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Dynamics of Relationship Selling: A Longitudinal Examination of Changes in Salesperson-customer Relationship Status
16 references·13 citing·36 second hop
Dynamics of Relationship Selling: A Longitudinal Examination of Changes in Salesperson-customer Relationship Status (2001)Dynamics of Relationship Selling: A Longi…Stone Age Economics (2012)Stone Age EconomicsThe Different Roles of Satisfaction, Trust, and Commitment in Customer Relationships (1999)The Different Roles of Satisf…Relational Benefits in Services Industries: The Customer's Perspective (1998)Relational Benefits in Servic…Relationship Marketing of Services--Growing Interest, Emerging Perspectives (1995)Relationship Marketing of Ser…An Integrated Model of Buyer-Seller Relationships (1995)An Integrated Model of Buyer-…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…The Changing Role of Marketing in the Corporation (1992)The Changing Role of Marketin…Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations (1992)Relationships between Provide…Marketing Services: Competing Through Quality (1992)Marketing Services: Competing…Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…A Role Theory Perspective on Dyadic Interactions: The Service Encounter (1985)A Role Theory Perspective on …Interpersonal Relations: A Theory of Interdependence (1982)Interpersonal Relations: A Th…Transaction-Cost Economics: The Governance of Contractual Relations (1979)Transaction-Cost Economics: T…Foundations of Behavioral Research (1974)Foundations of Behavioral Res…Social penetration: The development of interpersonal relationships (1973)Social penetration: The devel…Lonely and Insecure: How salesperson Well-Being impacts performance (2024)Lonely and Insecure: How sale…Relationship orientation in banking and insurance services – a review of the evidence (2018)Relationship orientation in b…Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships (2017)Familiarity breeds contempt: …The link between guanxi and customer–salesperson collusion (2016)The link between guanxi and c…Effective implementation of relationship orientation in new product launches (2015)Effective implementation of r…Veränderung der Markeneinstellung anhand der Triade Kunde-Marke-Verkäufer (2014)Veränderung der Markeneinstel…It ain't over 'til it's over: Evaluating reacquisition opportunities in business-to-business markets (2014)It ain't over 'til it's over:…Where's the strategic intent in key account relationships? (2013)Where's the strategic intent …Key account relationships: An exploratory inquiry of customer-based evaluations (2013)Key account relationships: An…Role identity and attributions of high‐performing salespeople (2009)Role identity and attribution…Changes in sales call frequency: A longitudinal examination of the consequences in the supplier–customer relationship (2007)Changes in sales call frequen…Improving Relationship Selling Through Failure Analysis and Recovery Efforts: A Framework and Call to Action (2005)Improving Relationship Sellin…Defining business-to-consumer relationships: The consumer's perspective (2004)Defining business-to-consumer…Markets and Hierarchies: Analysis and Antitrust Implications. 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(1988)The Behavioral Consequences of Service Quality (1996)Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments (2000)Consumer Trust, Value, and Loyalty in Relational Exchanges (2002)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)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)Zero defections: quality comes to services. (1990)Understanding Relationship Marketing Outcomes (2002)Do social media marketing activities enhance customer equity? An empirical study of luxury fashion brand (2011)Theory in Anthropology since the Sixties (1984)The temporality of the landscape (1993)Social Exchange Theory: An Interdisciplinary Review (2005)SOME EXPLORATIONS IN INITIAL INTERACTION AND BEYOND: TOWARD A DEVELOPMENTAL THEORY OF INTERPERSONAL COMMUNICATION (1975)Trust in close relationships. (1985)A triangular theory of love. (1986)Teacher efficacy: capturing an elusive construct (2001)Validation Guidelines for IS Positivist Research (2004)The Delphi Technique: Making Sense of Consensus (2020)The Role of Market Forces in Assuring Contractual Performance (1981)Comparative Economic Organization: The Analysis of Discrete Structural Alternatives (1991)Economic Action and Social Structure: The Problem of Embeddedness (2002)
this work references cited by second hop

References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1979Transaction-Cost Economics: The Governance of Contractual Relations10,182 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1974Foundations of Behavioral Research7,346 cited
  • 1999The Different Roles of Satisfaction, Trust, and Commitment in Customer Relationships4,897 cited
  • 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
  • 1992Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations3,813 cited
  • 1995Relationship Marketing of Services--Growing Interest, Emerging Perspectives3,167 cited
  • 2012Stone Age Economics3,159 cited
  • 1973Social penetration: The development of interpersonal relationships2,836 cited
  • 1982Interpersonal Relations: A Theory of Interdependence2,782 cited
  • 1992The Changing Role of Marketing in the Corporation2,773 cited
  • 1998Relational Benefits in Services Industries: The Customer's Perspective2,347 cited
  • 1992Marketing Services: Competing Through Quality2,178 cited
  • 1995An Integrated Model of Buyer-Seller Relationships2,083 cited

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  • 1985A Role Theory Perspective on Dyadic Interactions: The Service Encounter2,003 cited
  • Cited by

    • 2013Key account relationships: An exploratory inquiry of customer-based evaluations43 cited
    • 2007Changes in sales call frequency: A longitudinal examination of the consequences in the supplier–customer relationship43 cited
    • 2013Where's the strategic intent in key account relationships?34 cited
    • 2009Role identity and attributions of high‐performing salespeople29 cited
    • 2005Improving Relationship Selling Through Failure Analysis and Recovery Efforts: A Framework and Call to Action29 cited
    • 2018Relationship orientation in banking and insurance services – a review of the evidence28 cited
    • 2014It ain't over 'til it's over: Evaluating reacquisition opportunities in business-to-business markets27 cited
    • 2017Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships22 cited
    • 2015Effective implementation of relationship orientation in new product launches20 cited
    • 2024Lonely and Insecure: How salesperson Well-Being impacts performance18 cited
    • 2004Defining business-to-consumer relationships: The consumer's perspective18 cited
    • 2016The link between guanxi and customer–salesperson collusion13 cited
    • 2014Veränderung der Markeneinstellung anhand der Triade Kunde-Marke-Verkäufer13 cited