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RELATIONSHIP SELLING: MOVING FROM RHETORIC TO REALITY
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RELATIONSHIP SELLING: MOVING FROM RHETORIC TO REALITY (1996)RELATIONSHIP SELLING: MOVING FROM RHETORI…The evolution of the sales process: Relationship selling versus “the Challenger Sale” (2019)The evolution of the sales pr…Salesperson Lone Wolf Tendencies: The Roles of Social Comparison and Mentoring in a Mediated Model of Performance (2015)Salesperson Lone Wolf Tendenc…Strategic alignment for sales organization transformation (2009)Strategic alignment for sales…Improving Relationship Selling Through Failure Analysis and Recovery Efforts: A Framework and Call to Action (2005)Improving Relationship Sellin…An Exploratory Assessment of Sales Culture Variables: Strategic Implications Within the Banking Industry (2001)An Exploratory Assessment of …Communication Between Hispanic Salespeople and Their Customers: A First Look (2000)Communication Between Hispani…Service Quality and the Sales Force: A Tool for Competitive Advantage (1999)Service Quality and the Sales…Organizational Culture and Leadership (1986)The Effect of a Market Orientation on Business Profitability (1990)Organizational culture and leadership (1993)Relationship building in the financial services marketplace: The importance of personal selling (2014)The Capabilities of Market-Driven Organizations (1994)Evolving to a New Dominant Logic for Marketing (2003)Market Orientation: A Meta-Analytic Review and Assessment of its Antecedents and Impact on Performance (2005)Towards an understanding of inequity. (1963)Developing Buyer-Seller Relationships (1987)Evaluating Service Encounters: The Effects of Physical Surroundings and Employee Responses (1990)Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships (2017)Fail fast, sell well: The contingent impact of failing fast on salesperson performance (2019)Does managing customer accounts receivable impact customer relationships, and sales performance? An empirical investigation (2021)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Toward an understanding of the personal traits needed in a digital selling environment (2024)Qualitative evaluation and research methods (1990)Qualitative evaluation and research methods (1990)International business negotiations (2003)Qualitative Data Analysis (2008)Ethno-Marketing: Synopse empirischer Studien sowie Schlussfolgerungen für die Marketing-Praxis und -Forschung (2010)The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)The role of communication and trust in explaining customer loyalty (2004)A Paradigm for Developing Better Measures of Marketing Constructs (1979)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)Measuring Service Quality: A Reexamination and Extension (1992)Impact of Service Quality on Customers' Satisfaction: A Study from Service Sector especially Private Colleges of Faisalabad, Punjab, Pakistan (2013)The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China (2016)
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  • 1999Service Quality and the Sales Force: A Tool for Competitive Advantage34 cited
  • 2009Strategic alignment for sales organization transformation32 cited
  • 2005Improving Relationship Selling Through Failure Analysis and Recovery Efforts: A Framework and Call to Action29 cited
  • 2015Salesperson Lone Wolf Tendencies: The Roles of Social Comparison and Mentoring in a Mediated Model of Performance26 cited
  • 2019The evolution of the sales process: Relationship selling versus “the Challenger Sale”22 cited
  • 2001An Exploratory Assessment of Sales Culture Variables: Strategic Implications Within the Banking Industry18 cited
  • 2000Communication Between Hispanic Salespeople and Their Customers: A First Look13 cited

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