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Analysis of the Buyer-Seller Dyad: The Social Relations Model
16 references·1 citing·48 second hop
Analysis of the Buyer-Seller Dyad: The Social Relations Model (1994)Analysis of the Buyer-Seller Dyad: The So…Handbook of Interpersonal Competence Research (1989)Handbook of Interpersonal Com…The analysis of data from two-person relationships. (1988)The analysis of data from two…Reciprocity of self-disclosure at the individual and dyadic levels: A social relations analysis. (1986)Reciprocity of self-disclosur…A Path-Analytic Study of a Model of Salesperson Performance (1986)A Path-Analytic Study of a Mo…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Advances in Experimental Social Psychology, Vol. 17. (1985)Advances in Experimental Soci…Seller and Buying Firm Factors Affecting Industrial Buyers' Negotiation Behavior and Outcomes (1984)Seller and Buying Firm Factor…1983 AMA educators' proceedings (1983)1983 AMA educators' proceedin…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Bargaining in an Asymmetrical Power Structure (1981)Bargaining in an Asymmetrical…A new round robin analysis of variance for social interaction data. (1979)A new round robin analysis of…An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad (1976)An Experimental Analysis of a…Development of integrative solutions in bilateral negotiation. (1975)Development of integrative so…Buyer-Seller Interaction: a Conceptual Framework (1975)Buyer-Seller Interaction: a C…The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior (1974)The Effect of Salesman Simila…Buyers’ Perceptions of Salesperson Tactical Approaches (2003)Buyers’ Perceptions of Salesp…Power-Dependence Relations (1962)Essence of Decision: Explaining the Cuban Missile Crisis (1972)The Influence of Culture on the Process of Business Negotiations: An Exploratory Study (1985)Buyer-Seller Negotiations Around the Pacific Rim: Differences in Fundamental Exchange Processes (1988)Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States (1994)The concept of power (2007)Experimental Social Psychology (1934)A Behavioral Theory of Labor Negotiations. (1966)The resolution of conflict;: Constructive and destructive processes (1973)Information exchange in negotiation (1991)Bargainer characteristics in distributive and integrative negotiation. (1998)INTER- AND INTRACULTURAL NEGOTIATION: U.S. AND JAPANESE NEGOTIATORS. (1998)Processes affecting scores on "understanding of others" and "assumed similarity." (1955)The acquaintance process. (1961)The Handbook of Social Psychology (1969)Professional Networks and the Institutionalization of a Single Mind Set (1985)Harming high performers: A social comparison perspective on interpersonal harming in work teams. (2010)The Downfall of Extraverts and Rise of Neurotics: The Dynamic Process of Status Allocation in Task Groups (2012)Self-monitoring of expressive behavior. (1974)The Bases of Social Power (1986)The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels (1991)A Parsimonious Estimating Technique for Interaction and Quadratic Latent Variables (1995)Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis (2006)The Influence of Source Credibility on Communication Effectiveness (1951)The Theory of Buyer Behavior (1971)Foundations of Behavioral Research (1974)Source effects in communication and persuasion research: A meta-analysis of effect size (1993)Online Peer and Editorial Recommendations, Trust, and Choice in Virtual Markets (2005)The Measurement of Meaning (1957)Experimental and Quasi-Experimental Designs for Research (1963)The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry (1991)Understanding the Domain of Cross-National Buyer-Seller Interactions (1992)The Bases of Power: Origins and Recent Developments (1993)Primary, Secondary, and Meta-Analysis of Research (1976)Meta-analysis in social research (1982)Meta-Analysis: Cumulating Research Findings across Studies (1986)Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance (1993)Employee Behavior in a Service Environment: A Model and Test of Potential Differences between Men and Women (1998)Development of a measure of interpersonal communication competence (1994)Poor social skills are a vulnerability factor in the development of psychosocial problems (2000)A Social Skill Account of Problematic Internet Use (2005)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)An approach/avoidance behavioral model of college student attrition (1995)A Work-Life Identity Model of Well-Being: Towards a Research Agenda Linking Quality-of-Work-Life (QWL) Programs with Quality of Life (QOL) (2008)Radically open-dialectical behavior therapy for adult anorexia nervosa: feasibility and outcomes from an inpatient program (2013)
this work references cited by second hop

References

  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1975Development of integrative solutions in bilateral negotiation.574 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis559 cited
  • 1989Handbook of Interpersonal Competence Research373 cited
  • 1979A new round robin analysis of variance for social interaction data.313 cited
  • 1981Bargaining in an Asymmetrical Power Structure300 cited
  • 1974The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior282 cited
  • 1976An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad270 cited
  • 1985Advances in Experimental Social Psychology, Vol. 17.266 cited
  • 19831983 AMA educators' proceedings245 cited
  • 1986A Path-Analytic Study of a Model of Salesperson Performance190 cited
  • 1984Seller and Buying Firm Factors Affecting Industrial Buyers' Negotiation Behavior and Outcomes180 cited
  • 1975Buyer-Seller Interaction: a Conceptual Framework167 cited
  • 1988The analysis of data from two-person relationships.121 cited

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  • 1986Reciprocity of self-disclosure at the individual and dyadic levels: A social relations analysis.109 cited
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    • 2003Buyers’ Perceptions of Salesperson Tactical Approaches20 cited