-
1
-
-
0042748862
-
Toward a better understanding of distribution channel working relationships
-
K. Backhaus, & D. Wilson. Berlin: Springer-Verlag
-
Anderson JC, Narus JA Toward a better understanding of distribution channel working relationships. Backhaus K, Wilson D Industrial Marketing: A German American American Perspective. 1986;320-336 Springer-Verlag, Berlin.
-
(1986)
Industrial Marketing: A German American American Perspective
, pp. 320-336
-
-
Anderson, J.C.1
Narus, J.A.2
-
2
-
-
0043249998
-
Complete salesmanship: That's what buyers appreciate
-
(August)
-
Complete salesmanship: that's what buyers appreciate. Purchasing. 100:1984;59-66. (August).
-
(1984)
Purchasing
, vol.100
, pp. 59-66
-
-
-
3
-
-
0001923392
-
Toward a concept of domesticated markets
-
(Fall)
-
Arndt J Toward a concept of domesticated markets. J Mark. 43:1979;69-75. (Fall).
-
(1979)
J Mark
, vol.43
, pp. 69-75
-
-
Arndt, J.1
-
4
-
-
0000725634
-
Evaluating structural equation models with unobservable variables and measurement error: A comment
-
August
-
Bagozzi RP Evaluating structural equation models with unobservable variables and measurement error: a comment. J Mark Res. 18:1981;375-381. August.
-
(1981)
J Mark Res
, vol.18
, pp. 375-381
-
-
Bagozzi, R.P.1
-
5
-
-
51249177591
-
On the evaluation of structural equation models
-
Bagozzi RP, Yi Y On the evaluation of structural equation models. J Acad Mark Sci. 16:1988;74-94.
-
(1988)
J Acad Mark Sci
, vol.16
, pp. 74-94
-
-
Bagozzi, R.P.1
Yi, Y.2
-
6
-
-
84951659358
-
Relationship marketing of services - growing interest, emerging perspectives
-
Berry LL Relationship marketing of services - growing interest, emerging perspectives. J Acad Mark Sci. 23(4):1995;236-245.
-
(1995)
J Acad Mark Sci
, vol.23
, Issue.4
, pp. 236-245
-
-
Berry, L.L.1
-
7
-
-
84951661416
-
Building service relationships: It's all about promises
-
Bitner MJ Building service relationships: it's all about promises. J Acad Mark Sci. 23(4):1995;246-251.
-
(1995)
J Acad Mark Sci
, vol.23
, Issue.4
, pp. 246-251
-
-
Bitner, M.J.1
-
9
-
-
33845945922
-
Coefficient alpha and internal structure of tests
-
(September)
-
Cronbach LJ Coefficient alpha and internal structure of tests. Psychometrika. 16:1951;297-334. (September).
-
(1951)
Psychometrika
, vol.16
, pp. 297-334
-
-
Cronbach, L.J.1
-
10
-
-
0002381637
-
Measuring service quality: A reexamination and extension
-
(July)
-
Cronin JJ, Taylor S Measuring service quality: a reexamination and extension. J Mark. 56:1992;55-68. (July).
-
(1992)
J Mark
, vol.56
, pp. 55-68
-
-
Cronin, J.J.1
Taylor, S.2
-
11
-
-
0003056894
-
Relationship quality in services selling: An interpersonal influence perspective
-
(July)
-
Crosby LA, Evans KR, Cowles D Relationship quality in services selling: an interpersonal influence perspective. J Mark. 54:1990;68-81. (July).
-
(1990)
J Mark
, vol.54
, pp. 68-81
-
-
Crosby, L.A.1
Evans, K.R.2
Cowles, D.3
-
12
-
-
84964150008
-
Trust and suspicion
-
(June)
-
Deutsch M Trust and suspicion. J Conflict Resolution. 2:1958;265-279. (June).
-
(1958)
J Conflict Resolution
, vol.2
, pp. 265-279
-
-
Deutsch, M.1
-
13
-
-
0031502147
-
An examination of the nature of trust in buyer-seller relationships
-
(April)
-
Doney PM, Cannon JP An examination of the nature of trust in buyer-seller relationships. J Mark. 61:1997;31-35. (April).
