The strategic role of the salesperson in established buyer-seller relationships

Journal of Business-to-Business Marketing

Volumn 3, Issue 3, 1997, Pages 39-78

  Biong, Harald ^a   Selnes, Fred ^a  

^a BI NORWEGIAN BUSINESS SCHOOL   (Norway)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0003069714     PISSN: 1051712X     EISSN: 15470628     Source Type: Journal    
DOI: 10.1300/J033v03n03_03     Document Type: Article

References (107)

1. Anderson, Erin (1985), “The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis,” Marketing Science, 4 (Summer), 234-54.
2. Anderson, Erin and Richard L. Oliver (1987), “Perspectives on Behavioral Based versus Outcome-Based Sales Force Control Systems,” Journal of Marketing, 51 (October), 76-88.
3. Anderson, Erin and Barton Weitz (1989), “Determinants of Continuity in Conventional Industrial Channel Dyads,” Marketing Science, 8 (Fall), 310-23.
4. Anderson, Erin and Barton Weitz (1992), “The Use of Pledges to Build and Sustain Commitment in Distribution Channels,” Journal of Marketing Research, 29 (February), 18-34.
5. Anderson, James C. (1995), “Relationships in Business Markets: Exchange Episodes, Value Creation, and Their Empirical Assessment,” Journal of the Academy of Marketing Science, 23 (4), 346-350.
6. Anderson, James C. and David W. Gerbing (1988), “Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach,” Psychological Bulletin, 103 (3), 411-423.
7. Anderson, James C. and James A. Narus (1984), “A Model of the Distributor’s Perspective of Distributor-Manufacturer Working Relationships,” Journal of Marketing, 48 (Autumn), 62-74.
8. Anderson, James C. and James A. Narus (1990), “A Model of Distributor Firm and Manufacturer Firm Working Partnerships,” Journal of Marketing, 54 (January), 42-58.
9. Anderson, James C. and James A. Narus (1991), “Partnering as a Focused Market Strategy,” California Managment Review, 33, 7(Spring), 95-113.
10. Anderson, James C. and James A. Narus (1995), “Capturing the Value of Supplementary Services,” Harvard Business Review, 73 (January-February), 75-83.
11. Armstrong, J. Scott and Terry S. Overton (1977), “Estimating Nonresponse Bias in Mail Surveys,” Journal of Marketing Research, 14 (August), 396-402.
12. Arndt, Johan (1979), “Toward a Concept of Domesticated Markets,” Journal of Marketing, 43 (Fall), 69-75.
13. Arndt, Johan (1983), “The Political Economy Paradigm: Foundation for Theory Building in Marketing,” Journal of Marketing, 47 (Fall), 44-54.
14. Asmus, David and John Griffin (1993), “Harnessing the Power of Your Suppliers,” Mckinsey Quarterly, 3, 63-78.
15. Axelrod, Robert (1984), The Evolution of Cooperation. New York: Basic Books.
16. Bagozzi, Richard P. (1978), “Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors,” Journal of Marketing Research, 15 (November), 517-31.
17. Bagozzi, Richard P. and Lynn W. Phillips (1982), “Representing and Testing Organizational Theories,” Administrative Science Quarterly, 27 (September), 459-89.
18. Behrman, Douglas N. and William D. Perreault, Jr. (1982), “Measuring the Performance of Industrial Salespersons,” Journal of Business Research, 10 (September), 355-70.
19. Bergen, Mark, Shantanu Dutta, and Orville C. Walker, Jr (1992), “Agency Relationships in Marketing, A Review of the Implications and Applications of Agency and Related Theories,” Journal of Marketing, 56 (July), 1-24.
20. Berry, Leonard L. (1995), “Relationship Marketing of Services-Growing Interest, Emerging Perspectives,” Journal of the Academy of Marketing Science; 23 (4), 236-245.
21. Biong, Harald (1993), “Satisfaction and Loyalty to Suppliers Within the Grocery Trade,” European Journal of Marketing, 27 (7), 21-38.
22. Bonoma, Thomas V. (1976), “Conflict, Cooperation and Trust in Three Power Systems,” Behavioral Sciences, 21 (6), 499-514.
23. Bonoma, Thomas V. and Wesley J. Johnston (1978), “The Social Psychology of Industrial Buying and Selling,” Industrial Marketing Management, 17 (4), 213-24.
24. Bradach, Jeffrey L. and Robert G. Eccles (1989), “Price, Authority and Trust: From Ideal Types to Plural Forms,” Annual Review of Sociology, 15, 97-118.
25. Buchanan, Lauranne (1992), “Vertical Trade Relationships:Jhe Role of Dependence and Symmetry in Attaining Organizational Goals,” Journal of Marketing Research, 29 (February), 65-75.
