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Salesperson Listening in the Extended Sales Relationship: An Exploration of Cognitive, Affective, and Temporal Dimensions
15 references·3 citing·43 second hop
Salesperson Listening in the Extended Sales Relationship: An Exploration of Cognitive, Affective, and Temporal Dimensions (2013)Salesperson Listening in the Extended Sal…What are the Characteristics of an Effective Sales Manager? an Exploratory Study Comparing Salesperson and Sales Manager Perspectives (2008)What are the Characteristics …Salesperson Empathy and Listening: Impact on Relationship Outcomes (2005)Salesperson Empathy and Liste…Affective Intuition and Task-Contingent Affect Regulation (2004)Affective Intuition and Task-…Managing Business-to-Business Customer Relationships following Key Contact Employee Turnover in a Vendor Firm (2002)Managing Business-to-Business…Relational listening: A grounded theoretical model (2001)Relational listening: A groun…Understanding the One You Love: A Longitudinal Assessment of an Empathy Training Program for Couples in Romantic Relationships (1999)Understanding the One You Lov…A social cognitive theory of personality (1999)A social cognitive theory of …Basics of qualitative research : techniques and procedures for developing grounded theory (1998)Basics of qualitative researc…Listening to the Customer -The Concept of a Service-Quality Information System (1997)Listening to the Customer -Th…The teaching of empathy for high school and college students: testing Rogerian methods with the Interpersonal Reactivity Index. (1994)The teaching of empathy for h…Basics of Qualitative Research (1992)Basics of Qualitative Research"Paradigms Lost": On Theory and Method in Research in Marketing (1983)"Paradigms Lost": On Theory a…Relationship enhancement : [skill-training programs for therapy, problem prevention, and enrichment] (1977)Relationship enhancement : [s…Dimensions of therapist response as causal factors in therapeutic change. (1962)Dimensions of therapist respo…Pattern and growth in personality (1961)Pattern and growth in persona…Listen to their heart: Why does active listening enhance customer satisfaction after a service failure? 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(1996)The Authoritarian Personality (2001)Firm Resources and Sustained Competitive Advantage (1991)Firm resources and sustained competitive advantage (2004)Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status (2006)A Network Perspective on Individual-Level Ambidexterity in Organizations (2014)The Discovery of Grounded Theory (2017)Trust transfer in social media brand communities: The role of consumer engagement (2018)Developing Buyer-Seller Relationships (1987)A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)The Commitment-Trust Theory of Relationship Marketing (1994)Competitive advantage, knowledge and relationship marketing: where, what and how? 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(2000)Strategies for Theorizing from Process Data (1999)A General Inductive Approach for Analyzing Qualitative Evaluation Data (2006)Theory Construction in Qualitative Research (2012)Exercise of Human Agency Through Collective Efficacy (2000)Self-Efficacy Beliefs as Shapers of Children's Aspirations and Career Trajectories (2001)Toward a Psychology of Human Agency (2006)Linking empirically based theory and evaluation: The family bereavement program (1992)Intimacy dysfunction and trauma symptomatology: Long‐term correlates of different types of child abuse (2001)Perceived empathy, accurate empathy and relationship satisfaction in heterosexual couples (2010)Measuring service quality: current thinking and future requirements (1999)A Tale of Two Countries’ Conservatism, Service Quality, and Feedback on Customer Satisfaction (2004)Zones of Tolerance: Alternative Scales for Measuring Information Systems Service Quality1 (2005)
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References

  • 1998Basics of qualitative research : techniques and procedures for developing grounded theory38,622 cited
  • 1992Basics of Qualitative Research17,850 cited
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  • 1999A social cognitive theory of personality913 cited
  • 1962Dimensions of therapist response as causal factors in therapeutic change.838 cited
  • 1983"Paradigms Lost": On Theory and Method in Research in Marketing772 cited
  • 2002Managing Business-to-Business Customer Relationships following Key Contact Employee Turnover in a Vendor Firm304 cited
  • 1997Listening to the Customer -The Concept of a Service-Quality Information System270 cited
  • 1977Relationship enhancement : [skill-training programs for therapy, problem prevention, and enrichment]195 cited
  • 2005Salesperson Empathy and Listening: Impact on Relationship Outcomes187 cited
  • 2004Affective Intuition and Task-Contingent Affect Regulation150 cited
  • 1999Understanding the One You Love: A Longitudinal Assessment of an Empathy Training Program for Couples in Romantic Relationships124 cited
  • 1994The teaching of empathy for high school and college students: testing Rogerian methods with the Interpersonal Reactivity Index.110 cited
  • 2008What are the Characteristics of an Effective Sales Manager? an Exploratory Study Comparing Salesperson and Sales Manager Perspectives

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93 cited
  • 2001Relational listening: A grounded theoretical model66 cited
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    • 2018ENGAGEMENT WITH SOCIAL MEDIA CONTENT: A QUALITATIVE EXPLORATION120 cited
    • 2018Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox: a constructivist grounded theory approach23 cited
    • 2021Listen to their heart: Why does active listening enhance customer satisfaction after a service failure?23 cited