-
(1997)
J Mark
, vol.61
, pp. 31-35
-
-
Doney, P.M.1
Cannon, J.P.2
-
16
-
-
0002777306
-
A transaction cost perspective on vertical contractual structure and interchannel competitive strategies
-
(April)
-
Dwyer FR, Oh S A transaction cost perspective on vertical contractual structure and interchannel competitive strategies. J Mark. 52:1988;21-34. (April).
-
(1988)
J Mark
, vol.52
, pp. 21-34
-
-
Dwyer, F.R.1
Oh, S.2
-
17
-
-
0001932429
-
Developing buyer-supplier relationships
-
(April)
-
Dwyer FR, Schurr PH, Oh S Developing buyer-supplier relationships. J Mark. 51:1987;11-27. (April).
-
(1987)
J Mark
, vol.51
, pp. 11-27
-
-
Dwyer, F.R.1
Schurr, P.H.2
Oh, S.3
-
18
-
-
84970260234
-
A synthesis of ethical decision making models for marketing
-
(Fall)
-
Ferrell OC, Gresham L, Fraedrich J A synthesis of ethical decision making models for marketing. J Macromark. 9:1989;55-64. (Fall).
-
(1989)
J Macromark
, vol.9
, pp. 55-64
-
-
Ferrell, O.C.1
Gresham, L.2
Fraedrich, J.3
-
19
-
-
0002078282
-
Ethical beliefs of marketing managers
-
(July)
-
Ferrell OC, Weaver MK Ethical beliefs of marketing managers. J Mark. 42:1978;69-73. (July).
-
(1978)
J Mark
, vol.42
, pp. 69-73
-
-
Ferrell, O.C.1
Weaver, M.K.2
-
21
-
-
21744448471
-
Determinants of long-term orientation in buyer-seller relationships
-
(April)
-
Ganesan S Determinants of long-term orientation in buyer-seller relationships. J Mark. 59:1994;1-19. (April).
-
(1994)
J Mark
, vol.59
, pp. 1-19
-
-
Ganesan, S.1
-
22
-
-
0002338090
-
Interfirm adaptation in business relationships
-
(April)
-
Hallen L, Johanson J, Mohamed NS Interfirm adaptation in business relationships. J Mark. 55:1991;29-37. (April).
-
(1991)
J Mark
, vol.55
, pp. 29-37
-
-
Hallen, L.1
Johanson, J.2
Mohamed, N.S.3
-
24
-
-
0002508836
-
The role of dependence balancing in safeguarding transaction-specific assets in conventional channels
-
(January)
-
Heide JB, John G The role of dependence balancing in safeguarding transaction-specific assets in conventional channels. J Mark. 52:1988;20-35. (January).
-
(1988)
J Mark
, vol.52
, pp. 20-35
-
-
Heide, J.B.1
John, G.2
-
25
-
-
0001780550
-
Alliances in industrial purchasing: The determinants of joint action in buyer-supplier relationships
-
(February)
-
Heide JB, John G Alliances in industrial purchasing: the determinants of joint action in buyer-supplier relationships. J Mark Res. 27:1990;24-36. (February).
-
(1990)
J Mark Res
, vol.27
, pp. 24-36
-
-
Heide, J.B.1
John, G.2
-
26
-
-
0002178137
-
Do norms matter in marketing relationships?
-
(April)
-
Heide JB, John G Do norms matter in marketing relationships? J Mark. 56:1992;32-44. (April).
-
(1992)
J Mark
, vol.56
, pp. 32-44
-
-
Heide, J.B.1
John, G.2
-
29
-
-
0042315728
-
Trust: The connecting link between organizational theory and philosophical ethics
-
(April)
-
Hosmer LRT Trust: the connecting link between organizational theory and philosophical ethics. Acad Manage Rev. 20:1995;379-403. (April).
-
(1995)
Acad Manage Rev
, vol.20
, pp. 379-403
-
-
Hosmer, L.R.T.1
-
30
-
-
0003252579
-
5 years and 141 articles of BEQ
-
(July)
-
Hosmer LRT 5 years and 141 articles of BEQ. Bus Ethics Q. 6:1996;325-358. (July).