26. Byrne, B. and D. Nelson (1965), “Attraction as a Linear Function of Proportion of Positive Reinforcements,” Journal of Personality and Social Psychology, 1, 659-663.
27. Cadotte, Ernest R. and Louis Stem (1979), “A Process Model of Interorgamza- tional Relations in Marketing Channels,” in Research in Marketing, Vol. 2. Jagdish Sheth, ed. Greenwich, CT: JAI Press, Inc.
28. Campbell, Donald T. (1955), “The Informant in Quantitative Research,” American Journal of Sociology, 60, 339-42.
29. Churchill, Gilbert A., Neil M. Ford, Steven W. Hartley, and Orville C. Walker,. (1985), “The Determinants of Salesperson Performance: A Meta-Analysis,” Journal of Marketing Research, 22 (May), 103-18.
30. Churchill, Gilbert A., Neil M. Ford, Steven W. Hartley, and Orville C. Walker (1990), Sales Force Management, 3rd ed, Homewood, 1L: Richard D. Irwin, Inc.
31. Cook, Karen S. and Richard M. Emerson (1984), “Exchange Networks and the Analysis of Complex Organizations,” Annual Review of Sociology 15: 97-118.
32. Cravens, David W., Ken Grant, Thomas N. Ingram, Raymond W. Laforge, and Clifford Young (1992), “In Search of Excellent Sales Organizations,” European Journal of Marketing, 26(1), 6-23.
33. Cravens, David W, Thomas N. Ingram, Raymond W. Laforge, and Clifford Young (1993), “Behavior-Based and Outcome-Based Salesforce Control Systems, Journal of Marketing, 57 (1), 47-59.
34. Crosby, Lawrence A. and Nancy Stephens (1987), “Effects of Relationship Marketing on Satisfaction, Retention, and Prices in the Life Insurance Industry,” Journal of Marketing Research, 24 (November), 404-411.
35. Crosby, Lawrence A., Kenneth R. Evans, and Deborah Cowles (1990), “Relationship Quality in Services Selling: An Interpersonal Influence Perspective,” Journal of Marketing, 54 (July), 68-81.
36. Dwyer, F. Robert and Sejo Oh (1987), “Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels,” Journal of Marketing Research, 24 (November), 347-358.
37. Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh (1987), “Developing Buyer-Seller Relations,” Jowmal of Marketing, 51 (April), 11-28
38. Eisenhardt, Kathleen M, (1985), “Control: Organizational and Economic Approaches,” Management Science, 31 134-149
39. Emerson, Richard M. (1962), “Power-Dependence Relations,” American Sociological Review\ 27 (February), 31-41.
40. Farmer, D.H. and K, MacMillan (1976), “Voluntary Collaboration vs. Disloyalty to Suppliers,” Journal of Purchasing and Materials Management, 3 (Winter), 3-8.
41. Fierman, Jaclyn (1994), “The Death and Rebirth of the Salesman,” Fortune (July 25): 120-126.
42. Ford, David (1980), “The Development of Buyer-Seller Relationships in Industrial Markets,” European Journal of Marketing, 14 (5/6), 339-53.
43. Fomell, Claes (1992), “A National Customer Satisfaction Barometer: The Swedish Experience,” Journal of Marketing, 56 (January), 6-21.
44. Frazier, Gary L. (1983), “An Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective,” Journal of Marketing, 47 (Fall), 68-78.
45. Frazier, Gary L., and Raymond C. Rody (1991), “The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels,” Journal of Marketing, 55 (January), 52-69.
46. Frazier, Gary L., Robert Spekman, and Charles R. O’Neal (1988), “Just-in-Time Exchange Relationships in Industrial Markets,” Journal of Marketing, 52 (October), 52-67.
47. Frazier, Gary L. and John Summers (1984), ‘interfirm Influence Strategies and Their Application Within Marketing Channels,” Journal of Marketing, 48 (Summer), 38-48.
48. French, John and Bertram Raven (1959), “The Basis of Social Power,” in Studies in Social Power, Dorwin Cartwright, ed. Ann Arbor: University of Michigan, 150-167.
49. Ganesan, Shankar (1994), “Determinants of Long-Term Orientation in Buyer- Seller Relationships,” Journal of Marketing, 58 (April), 1-19.
50. Gaski, John F. (1984), “The Theory of Power and Conflict in Channels of Distribution,” Journal of Marketing, 48 (Summer), 9-29.
51. Gaski, J.F. and J.R. Nevin (1985), “The Differential Effects of Exercised and Unexercised Power Sources in Marketing Channel,” Journal of Marketing Research, 12 (May), 130-142.
52. Gladstein, Deborah L. (1984), “Groups in Context. A Model of Task Group Effectiveness,” Administrative Science Quarterly; 29 (December), 499-517.
