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Relational Communication: Form versus Content in the Sales Interaction
13 references·16 citing·44 second hop
Relational Communication: Form versus Content in the Sales Interaction (1984)Relational Communication: Form versus Con…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Nonverbal Communication: The State of the Art (1978)Nonverbal Communication: The …Persons, situations, and the control of social behavior. (1975)Persons, situations, and the …ANALYSIS OF RELATIONAL COMMUNICATION IN DYADS: NEW MEASUREMENT PROCEDURES (1975)ANALYSIS OF RELATIONAL COMMUN…Self-monitoring of expressive behavior. (1974)Self-monitoring of expressive…Non-verbal communication (1973)Non-verbal communicationCustomer: Salesman Interaction in Appliance Retailing (1973)Customer: Salesman Interactio…Studies in Machiavellianism (1970)Studies in MachiavellianismInfluencing attitudes and changing behavior (1970)Influencing attitudes and cha…Pragmatics of human communication (1969)Pragmatics of human communica…Customer-Salesman Bargaining Behavior in Retail Transactions (1968)Customer-Salesman Bargaining …Communicator-recipient similarity and decision change. (1965)Communicator-recipient simila…Interaction process analysis. (1950)Interaction process analysis.Customer query handling in sales interactions (2017)Customer query handling in sa…Service leadership for adaptive selling and effective customer service teams (2015)Service leadership for adapti…Process and Outcome Interdependency in Frontline Service Encounters (2011)Process and Outcome Interdepe…The impact of purchase situation on salesperson communication behaviors in business markets (2002)The impact of purchase situat…A situational analysis on how salespeople experience and cope with shame and embarrassment (2002)A situational analysis on how…Dynamics of Relationship Selling: A Longitudinal Examination of Changes in Salesperson-customer Relationship Status (2001)Dynamics of Relationship Sell…An Exploratory Investigation of Voice Characteristics and Selling Effectiveness (1995)An Exploratory Investigation …Working with customers: Cooperation and competition in relational marketing (1994)Working with customers: Coope…Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States (1994)Explorations of Negotiation B…Strategy implementation: A comparison of face‐to‐face negotiations in the peoples republic of China and the United States (1992)Strategy implementation: A co…Managing Conflict Between Departments to Serve Customers (1992)Managing Conflict Between Dep…TACTICAL BEHAVIOR AND NEGOTIATION OUTCOMES (1990)TACTICAL BEHAVIOR AND NEGOTIA…Adaptive Communication: The Adaptation of the Seller's Interpersonal Style to the Stage of the Dyad's Relationship and the Buyer's Communication Style (1990)Adaptive Communication: The A…Group Process and Conflict in System Development (1989)Group Process and Conflict in…Marketing Negotiations in France, Germany, the United Kingdom, and the United States (1988)Marketing Negotiations in Fra…Antecedents of retail salesperson performance: A path-analytic perspective (1986)Antecedents of retail salespe…Construct validity in psychological tests. 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(1993)Culture and Negotiation Strategy (2003)Tension and trust in international business negotiations: American executives negotiating with Chinese executives (2006)Culture and business networks: International business negotiations with Arab managers (2012)Power-Dependence Relations (1962)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)Validation of the five-factor model of personality across instruments and observers. (1987)The Dark Triad of personality: Narcissism, Machiavellianism, and psychopathy (2002)Ethical leadership: A review and future directions (2006)Information Technology and the Structuring of Organizations (1991)Attitude change: Multiple roles for persuasion variables. (1998)Emotion-focused therapy: Coaching clients to work through their feelings. (2002)EXPLICATION AND TEST OF A MODEL OF COMMUNICATIVE COMPETENCE (1977)The Credibility of Physically Attractive Communicators: A Review (1982)“Laughing” rats and the evolutionary antecedents of human joy? (2003)A Sequential System for Personality Scale Development (1970)Ways of Evaluating Teacher Cognition: Inferences Concerning the Goldilocks Principle (1990)Technology in Support of Collaborative Learning (2007)CODING VERBAL CONFLICT TACTICS: NONVERBAL AND PERCEPTUAL CORRELATES OF THE "AVOIDANCE-DISTRIBUTIVE-INTEGRATIVE" DISTINCTION (1982)A perspective on the history of process and outcome research in counseling psychology. (1993)An Interpersonal Perspective on Classroom Management in Secondary Classrooms in the Netherlands (2013)
this work references cited by second hop

References

  • 1974Self-monitoring of expressive behavior.3,416 cited
  • 1970Studies in Machiavellianism2,944 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1950Interaction process analysis.659 cited
  • 1970Influencing attitudes and changing behavior375 cited
  • 1965Communicator-recipient similarity and decision change.356 cited
  • 1973Non-verbal communication350 cited
  • 1975ANALYSIS OF RELATIONAL COMMUNICATION IN DYADS: NEW MEASUREMENT PROCEDURES308 cited
  • 1978Nonverbal Communication: The State of the Art301 cited
  • 1975Persons, situations, and the control of social behavior.250 cited
  • 1969Pragmatics of human communication183 cited
  • 1968Customer-Salesman Bargaining Behavior in Retail Transactions74 cited
  • 1973Customer: Salesman Interaction in Appliance Retailing74 cited

Cited by

  • 1994Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States279 cited
  • 1989Group Process and Conflict in System Development269 cited
  • 1990TACTICAL BEHAVIOR AND NEGOTIATION OUTCOMES

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260 cited
  • 1992Strategy implementation: A comparison of face‐to‐face negotiations in the peoples republic of China and the United States184 cited
  • 1988Marketing Negotiations in France, Germany, the United Kingdom, and the United States170 cited
  • 1992Managing Conflict Between Departments to Serve Customers113 cited
  • 2002A situational analysis on how salespeople experience and cope with shame and embarrassment91 cited
  • 2011Process and Outcome Interdependency in Frontline Service Encounters89 cited
  • 2001Dynamics of Relationship Selling: A Longitudinal Examination of Changes in Salesperson-customer Relationship Status63 cited
  • 1990Adaptive Communication: The Adaptation of the Seller's Interpersonal Style to the Stage of the Dyad's Relationship and the Buyer's Communication Style62 cited
  • 1995An Exploratory Investigation of Voice Characteristics and Selling Effectiveness57 cited
  • 1986Antecedents of retail salesperson performance: A path-analytic perspective50 cited
  • 1994Working with customers: Cooperation and competition in relational marketing49 cited
  • 2017Customer query handling in sales interactions47 cited
  • 2015Service leadership for adaptive selling and effective customer service teams46 cited
  • 2002The impact of purchase situation on salesperson communication behaviors in business markets45 cited