-
(1996)
Bus Ethics Q
, vol.6
, pp. 325-358
-
-
Hosmer, L.R.T.1
-
31
-
-
0011134822
-
Information exchange in social interaction
-
M.E. Roloff, Miller R. London: Sage Publications
-
Kellerman K Information exchange in social interaction. Roloff ME, Miller R Interpersonal Processes: New Directions in Communication Research. Vol. 14:1987;140-156 Sage Publications, London.
-
(1987)
Interpersonal Processes: New Directions in Communication Research
, vol.14
, pp. 140-156
-
-
Kellerman, K.1
-
32
-
-
0002969245
-
Ethical climate, organizational commitment, and indebtedness among purchasing executives
-
(Fall)
-
Kelley S, Dorsch MJ Ethical climate, organizational commitment, and indebtedness among purchasing executives. J Personal Selling Sales Manage. 11:1991;55-65. (Fall).
-
(1991)
J Personal Selling Sales Manage
, vol.11
, pp. 55-65
-
-
Kelley, S.1
Dorsch, M.J.2
-
33
-
-
38249021577
-
Opportunistic behavior in marketing research organizations
-
(June)
-
Kelley S, Skinner SJ, Ferrell OC Opportunistic behavior in marketing research organizations. J Bus Res. 18:1989;327-340. (June).
-
(1989)
J Bus Res
, vol.18
, pp. 327-340
-
-
Kelley, S.1
Skinner, S.J.2
Ferrell, O.C.3
-
35
-
-
0007368289
-
Accountability, and sales agents' dueling loyalties
-
(July)
-
Kurland NB Accountability, and sales agents' dueling loyalties. Bus Ethics Q. 6:1996;289-310. (July).
-
(1996)
Bus Ethics Q
, vol.6
, pp. 289-310
-
-
Kurland, N.B.1
-
36
-
-
0002148874
-
The relevance of ethical salesperson behavior on relationship quality: The pharmaceutical industry
-
(Fall)
-
Lagace R, Dahlstrom R, Gassenheimer JB The relevance of ethical salesperson behavior on relationship quality: the pharmaceutical industry. J Personal Selling Sales Manage. 11:1991;39-47. (Fall).
-
(1991)
J Personal Selling Sales Manage
, vol.11
, pp. 39-47
-
-
Lagace, R.1
Dahlstrom, R.2
Gassenheimer, J.B.3
-
38
-
-
84938050413
-
Expansion of exchange monitoring trust levels in ongoing exchange relations
-
Matthews BA, Shimoff E Expansion of exchange monitoring trust levels in ongoing exchange relations. J Conflict Resolution. 23:1979;538-560.
-
(1979)
J Conflict Resolution
, vol.23
, pp. 538-560
-
-
Matthews, B.A.1
Shimoff, E.2
-
39
-
-
0039656230
-
Factors affecting trust in market research relationships
-
(January)
-
Moorman C, Deshpande R, Zaltman G Factors affecting trust in market research relationships. J Mark. 57:1993;81-101. (January).
-
(1993)
J Mark
, vol.57
, pp. 81-101
-
-
Moorman, C.1
Deshpande, R.2
Zaltman, G.3
-
40
-
-
21344475322
-
The commitment-trust theory of relationship marketing
-
(July)
-
Morgan RM, Hunt SD The commitment-trust theory of relationship marketing. J Mark. 58:1994;20-38. (July).
-
(1994)
J Mark
, vol.58
, pp. 20-38
-
-
Morgan, R.M.1
Hunt, S.D.2
-
42
-
-
0001276484
-
Crossover effects in the theory of reasoned action: A moderating influence attempt
-
(December)
-
Oliver RL, Bearden W Crossover effects in the theory of reasoned action: a moderating influence attempt. J Consum Res. 12:1985;324-340. (December).
-
(1985)
J Consum Res
, vol.12
, pp. 324-340
-
-
Oliver, R.L.1
Bearden, W.2
-
43
-
-
0002852072
-
Consumer perceptions of interpersonal equity and satisfaction in transactions: A field survey approach
-
(April)
-
Oliver RL, Swan JE Consumer perceptions of interpersonal equity and satisfaction in transactions: a field survey approach. J Mark. 53:1989;21-35. (April).