53. Granovetter, Mark (1985), “Economic Action and Social Structure: The Problem of Embeddedness,” American Journal of Sociology, 91 (November), 481-510.
54. Gummesson, Evert (1991), “Marketing-Orientation Revisited: The Crucial Role of the Part-Time Marketer,” European Journal of Marketing, 25 (2) 60-75.
55. Håkansson H. and C. Östberg (1975), ‘industrial Marketing: An Organizational Problem?” Industrial Marketing Management, 4 (June), 113-23.
56. Heide, Jan B. (1994), “Inter-Organizational Governance in Marketing Channels: Theoretical Perspectives on Forms and Antecedents,” Journal of Marketing, 58 (January), 71-85.
57. Håkansson H. and George John (1988), “The Role of Dependence Balancing in Safeguarding Transaction Specific Assets in Conventional Channels,” Journal of Marketing, 52 (January), 20-35.
58. Håkansson H. and George John (1990), “Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships,” Journal of Marketing Research, 27 (February), 24-36.
59. Håkansson H. and George John (1992). “Do Norms Matter in Marketing Relationships?” Journal of Marketing, 56 (April), 32-44.
60. Håkansson H.and Anne S. Miner (1992), “The Shadow of the Future: Effects of Anticipated Interaction and Frequency of Contact on Buyer-Seller Cooperation,” Academy of Management Journal, 35 (2), 265-91.
61. Jackson, Barbara (1985), Winning and Keeping Industrial Customers. Lexington, MA: Lexington Books.
62. Johanson, Jan, Lars Hallén, and Nazeem Seyed-Mohamed (1991), “Interfirm Adaptation in Business Relationships,” Journal of Marketing, 55 (April), 29-37.
63. John, George and Barton Weitz (1989), “Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation,” Journal of Marketing Research, 26 (February), 1-14.
64. Jiittner, Uta and Hans P. Wehrli (1994), “Relationship Marketing from a Value System Perspective,” International Journal of Service Industry Management, 5 (5), 54-73.
65. Kanter, Rosabeth Moss (1994), “Collaborative Advantage,” Harard Business Review, 72 (July-August), 96-108.
66. Kohli, Ajay K. and Bernard J. Jaworski (1990), “Market Orientation: The Construct, Research Propositions, and Managerial Implications,” Journal of Marketing, 54 (April), 1-18.
67. Kranton, Rachel E. (1996), “The Formation of Cooperative Relationships,''Journal of Law, Economics, and Organization, 12 (April), 214-233.
68. Kumar, Nirmalya, Lisa K. Scheer, and Jan-Benedict E. M. Steenkamp (1995), “The Effects of Supplier Fairness on Vulnerable Resellers,” Journal of Marketing Research, 32 (February), 54-65.
69. Kumar, Nirmalya, Louis W. Stem and Ravi S. Achrol (1992), “Assessing Reseller Performance from the Perspective of the Supplier,” Journal of Marketing Research, 29, 238-253.
70. Lagace, Rosemary R., Robert Dahlstrom, and Jule B. Gassenheimer (1991), “The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry,” Journal of Personal Selling & Sales Management, 11 (Fall), 39-47.
71. Lambert, Douglas M. and Jay U. Sterling (1987), “Establishing Customer Service Strategies With in the Marketing Mix,” Journal of Business Logistics, 8(1), 1-30
72. Larson, Andrea (1992), “Network Dyads in Entrepreneurial Settings: A Study of the Governance of Exchange Processes,” Administrative Science Quarterly, 37 (March), 76-104.
73. Levitt, Theodore (1983), The Marketing Imagination. New York: The Free Press.
74. Macaulay, Stewart (1963), “Non-Contractual Relations in Business,” American Sociology Review, 28, 55-70.
75. Macneil, Ian R. (1978), “Contracts: Adjustments of Long-Term Economic Relations Under Classical, Neoclassical, and Relational Contract Law,” Northwestern University Law Review, 72 (6), 854-905.
76. Metcalf, Lynn E., Carl L. Frear, and R. Krishnan (1992), “Buyer-Seller Relationships: An Application of the IMP Interaction Model,” European Journal of Marketing, 26 (2), 27-46.
77. Morgan, Robert M. and Shelby D. Hunt (1994), “The Commitment-Trust Theory of Relationship Marketing,” Journal of Marketing, 58 (July), 20-38.
78. Noordewier, T.G., G. John, and J. Nevin (1990), “Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships,” Journal of Marketing, 54 (October), 129-141.
