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Selling and Sales Management
16 references·3 citing·41 second hop
Selling and Sales Management (2021)Selling and Sales ManagementCultures and Organizations: Software of the Mind Intercultural Cooperation and Its Importance for Survival (2013)Cultures and Organizations: S…Cultures and organizations: Software of the mind: Intercultural cooperation and its importance for survival (3rd edition) (2010)Cultures and organizations: S…The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration (2003)The Impact of Customer Relati…Personal Selling and Sales Management: A Relationship Marketing Perspective (1999)Personal Selling and Sales Ma…The new world of work (1996)The new world of workThe relationship marketing process: A conceptualization and application (1994)The relationship marketing pr…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Influences on Human Resource Management Practices in Multinational Corporations (1994)Influences on Human Resource …Influence of Formalization on Role Stress, Organizational Commitment, and Work Alienation of Salespersons: A Cross-National Comparative Study (1993)Influence of Formalization on…Influence of Role Stress on Industrial Salespeople's Work Outcomes in the United States, Japan and Korea (1992)Influence of Role Stress on I…A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions (1991)A Cross-National Investigatio…Reverse Marketing: The New Buyer-Supplier Relationship (1989)Reverse Marketing: The New Bu…Korean managerial dynamics (1989)Korean managerial dynamicsInternational Marketing and Purchasing of Industrial Goods: An Interaction Approach (1982)International Marketing and P…Organizational Buying Behavior (1973)Organizational Buying BehaviorIndustrial buying and creative marketing (1967)Industrial buying and creativ…The present and future of the B2B sales profession (2023)The present and future of the…Marketing Management (2021)Marketing ManagementInfluence of Personal Selling on Brand Performance of Retail Shoe Companies in Nairobi Central Business District (2016)Influence of Personal Selling…Managing quality: the strategic and competitive edge (1989)Delivering Quality Service (1990)The empowerment of service workers: what, why, how, and when. (1992)From recipient to contributor: examining customer roles and experienced outcomes (2000)The Domain and Conceptual Foundations of Relationship Marketing (2000)Antecedents and consequences of relationship quality in hotel industry (2002)Developing Buyer-Seller Relationships (1987)Leadership and Performance beyond Expectations (1987)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)Institutionalized Organizations: Formal Structure as Myth and Ceremony (1977)Culture's Consequences: International Differences in Work-Related Values. (1983)OVERCOMING THE LIABILITY OF FOREIGNNESS. (1995)Multinational Subsidiary Evolution: Capability and Charter Change in Foreign-Owned Subsidiary Companies (1998)The iron cage revisited institutional isomorphism and collective rationality in organizational fields (2004)An institutional approach to cross-national distance (2010)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)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)On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing (2000)Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development (2003)Measuring Marketing Productivity: Current Knowledge and Future Directions (2004)Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)The Mechanism of Internationalisation (1990)The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership (2009)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Antecedents and consequences of trust and satisfaction in buyer‐seller relationships (1998)A review of methods supporting supplier selection (2001)Price, Authority, and Trust: From Ideal Types to Plural Forms (1989)Economic Action and Social Structure: The Problem of Embeddedness (2002)Understanding Customer Experience Throughout the Customer Journey (2016)Why Inequality Makes Europeans Less Happy: The Role of Distrust, Status Anxiety, and Perceived Conflict (2013)Social sustainability in developing country suppliers (2014)Meta-Analysis of the Unified Theory of Acceptance and Use of Technology (UTAUT): Challenging its Validity and Charting A Research Agenda in the Red Ocean (2022)Yin Yang: A New Perspective on Culture (2011)Combined Effects of Perceived Politics and Psychological Capital on Job Satisfaction, Turnover Intentions, and Performance (2012)Motivational mechanisms of employee creativity: A meta-analytic examination and theoretical extension of the creativity literature (2016)
this work references cited by second hop

References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1982International Marketing and Purchasing of Industrial Goods: An Interaction Approach1,943 cited
  • 2003The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration1,163 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1994Influences on Human Resource Management Practices in Multinational Corporations921 cited
  • 1999Personal Selling and Sales Management: A Relationship Marketing Perspective800 cited
  • 2013Cultures and Organizations: Software of the Mind Intercultural Cooperation and Its Importance for Survival783 cited
  • 1973Organizational Buying Behavior640 cited
  • 2010Cultures and organizations: Software of the mind: Intercultural cooperation and its importance for survival (3rd edition)521 cited
  • 1994The relationship marketing process: A conceptualization and application407 cited
  • 1989Reverse Marketing: The New Buyer-Supplier Relationship220 cited
  • 1993Influence of Formalization on Role Stress, Organizational Commitment, and Work Alienation of Salespersons: A Cross-National Comparative Study193 cited
  • 1991A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions121 cited
  • 1996The new world of work117 cited

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  • 1992Influence of Role Stress on Industrial Salespeople's Work Outcomes in the United States, Japan and Korea101 cited
  • 1989Korean managerial dynamics59 cited
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    • 2023The present and future of the B2B sales profession50 cited
    • 2021Marketing Management22 cited
    • 2016Influence of Personal Selling on Brand Performance of Retail Shoe Companies in Nairobi Central Business District7 cited