-
(1989)
J Mark
, vol.53
, pp. 21-35
-
-
Oliver, R.L.1
Swan, J.E.2
-
44
-
-
0000684964
-
Equity and disconfirmation perceptions as influences on merchant and product satisfaction
-
(December)
-
Oliver RL, Swan JE Equity and disconfirmation perceptions as influences on merchant and product satisfaction. J Consum Res. 16:1989;372-383. (December).
-
(1989)
J Consum Res
, vol.16
, pp. 372-383
-
-
Oliver, R.L.1
Swan, J.E.2
-
45
-
-
0001312089
-
SERVQUAL: A multiple-item scale for measuring consumer perceptions of service quality
-
Parasuraman A, Berry L, Zeithaml V SERVQUAL: a multiple-item scale for measuring consumer perceptions of service quality. J Retailing. 64:1991;12-37.
-
(1991)
J Retailing
, vol.64
, pp. 12-37
-
-
Parasuraman, A.1
Berry, L.2
Zeithaml, V.3
-
46
-
-
0002408510
-
A conceptual model of service quality and its implications for future research
-
(Fall)
-
Parasuraman A, Zeithaml V, Berry L A conceptual model of service quality and its implications for future research. J Mark. 49:1985;41-50. (Fall).
-
(1985)
J Mark
, vol.49
, pp. 41-50
-
-
Parasuraman, A.1
Zeithaml, V.2
Berry, L.3
-
48
-
-
0001405112
-
Effect of product-line pricing characteristics on product evaluations
-
(March)
-
Petroshius SM, Monroe KB Effect of product-line pricing characteristics on product evaluations. J Consum Res. 13:1987;511-519. (March).
-
(1987)
J Consum Res
, vol.13
, pp. 511-519
-
-
Petroshius, S.M.1
Monroe, K.B.2
-
49
-
-
0003318398
-
Definition of the situation as a determinant of international action
-
H.S. Kelman. New York: Holt, Rinehart and Winston
-
Pruitt DG Definition of the situation as a determinant of international action. Kelman HS International Behavior: A Social Psychological Analysis. 1965;36-52 Holt, Rinehart and Winston, New York.
-
(1965)
International Behavior: A Social Psychological Analysis
, pp. 36-52
-
-
Pruitt, D.G.1
-
50
-
-
0014178927
-
A new scale for the measurement of interpersonal trust
-
Rotter JB A new scale for the measurement of interpersonal trust. J Personality. 35(4):1967;651-665.
-
(1967)
J Personality
, vol.35
, Issue.4
, pp. 651-665
-
-
Rotter, J.B.1
-
51
-
-
0002624432
-
Social exchange and behavioral interdependence
-
R.L. Burgess, & T.L. Huston. New York: Academic Press
-
Scanzoni J Social exchange and behavioral interdependence. Burgess RL, Huston TL Social Exchange in Developing Relationships. 1979;103-127 Academic Press, New York.
-
(1979)
Social Exchange in Developing Relationships
, pp. 103-127
-
-
Scanzoni, J.1
-
52
-
-
0000642239
-
The effect of influence type and performance outcomes on attitude toward the influencer
-
(February)
-
Scheer L, Stern LW The effect of influence type and performance outcomes on attitude toward the influencer. J Mark Res. 29:1992;128-142. (February).
-
(1992)
J Mark Res
, vol.29
, pp. 128-142
-
-
Scheer, L.1
Stern, L.W.2
-
53
-
-
3242753566
-
Relationship marketing in consumer markets: Antecedents and consequences
-
Sheth JN, Parvatiyar A Relationship marketing in consumer markets: antecedents and consequences. J Acad Mark Sci. 23(4):1996;255-271.
-
(1996)
J Acad Mark Sci
, vol.23
, Issue.4
, pp. 255-271
-
-
Sheth, J.N.1
Parvatiyar, A.2
-
54
-
-
0002663321
-
Gaining customer trust: A conceptual guide for the salesperson
-
(November)
-
Swan JE, Nolan JJ Gaining customer trust: a conceptual guide for the salesperson. J Personal Selling Sales Manage. 5:1985;39-48. (November).