79. Nunnally, Jum C. (1978), Psychometric Theory, 2nd ed. New York: McGraw-Hill Book Company.
80. O’Neal, Charles O. (1989), “JIT Procurement and Relationship Marketing,” Industrial Marketing Management, 18, 55-63.
81. Ouchi, William G. (1979), “A Conceptual Framework for the Design of Organizational Control Mechanisms,” Management Science, 25 (9), 833-48.
82. Ouchi, William G. (1980), “Markets, Bureaucracies, and Clans,” Administrative Science Quarterly, 25 (March), 129-141.
83. Pfeffer, Jeffrey and Gerald R. Salancik (1978), The External Control of Organizations: A Resource Dependence Perspective. New York: Harper & Row Publishers, Inc.
84. Rand, Thomas M. and Kenneth N. Wexley (1975), “Demonstration of the Effect, ‘Similar to Me,’ in Simulated Employment Interviews,” Psychological Reports, 36, 535-544.
85. Reve, Torger and Louis W. Stem (1979), “Interorganizational Relations in Marketing Channels,” Academy of Management Review, 4 (3), 405-16.
86. Ring, Peter. S. and Andrew H. VandeVen (1994), “Development Processes of Cooperative Interorganizational Relationships,” Academy of Management Review, 19 1, 90-118
87. Robicheaux, Robert A. and Adel I, El-Ansary (1975), “A General Model for Understanding Channel Member Behavior,” Journal of Retailing, 52 (4), 13-30-94.
88. Seabright, Mark A., Daniel A. Levinthal, and Mark Fichman (1992), “Role of Individual Attachments in the Dissolution of Interorganizational Relationships,” Academy of Management Journal, 35(1), 122-160.
89. Shapiro, Benson P. and Rowland T. Moriarty (1982), “National Account Management: Emerging Insights,” Report No. 82-100: Marketing Science Institute, Cambridge, MA.
90. Sheth, Jagdish N. and Atul Parvatiyar (1992), “Towards a Theory of Business Alliance Formation,” Scandinavian International Business Review, 1 (3), 71-87.
91. Stem, Louis W. and Adel I. El-Ansary (1992), Marketing Channels, 4th ed. Englewood Cliffs, NJ: Prentice-Hall, Inc.
92. Stump, Rodney L. and Jan B. Heide (1996), “Controlling Supplier Opportunism in Industrial Relationships,” Journal of Marketing Research, 33 (November), 431-441.
93. Sujan, Harish, Barton Weitz, and Nirmalya Kumar (1994), “Learning Orientation, Working Smart, and Effective Selling,” Journal of Marketing, 58 (July), 39-52.
94. Swan, John E., I. Fredrick Trawick, and David W. Silva (1985), “How Industrial Salespeople Gain Customer Trust,” Industrial Marketing Management, 14 (3), 203-11.
95. Telser, L.G. (1980), “A Theory of Self-Enforcing Agreements,” Journal of Business, 53 (1), 27-44.
96. Webster, Frederick E. (1991), Industrial Marketing Strategy, 3rd ed. New York: John Wiley & Sons, Inc.
97. Webster, Frederick E. (1992), “The Changing Role of Marketing in the Corporation,” Journal of Marketing, 56 (October), 1-17.
98. Weitz, Barton A. (1981), “Effectiveness in Sales Interactions: A Contingency Framework,” Journal of Marketing, 45 (Winter), 85-103.
99. Weitz, Barton A., Harish Sujan, and Mita Sujan (1986), “Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness, "Journal of Marketing, 50 (October), 174-91.
100. Williamson, Oliver E. (1979), “Transaction Cost Economics: The Governance of Contractual Relations,” Journal of Law and Economics, 22, 233-261.
101. Williamson, Oliver E. (1985), The Economic Institutions of Capitalism. New York: Free Press.
102. Williamson, Oliver E. (1991), “Strategizing, Economizing, and Economic Organization,” Strategic Management Journal, 12 (Winter), 75-94.
103. Williamson, Oliver E. (1994), “Transaction Cost Economics and Organization Theory,” in The Handbook of Economic Sociology N.J. Smelser and R. Sweddery, eds. Princeton, NJ: Princeton University Press, 77-107.
104. Williamson, Oliver E. (1996), “Economic Organization: The Case for Candor,” Academy of Management Review, 12 (Winter), 75-94.
105. Williams, Alvin J. and John Seminerio (1985), “What Buyers Like from Salesmen,” Industrial Marketing Management, 14 (May), 75-78.
106. Wilson, David T. (1995), An Integrated Model of Buyer-Selîer Relationships,” Journal of the Academy of Marketing Science, 23 (4), 335-345.
107. Zajac, Edward J. and Cyrus P. Olsen (1993), “From Transaction Cost to Transactional Value Analysis: Implications for the Study of Interorganizational Strategies,” Journal of Management Studies, 30 (January), 131-145.