Customer (1991)Relationship Marketing: Succe…How Do Companies Interact (1986)How Do Companies InteractEffects of Consumer Expectations on Information Processing in Selling Encounters (1986)Effects of Consumer Expectati…Category-based versus piecemeal-based affective responses: Developments in schema-triggered affect. (1986)Category-based versus pieceme…Measuring Customer Orientation of Salespeople: A Replication with Industrial Buyers (1985)Measuring Customer Orientatio…A Role Theory Perspective on Dyadic Interactions: The Service Encounter (1985)A Role Theory Perspective on …The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Subjective meaning and culture : an assessment through word associations (1978)Subjective meaning and cultur…Opportunity and Change (1978)Opportunity and ChangeThe American Occupational Structure. (1968)The American Occupational Str…Storytelling by the sales force and its effect on buyer–seller exchange (2015)Storytelling by the sales for…Identification of interrelationship of key customers’ needs based on structural model for services/capabilities provided by a Semiconductor-Intellectual-Property Mall (2009)Identification of interrelati…Coefficient Alpha and the Internal Structure of Tests (1951)Handbook of Industrial and Organizational Psychology. (1977)A Paradigm for Developing Better Measures of Marketing Constructs (1979)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)Strategic Orientation of the Firm and New Product Performance (1997)The C-OAR-SE procedure for scale development in marketing (2002)The Psychology of Interpersonal Relations. 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References

  • 1997An Examination of the Nature of Trust in Buyer-Seller Relationships6,837 cited
  • 1968The American Occupational Structure.4,412 cited
  • 1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts4,086 cited
  • 1985A Role Theory Perspective on Dyadic Interactions: The Service Encounter2,007 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,903 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1978Opportunity and Change1,273 cited
  • 1993Ethical and Legal Foundations of Relational Marketing Exchanges827 cited
  • 1997Consumer Behavior: Building Marketing Strategy654 cited
  • 1986Category-based versus piecemeal-based affective responses: Developments in schema-triggered affect.615 cited
  • 1986How Do Companies Interact312 cited
  • 1991Relationship Marketing: Successful Strategies For The Age Of The Customer258 cited
  • 1978Subjective meaning and culture : an assessment through word associations236 cited
  • 1993A Two-Factor Explanation of Assimilation and Contrast Effects211 cited
  • 1986Effects of Consumer Expectations on Information Processing in Selling Encounters

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195 cited
  • 1985Measuring Customer Orientation of Salespeople: A Replication with Industrial Buyers193 cited
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    • 2015Storytelling by the sales force and its effect on buyer–seller exchange89 cited
    • 2009Identification of interrelationship of key customers’ needs based on structural model for services/capabilities provided by a Semiconductor-Intellectual-Property Mall31 cited