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Buyers’ Perceptions of Salesperson Tactical Approaches
16 references·0 citing·45 second hop
Buyers’ Perceptions of Salesperson Tactical Approaches (2003)Buyers’ Perceptions of Salesperson Tactic…External Control of Organizations: Resource Dependence Perspective (2011)External Control of Organizat…Choice of Supplier in Embedded Markets: Relationship and Marketing Program Effects (2001)Choice of Supplier in Embedde…Managing Market Relationships (2000)Managing Market RelationshipsRelationship Quality and Buyer–Seller Interactions in Channels of Distribution (1999)Relationship Quality and Buye…Portfolios of Buyer-Supplier Relationships (1999)Portfolios of Buyer-Supplier …Personal Selling and Sales Management: A Relationship Marketing Perspective (1999)Personal Selling and Sales Ma…Buyer-Seller Relationships in Business Markets (1999)Buyer-Seller Relationships in…Adaptive Behavior in Buyer–Supplier Relationships (1999)Adaptive Behavior in Buyer–Su…Relational Communication Traitsand Their Effect on Adaptiveness and Sales Performance (1998)Relational Communication Trai…Does Competitive Environment Moderate the Market Orientation-Performance Relationship? (1994)Does Competitive Environment …How networks reshape organizations--for results. (1991)How networks reshape organiza…Evolution of the Marketing Organization: New Forms for Turbulent Environments (1991)Evolution of the Marketing Or…The Effect of a Market Orientation on Business Profitability (1990)The Effect of a Market Orient…The Effect of a Market Orientation on Business Profitability (1990)The Effect of a Market Orient…Utility of confirmatory factor analysis in test validation research. (1987)Utility of confirmatory facto…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation and Organizational Performance: Is Innovation a Missing Link? 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(1980)Confirmatory Factor Analysis (1983)A comparison of some methodologies for the factor analysis of non‐normal Likert variables (1985)Measuring experiential avoidance: A preliminary test of a working model (2004)Development and validation of the Basic Empathy Scale (2005)The Warwick-Edinburgh Mental Well-being Scale (WEMWBS): development and UK validation (2007)Developing Buyer-Seller Relationships (1987)Leadership and Performance beyond Expectations (1987)The Commitment-Trust Theory of Relationship Marketing (1994)Social Exchange Theory and Research on Business-to-Business Relational Exchange (2001)Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters (2011)Market Orientation: Antecedents and Consequences (1993)The Comparative Advantage Theory of Competition (1995)Intellectual capital: an exploratory study that develops measures and models (1998)Organizational Information Requirements, Media Richness and Structural Design (1986)Managing Legitimacy: Strategic and Institutional Approaches (1995)The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage (1998)From supply to demand chain management: efficiency and customer satisfaction (2002)Effects of supplier trust on performance of cooperative supplier relationships (2004)Supply chain management integration and implementation: a literature review (2005)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)
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References

  • 2011External Control of Organizations: Resource Dependence Perspective14,181 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1990The Effect of a Market Orientation on Business Profitability7,973 cited
  • 1990The Effect of a Market Orientation on Business Profitability4,254 cited
  • 1994Does Competitive Environment Moderate the Market Orientation-Performance Relationship?2,621 cited
  • 1999Buyer-Seller Relationships in Business Markets1,752 cited
  • 1987Utility of confirmatory factor analysis in test validation research.1,089 cited
  • 2000Managing Market Relationships819 cited
  • 1999Personal Selling and Sales Management: A Relationship Marketing Perspective800 cited
  • 1999Portfolios of Buyer-Supplier Relationships758 cited
  • 1991Evolution of the Marketing Organization: New Forms for Turbulent Environments625 cited
  • 2001Choice of Supplier in Embedded Markets: Relationship and Marketing Program Effects418 cited
  • 1999Adaptive Behavior in Buyer–Supplier Relationships245 cited
  • 1998Relational Communication Traitsand Their Effect on Adaptiveness and Sales Performance239 cited
  • 1999Relationship Quality and Buyer–Seller Interactions in Channels of Distribution

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213 cited
  • 1991How networks reshape organizations--for results.170 cited
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