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A Framework for Classifying Concepts of and Research on the Personal Selling Process
16 references·2 citing·49 second hop
A Framework for Classifying Concepts of and Research on the Personal Selling Process (1984)A Framework for Classifying Concepts of a…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Toward A Method Of Middle-Range Theorizing (1979)Toward A Method Of Middle-Ran…Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors (1978)Salesforce Performance and Sa…Relationship between Salesperson Performance and Understanding of Customer Decision Making (1978)Relationship between Salesper…An Application of Equity Theory to Buyer-Seller Exchange Situations (1978)An Application of Equity Theo…Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Identifying Successful Indust…Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Identifying Successful Indust…The personal selling process: A critical review and model (1976)The personal selling process:…The Effects of Trial and Incentives on Repeat Purchase Behavior (1976)The Effects of Trial and Ince…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…Customer-Salesman Bargaining Behavior in Retail Transactions (1968)Customer-Salesman Bargaining …A New Approach to the Scientific Selection of Successful Salesmen (1964)A New Approach to the Scienti…Selling as a Dyadic Relationship – A New Approach (1963)Selling as a Dyadic Relations…Social Theory and Social Structure (1958)Social Theory and Social Stru…Interaction Process Analysis: A Method for the Study of Small Groups. (1950)Interaction Process Analysis:…How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance (2015)How salesperson perceptions o…Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective (2013)Making Sense of the Customer’…Power-Dependence Relations (1962)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 antecedents of self-esteem (1965)Statistical Theories of Mental Test Scores (1969)Role Conflict and Ambiguity in Complex Organizations (1970)Employee Behavior in a Service Environment: A Model and Test of Potential Differences between Men and Women (1998)The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships (1999)The Quality-of-Life (QOL) Research Movement: Past, Present, and Future (2006)Coefficient Alpha and the Internal Structure of Tests (1951)A Theory of Cognitive Dissonance (1957)Customer equity considerations in service recovery: a cross‐industry perspective (2000)Outraged Consumers: Getting Even at the Expense of Getting a Good Deal (2003)Service Loyalty (2008)A Theory of Cognitive Dissonance (2017)Utility Theory for Decision Making (1971)Marketing Management: Analysis, Planning and Control (1973)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction (1991)Sales, Marketing, and Research-and-Development Cooperation Across New Product Development Stages: Implications for Success (2010)Effects of externally mediated rewards on intrinsic motivation. (1971)Self-Perception Theory (1972)SEQUENTIAL-REQUEST PERSUASIVE STRATEGIES. (1984)Attribution: Perceiving the Causes of Behavior (1987)Enhancing Helping Behavior: An Integrative Framework for Promotion Planning (1996)The Foot-in-the-Door Compliance Procedure: A Multiple-Process Analysis and Review (1999)The Measurement of Meaning (1957)Experimental and Quasi-Experimental Designs for Research (1963)The Handbook of Social Psychology (1969)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)Handbook of Industrial and Organizational Psychology. (1977)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Strategic Orientation of the Firm and New Product Performance (1997)The C-OAR-SE procedure for scale development in marketing (2002)Communication Style in the Salesperson-Customer Dyad (1985)A Dyadic Study of Interpersonal Information Search (1998)Influence Tactics for Effective Adaptive Selling (2006)A Dynamic Theory of Organizational Knowledge Creation (1994)The Network Structure Of Social Capital (2000)The Past, Present, and Future of an Identity Theory (2000)Gender and leadership style: A meta-analysis. (1990)Role congruity theory of prejudice toward female leaders. (2002)Transformational, transactional, and laissez-faire leadership styles: A meta-analysis comparing women and men. (2003)
this work references cited by second hop

References

  • 1958Social Theory and Social Structure10,316 cited
  • 1950Interaction Process Analysis: A Method for the Study of Small Groups.1,673 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1978An Application of Equity Theory to Buyer-Seller Exchange Situations452 cited
  • 1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
  • 1963Selling as a Dyadic Relationship – A New Approach321 cited
  • 1978Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors319 cited
  • 1976An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad270 cited
  • 1976The Effects of Trial and Incentives on Repeat Purchase Behavior166 cited
  • 1979Toward A Method Of Middle-Range Theorizing143 cited
  • 1977Identifying Successful Industrial Salesmen by Personality and Personal Characteristics138 cited
  • 1968Customer-Salesman Bargaining Behavior in Retail Transactions74 cited
  • 1976The personal selling process: A critical review and model68 cited
  • 1977

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Identifying Successful Industrial Salesmen by Personality and Personal Characteristics
67 cited
  • 1964A New Approach to the Scientific Selection of Successful Salesmen50 cited
  • Cited by

    • 2013Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective27 cited
    • 2015How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance26 cited