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Relationship Development in Selling: A Cognitive Analysis

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References

2025Advances in Consumer Research13,264 cited
1987Developing Buyer-Seller Relationships9,139 cited
1981Categorization and Representation of Physics Problems by Experts and Novices*5,238 cited
1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective4,760 cited
1975Marketing as Exchange1,648 cited
1972A Generic Concept of Marketing1,427 cited
1985Influences on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness1,247 cited
1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
1975Beyond Contract: Work, Power and Trust Relations.1,076 cited
1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
1985How industrial salespeople gain customer trust402 cited
1980The Self in Social Psychology346 cited
1979Social Exchange and Behavioral Interdependence307 cited
1988Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept279 cited
1988Knowledge Structure Differences between More Effective and Less Effective Salespeople255 cited

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2013Gaining Customer Trust: A Conceptual Guide for the Salesperson214 cited

Cited by

2003Preliminary evidence on the composition of relational exchange and its outcomes: the distributor perspective79 cited
2000An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogenous Goods70 cited
2009The effects of perceived salesperson listening effectiveness in the financial industry68 cited
2001An Exploratory Investigation of the Relationship of Sales Force Compensation and Intrinsic Motivation67 cited
2008The effects of humour usage by financial advisors in sales encounters63 cited
1996What national account decision makers would tell salespeople about building relationships56 cited
2000Cognitive Complexity and Salesperson Adaptability: An Exploratory Investigation43 cited
2001Disclosure and Its Reciprocity as Predictors of Key Outcomes of an Initial Sales Encounter40 cited
2002Salesperson’s procedural knowledge, experience and performance40 cited
2006A network perspective of account manager performance38 cited
2011Relationship marketing in the casino industry37 cited
2003Antecedents and consequences of a firm's selling orientation36 cited
2017Allocation of Salespeople's resources for generating new sales opportunities across four types of customers35 cited
1998A Conceptual Scheme and Procedure for Classifying Sales Positions35 cited
2013Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective27 cited
2015How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance26 cited