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The evolution of the sales process: Relationship selling versus “the Challenger Sale”
16 references·0 citing·45 second hop
The evolution of the sales process: Relationship selling versus “the Challenger Sale” (2019)The evolution of the sales process: Relat…Relational selling: Past, present and future (2017)Relational selling: Past, pre…Salespeople as knowledge brokers: a review and critique of the challenger sales model (2014)Salespeople as knowledge brok…The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research (2012)The Role of the Sales Force i…Bridging the theory to application gap in value‐based selling (2011)Bridging the theory to applic…High‐low context cultures and price‐ending practices (2007)High‐low context cultures and…The Changing Environment of Selling and Sales Management (2005)The Changing Environment of S…The role of communication and trust in explaining customer loyalty (2004)The role of communication and…The evolution of the seven steps of selling (2004)The evolution of the seven st…A Customer Loyalty Model for E-Service Context. (2003)A Customer Loyalty Model for …Broadening the Scope of Relationship Selling (1997)Broadening the Scope of Relat…RELATIONSHIP SELLING: MOVING FROM RHETORIC TO REALITY (1996)RELATIONSHIP SELLING: MOVING …Selling: Building Partnerships (1992)Selling: Building PartnershipsThe Evolution of Personal Selling (1991)The Evolution of Personal Sel…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Theories of selling. (1925)Theories of selling.Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)The Commitment-Trust Theory of Relationship Marketing (1994)A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies (2000)Success Factors for Destination Marketing Web Sites: A Qualitative Meta-Analysis (2007)Customer loyalty to a commercial website: Descriptive meta-analysis of the empirical literature and proposal of an integrative model (2012)Service quality, satisfaction, trust, and loyalty: the moderating role of main-bank and wealth status (2019)Developing Buyer-Seller Relationships (1987)The Behavioral Consequences of Service Quality (1996)Corporate Social Responsibility and the Benefits of Employee Trust: A Cross-Disciplinary Perspective (2011)Internet banking service quality and its implication on e-customer satisfaction and e-customer loyalty (2016)Predictive model assessment and selection in composite-based modeling using PLS-SEM: extensions and guidelines for using CVPAT (2022)Service Quality: New Directions in Theory and Practice (1994)Culture In Mind (1996)Consumer Value (2002)Psychological contract breach's antecedents and outcomes in salespeople: The roles of psychological climate, job attitudes, and turnover intention (2015)The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness (2017)The transformation of professional selling: Implications for leading the modern sales organization (2018)Buyer-Seller Relationships in Business Markets (1999)Accelerating Customer Relationships: Using Crm and Relationship Technologies (2000)Harnessing marketing automation for B2B content marketing (2015)Live streaming commerce from the sellers’ perspective: implications for online relationship marketing (2020)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)Learning Orientation, Working Smart, and Effective Selling (1994)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. (2005)The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage (1998)On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing (2000)Customer relationship management: Finding value drivers (2006)Social media: Influencing customer satisfaction in B2B sales (2015)Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance (2015)Power-Dependence Relations (1962)Online relationship marketing (2018)How customer engagement in the live-streaming affects purchase intention and customer acquisition, E-tailer's perspective (2022)Coefficient Alpha and the Internal Structure of Tests (1951)Handbook of Industrial and Organizational Psychology. (1977)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Strategic Orientation of the Firm and New Product Performance (1997)The C-OAR-SE procedure for scale development in marketing (2002)Salesperson creative performance: conceptualization, measurement, and nomological validity (2002)Social Media’s Influence on Business-to-Business Sales Performance (2012)The Development of the Hierarchy of Effects: An Historical Perspective (1987)Marketing's Credibility: A Longitudinal Investigation of Marketing Communication Productivity and Shareholder Value (2006)Character Is Not “Dead” in Management Research: A Review of Individual Character and Organizational-Level Virtue† (2007)
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References

  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 2004The role of communication and trust in explaining customer loyalty571 cited
  • 2003A Customer Loyalty Model for E-Service Context.407 cited
  • 2005The Changing Environment of Selling and Sales Management327 cited
  • 2004The evolution of the seven steps of selling323 cited
  • 1925Theories of selling.240 cited
  • 1992Selling: Building Partnerships194 cited
  • 2012The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research179 cited
  • 2017Relational selling: Past, present and future171 cited
  • 1997Broadening the Scope of Relationship Selling134 cited
  • 2014Salespeople as knowledge brokers: a review and critique of the challenger sales model109 cited
  • 2011Bridging the theory to application gap in value‐based selling94 cited
  • 1991The Evolution of Personal Selling84 cited
  • 2007High‐low context cultures and price‐ending practices48 cited
  • 1996

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RELATIONSHIP SELLING: MOVING FROM RHETORIC TO REALITY
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