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The role of customer entertainment in B2B sales strategy: Comparative insights from professional buyers and salespeople
16 references·2 citing·34 second hop
The role of customer entertainment in B2B sales strategy: Comparative insights from professional buyers and salespeople (2020)The role of customer entertainment in B2B…Exchange and Power in Social Life (2017)Exchange and Power in Social …The Role of Customer Gratitude in Relationship Marketing (2009)The Role of Customer Gratitud…Structural equations modeling: Fit Indices, sample size, and advanced topics (2009)Structural equations modeling…Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Factors Influencing the Effec…Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Factors Influencing the Effec…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…An Affect Theory of Social Exchange (2001)An Affect Theory of Social Ex…The Structure of Commitment in Exchange (1995)The Structure of Commitment i…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Influence: The Psychology of Persuasion (1993)Influence: The Psychology of …Relationship approach to marketing in service contexts: The marketing and organizational behavior interface (1990)Relationship approach to mark…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Exchange and Power in Social Life. (1965)Exchange and Power in Social …Social Behavior: Its Elementary Forms (1963)Social Behavior: Its Elementa…Social Behavior: Its Elementary Forms (1962)Social Behavior: Its Elementa…A path to build supply chain cyber-resilience through absorptive capacity and visibility: Two empirical studies (2023)A path to build supply chain …The comparative effects of gratitude and indebtedness in B2B relationships (2022)The comparative effects of gr…Markets and Hierarchies: Analysis and Antitrust Implications. (1976)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)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)Structural equation modeling in practice: A review and recommended two-step approach. (1988)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)Evolving to a New Dominant Logic for Marketing (2003)Word-of-mouth communications in marketing: a meta-analytic review of the antecedents and moderators (2008)Customer Engagement Behavior: Theoretical Foundations and Research Directions (2010)What Drives Social Commerce: The Role of Social Support and Relationship Quality (2011)Significance tests and goodness of fit in the analysis of covariance structures. (1980)On the Evaluation of Structural Equation Models (1988)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)When to use and how to report the results of PLS-SEM (2018)On and Off the 'Net: Scales for Social Capital in an Online Era (2006)8 Social Hierarchy: The Self‐Reinforcing Nature of Power and Status (2008)Social and Heuristic Approaches to Credibility Evaluation Online (2010)A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies (2000)Social Capital in the Creation of Human Capital (2000)A Theory of Fairness, Competition, and Cooperation (1999)Social Exchange Theory: An Interdisciplinary Review (2005)Does the Internet Increase, Decrease, or Supplement Social Capital? (2001)Encouraging Knowledge Sharing: The Role of Organizational Reward Systems (2002)Altruism and Prosocial Behavior (2003)Inequity In Social Exchange (1965)Social Capital: Its Origins and Applications in Modern Sociology (1998)
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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
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 2017Exchange and Power in Social Life15,909 cited
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  • 1990Relationship approach to marketing in service contexts: The marketing and organizational behavior interface1,327 cited
  • 2001An Affect Theory of Social Exchange1,257 cited

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  • 2009The Role of Customer Gratitude in Relationship Marketing912 cited
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    • 2023A path to build supply chain cyber-resilience through absorptive capacity and visibility: Two empirical studies35 cited
    • 2022The comparative effects of gratitude and indebtedness in B2B relationships19 cited