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An empirical model of salesperson competence, buyer-seller trust and collaboration: the moderating role of technological turbulence and product complexity
16 references·1 citing·31 second hop
An empirical model of salesperson competence, buyer-seller trust and collaboration: the moderating role of technological turbulence and product complexity (2020)An empirical model of salesperson compete…Mail and internet surveys : the tailored design method (2007)Mail and internet surveys : t…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…Structural Equation Modeling and Regression: Guidelines for Research Practice (2000)Structural Equation Modeling …Modern Methods for Business Research (1998)Modern Methods for Business R…An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)An Examination of the Nature …DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES. (1995)DOES FAMILIARITY BREED TRUST?…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)A Model of Distributor Firm a…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …On the Evaluation of Structural Equation Models (1988)On the Evaluation of Structur…The Economic Institutions of Capitalism (1987)The Economic Institutions of …The Economic Institutions of Capitalism (1986)The Economic Institutions of …Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Markets and Hierarchies (1975)Markets and HierarchiesSales complexity and value appropriation: a taxonomy of sales situations (2021)Sales complexity and value ap…Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-Reports in Organizational Research: Problems and Prospects (1986)Structural Equations with Latent Variables. (1991)Technology Acceptance Model 3 and a Research Agenda on Interventions (2008)Sources of Method Bias in Social Science Research and Recommendations on How to Control It (2011)Common Method Bias in PLS-SEM (2015)Construct validity in psychological tests. (1955)Review of Psychometric theory (2nd ed.). (1979)Significance tests and goodness of fit in the analysis of covariance structures. (1980)PLS-SEM: Indeed a Silver Bullet (2011)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Comparative fit indexes in structural models. (1990)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Should We Trust Web-Based Studies? A Comparative Analysis of Six Preconceptions About Internet Questionnaires. (2004)The Delphi method as a research tool: an example, design considerations and applications (2004)The adequacy of response rates to online and paper surveys: what can be done? (2008)Constitutions and Commitment: The Evolution of Institutions Governing Public Choice in Seventeenth-Century England (1989)The New Politics of the Welfare State (2001)Social Capital: Prospects for a New Concept (2002)Response Rate and Response Quality of Internet-Based Surveys: An Experimental Study (2004)Introduction (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)A Survey of Corporate Governance (1997)Dynamic capabilities and strategic management (1997)The Evolution of Cooperation (1981)Social Capital in the Creation of Human Capital (2000)Varieties of Capitalism (2001)When to use and how to report the results of PLS-SEM (2018)PSYCHOLOGICAL, EMPOWERMENT IN THE WORKPLACE: DIMENSIONS, MEASUREMENT AND VALIDATION. (1995)An assessment of the use of partial least squares structural equation modeling in marketing research (2011)
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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1988On the Evaluation of Structural Equation Models26,139 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1987The Economic Institutions of Capitalism14,787 cited
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  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 2007Mail and internet surveys : the tailored design method9,606 cited
  • 1975Markets and Hierarchies6,842 cited
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  • 1998Modern Methods for Business Research6,534 cited
  • 2000Structural Equation Modeling and Regression: Guidelines for Research Practice6,417 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships

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5,824 cited
  • 1995DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES.4,997 cited
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    • 2021Sales complexity and value appropriation: a taxonomy of sales situations19 cited