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Frontline employee authenticity and its influence upon adaptive selling outcomes
16 references·5 citing·42 second hop
Frontline employee authenticity and its influence upon adaptive selling outcomes (2019)Frontline employee authenticity and its i…Common Method Variance in IS Research: A Comparison of Alternative Approaches and a Reanalysis of Past Research (2006)Common Method Variance in IS …Understanding Relationship Marketing Outcomes (2002)Understanding Relationship Ma…The Ripple Effect: Emotional Contagion and its Influence on Group Behavior (2002)The Ripple Effect: Emotional …Consumer perceived value: The development of a multiple item scale (2001)Consumer perceived value: The…Emotional regulation in the workplace: A new way to conceptualize emotional labor. (2000)Emotional regulation in the w…Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments (2000)Assessing the effects of qual…Relational Benefits in Services Industries: The Customer's Perspective (1998)Relational Benefits in Servic…An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)An Examination of the Nature …Relationship Marketing of Services--Growing Interest, Emerging Perspectives (1995)Relationship Marketing of Ser…Putting the Service-Profit Chain to Work (1994)Putting the Service-Profit Ch…Emotional Labor in Service Roles: The Influence of Identity (1993)Emotional Labor in Service Ro…Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Consumer Perceptions of Price…A Conceptual Model of Service Quality and Its Implications for Future Research (1985)A Conceptual Model of Service…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …A Means-End Chain Model Based on Consumer Categorization Processes (1982)A Means-End Chain Model Based…The past, present, and future of adaptive selling: Toward an integrative framework (2025)The past, present, and future…Do AI Role Plays Improve Sales Performance? Evidence from a Longitudinal Field Study (2025)Do AI Role Plays Improve Sale…Invigorating the spirit of being adaptive: Examining the role of spiritual leadership in adaptive selling (2024)Invigorating the spirit of be…Authenticity: shedding light on the branding context (2022)Authenticity: shedding light …Leading ethically to shape service-oriented organizational citizenship behavior among tourism salespersons: Dual mediation paths and moderating role of service role identity (2020)Leading ethically to shape se…The Presentation of Self in Everyday Life. (1956)Assessing coping strategies: A theoretically based approach. (1989)Emotional Labor and Burnout: Comparing Two Perspectives of “People Work” (2002)WHEN "THE SHOW MUST GO ON": SURFACE ACTING AND DEEP ACTING AS DETERMINANTS OF EMOTIONAL EXHAUSTION AND PEER-RATED SERVICE DELIVERY. (2003)The dimensionality and antecedents of emotional labor strategies (2004)Stress, appraisal, and coping (1985)The Dimensions, Antecedents, and Consequences of Emotional Labor (1996)Stress: Appraisal and Coping (2013)Advertising as Information (1974)Breaking Free from Product Marketing (1977)Strategic Management and Marketing in the Service Sector (1984)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)The Behavioral Consequences of Service Quality (1996)The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Comparative fit indexes in structural models. (1990)Consumer Trust, Value, and Loyalty in Relational Exchanges (2002)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)How destination image and evaluative factors affect behavioral intentions? (2006)Examining the structural relationships of destination image, tourist satisfaction and destination loyalty: An integrated approach (2007)Experience quality, perceived value, satisfaction and behavioral intentions for heritage tourists (2009)Information and Consumer Behavior (1970)The nature of human values (1973)The Effect of a Market Orientation on Business Profitability (1990)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)Consumer Acceptance and Use of Information Technology: Extending the Unified Theory of Acceptance and Use of Technology1 (2012)Intraclass correlations: Uses in assessing rater reliability. (1979)Development and validation of brief measures of positive and negative affect: The PANAS scales. (1988)Development and validation of brief measures of positive and negative affect: The PANAS scales. 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References

  • 1985A Conceptual Model of Service Quality and Its Implications for Future Research21,635 cited
  • 1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence18,274 cited
  • 1997An Examination of the Nature of Trust in Buyer-Seller Relationships6,819 cited
  • 2001Consumer perceived value: The development of a multiple item scale6,635 cited
  • 2000Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments6,398 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1994Putting the Service-Profit Chain to Work3,732 cited
  • 2000Emotional regulation in the workplace: A new way to conceptualize emotional labor.3,497 cited
  • 2002The Ripple Effect: Emotional Contagion and its Influence on Group Behavior3,357 cited
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  • 2006Common Method Variance in IS Research: A Comparison of Alternative Approaches and a Reanalysis of Past Research3,226 cited
  • 1995Relationship Marketing of Services--Growing Interest, Emerging Perspectives3,167 cited
  • 1998Relational Benefits in Services Industries: The Customer's Perspective2,347 cited
  • 2002Understanding Relationship Marketing Outcomes

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2,299 cited
  • 1982A Means-End Chain Model Based on Consumer Categorization Processes1,985 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • Cited by

    • 2020Leading ethically to shape service-oriented organizational citizenship behavior among tourism salespersons: Dual mediation paths and moderating role of service role identity37 cited
    • 2024Invigorating the spirit of being adaptive: Examining the role of spiritual leadership in adaptive selling20 cited
    • 2022Authenticity: shedding light on the branding context15 cited
    • 2025The past, present, and future of adaptive selling: Toward an integrative framework14 cited
    • 2025Do AI Role Plays Improve Sales Performance? Evidence from a Longitudinal Field Study3 cited