-
(1985)
J Personal Selling Sales Manage
, vol.5
, pp. 39-48
-
-
Swan, J.E.1
Nolan, J.J.2
-
55
-
-
84950658432
-
Measuring dimensions of purchaser trust of industrial salespeople
-
Swan JE, Trawick FI, Rink DR, Roberts JJ Measuring dimensions of purchaser trust of industrial salespeople. J Personal Selling Sales Manage. 8(1):1988;1-9.
-
(1988)
J Personal Selling Sales Manage
, vol.8
, Issue.1
, pp. 1-9
-
-
Swan, J.E.1
Trawick, F.I.2
Rink, D.R.3
Roberts, J.J.4
-
56
-
-
0000542019
-
How industrial salespeople gain customer trust
-
Swan JE, Trawick FI, Silva D How industrial salespeople gain customer trust. Ind Mark Manage. 14:1985;203-211.
-
(1985)
Ind Mark Manage
, vol.14
, pp. 203-211
-
-
Swan, J.E.1
Trawick, F.I.2
Silva, D.3
-
57
-
-
0002404830
-
A theory and measure of ethical climate in organizations
-
W. Frederick, & L.E. Preston. Greenwich, CT: JAI Press
-
Victor B, Cullen JB A theory and measure of ethical climate in organizations. Frederick W, Preston LE Research in Corporate Social Performance and Policy. 1987;51-71 JAI Press, Greenwich, CT.
-
(1987)
Research in Corporate Social Performance and Policy
, pp. 51-71
-
-
Victor, B.1
Cullen, J.B.2
-
58
-
-
84936094829
-
The organizational bases of ethical work climates
-
(March)
-
Victor B, Cullen JB The organizational bases of ethical work climates. Administrative Sci Q. 33:1988;101-125. (March).
-
(1988)
Administrative Sci Q
, vol.33
, pp. 101-125
-
-
Victor, B.1
Cullen, J.B.2
-
59
-
-
0002829543
-
Effectiveness in sales interactions: A contingency framework
-
(Winter)
-
Weitz B Effectiveness in sales interactions: a contingency framework. J Mark. 45:1981;85-103. (Winter).
-
(1981)
J Mark
, vol.45
, pp. 85-103
-
-
Weitz, B.1
-
60
-
-
0003124651
-
Developing better measures of consumer satisfaction: Some preliminary results
-
Monroe K.B. Ann Arbor, MI: Association for Consumer Research
-
Westbrook RA, Oliver RL Developing better measures of consumer satisfaction: some preliminary results. Monroe KB Advances in Consumer Research. Vol. 8:1981;94-99 Association for Consumer Research, Ann Arbor, MI.
-
(1981)
Advances in Consumer Research
, vol.8
, pp. 94-99
-
-
Westbrook, R.A.1
Oliver, R.L.2
-
61
-
-
0001965575
-
Trust and distrust
-
W.B. Austin, & S. Worchel. Belmont, CA: Wadsworth
-
Worchel P Trust and distrust. Austin WB, Worchel S Social Psychology and Intergroup Relations. 1979;243-259 Wadsworth, Belmont, CA.
-
(1979)
Social Psychology and Intergroup Relations
, pp. 243-259
-
-
Worchel, P.1
-
62
-
-
67649084317
-
Trust and managerial problem solving
-
Zand D.E. Trust and managerial problem solving. Administrative Sci Q. 17:1972;229-239.
-
(1972)
Administrative Sci Q
, vol.17
, pp. 229-239
-
-
Zand, D.E.1
-
63
-
-
0002116850
-
Production of trust: Institutional sources of economic structure, 1840-1920
-
B.M. Staw, Cummings L.L. New York: JAI Press
-
Zucker LG Production of trust: institutional sources of economic structure, 1840-1920. Staw BM, Cummings LL Research in Organizational Behavior. Vol. 8:1986;53-111 JAI Press, New York.
-
(1986)
Research in Organizational Behavior
, vol.8
, pp. 53-111
-
-
Zucker, L.G.1
|