메뉴 건너뛰기




Volumn 71, Issue 4, 2007, Pages 121-139

Friendship versus business in marketing relationships

Author keywords

[No Author keywords available]

Indexed keywords


EID: 36048986029     PISSN: 00222429     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkg.71.4.121     Document Type: Article
Times cited : (245)

References (129)
  • 1
    • 14844303561 scopus 로고    scopus 로고
    • Curvilinear Effects of Consumer Loyalty Determinants in Relational Exchanges
    • February
    • Agustin, Clara and Jagdip Singh (2005), "Curvilinear Effects of Consumer Loyalty Determinants in Relational Exchanges," Journal of Marketing Research, 42 (February), 96-108.
    • (2005) Journal of Marketing Research , vol.42 , pp. 96-108
    • Agustin, C.1    Singh, J.2
  • 5
    • 0348044610 scopus 로고    scopus 로고
    • The Identity Salience Model of Relationship Marketing Success: The Case of Nonprofit Marketing
    • April
    • Arnett, Dennis B., Steve D. German, and Shelby D. Hunt (2003), "The Identity Salience Model of Relationship Marketing Success: The Case of Nonprofit Marketing," Journal of Marketing, 67 (April), 89-105.
    • (2003) Journal of Marketing , vol.67 , pp. 89-105
    • Arnett, D.B.1    German, S.D.2    Hunt, S.D.3
  • 6
    • 0036021509 scopus 로고    scopus 로고
    • When Does Trust Matter? Antecedents and Contingent Effects of Supervisee Trust on Performance in Selling New Products in China and the United States
    • July
    • Atuahene-Gima, Kwaku and Haiyang Li (2002), "When Does Trust Matter? Antecedents and Contingent Effects of Supervisee Trust on Performance in Selling New Products in China and the United States," Journal of Marketing, 66 (July), 61-81.
    • (2002) Journal of Marketing , vol.66 , pp. 61-81
    • Atuahene-Gima, K.1    Li, H.2
  • 7
    • 0001877986 scopus 로고
    • Marketing as an Organized Behavioral System of Exchange
    • October
    • Bagozzi, Richard P. (1974), "Marketing as an Organized Behavioral System of Exchange," Journal of Marketing, 38 (October), 77-81.
    • (1974) Journal of Marketing , vol.38 , pp. 77-81
    • Bagozzi, R.P.1
  • 11
    • 36048973767 scopus 로고
    • Recent Development in Role Theory
    • _ (1986), "Recent Development in Role Theory," Annual Review of Sociology, 12, 67-92.
    • (1986) Annual Review of Sociology , vol.12 , pp. 67-92
    • Biddle, B.J.1
  • 13
    • 0035531819 scopus 로고    scopus 로고
    • Collateralized Social Relations: The Social in Economic Calculation
    • _ and Richard P. Castanias (2001), "Collateralized Social Relations: The Social in Economic Calculation," American Journal of Economics and Sociology, 60 (2), 471-500.
    • (2001) American Journal of Economics and Sociology , vol.60 , Issue.2 , pp. 471-500
    • Biggart, N.W.1    Castanias, R.P.2
  • 16
    • 84997879868 scopus 로고    scopus 로고
    • Direct Sales Franchises in the UK: A Self-Employment Grey Area
    • Brodie, Stewart, John Stanworth, and Thomas R. Wotruba (2002), "Direct Sales Franchises in the UK: A Self-Employment Grey Area," International Small Business Journal, 20 (1), 53-76.
    • (2002) International Small Business Journal , vol.20 , Issue.1 , pp. 53-76
    • Brodie, S.1    Stanworth, J.2    Wotruba, T.R.3
  • 17
    • 36049026441 scopus 로고    scopus 로고
    • Getting Leads from Newbie Realtors
    • Broker (2005), "Getting Leads from Newbie Realtors," 7 (February-March), 55.
    • (2005) 7 (February-March) , vol.55
    • Broker1
  • 18
    • 36048967814 scopus 로고
    • Pattern of Buying Farm Equipment and Supplies
    • July
    • Brown, Floyd W. (1950), "Pattern of Buying Farm Equipment and Supplies," Journal of Marketing, 15 (July), 70-73.
    • (1950) Journal of Marketing , vol.15 , pp. 70-73
    • Brown, F.W.1
  • 19
    • 36049040235 scopus 로고    scopus 로고
    • Want a Free iPod? Just Click Here
    • March 6
    • Bulik, Beth Snyder (2006), "Want a Free iPod? Just Click Here," Advertising Age, (March 6), 3.
    • (2006) Advertising Age , pp. 3
    • Bulik, B.S.1
  • 21
    • 32044466250 scopus 로고    scopus 로고
    • Building Down and Dreaming Up: Finding Faith in a Mexican Multilevel Marketer
    • Cahn, Peter S. (2006), "Building Down and Dreaming Up: Finding Faith in a Mexican Multilevel Marketer," American Ethnologist, 33 (1), 126-42.
    • (2006) American Ethnologist , vol.33 , Issue.1 , pp. 126-142
    • Cahn, P.S.1
  • 23
    • 85091547832 scopus 로고    scopus 로고
    • People Who Can Be Friends: Selves and Social Relationships
    • Sandra Bell and Simon Coleman, eds. New York: Berg
    • Carrier, James G. (1999), "People Who Can Be Friends: Selves and Social Relationships," in The Anthropology of Friendship, Sandra Bell and Simon Coleman, eds. New York: Berg, 21-38.
    • (1999) The Anthropology of Friendship , pp. 21-38
    • Carrier, J.G.1
  • 24
    • 0347211739 scopus 로고
    • Techniques and Purposes of Price Discrimination
    • October
    • Cassady, Ralph, Jr. (1946), "Techniques and Purposes of Price Discrimination," Journal of Marketing, 11 (October), 135-50.
    • (1946) Journal of Marketing , vol.11 , pp. 135-150
    • Cassady1    Ralph Jr2
  • 26
    • 0021486031 scopus 로고
    • Record Keeping in Two Types of Relationships
    • Clark, Margaret S. (1984), "Record Keeping in Two Types of Relationships," Journal of Personality and Social Psychology, 47 (3), 549-57.
    • (1984) Journal of Personality and Social Psychology , vol.47 , Issue.3 , pp. 549-557
    • Clark, M.S.1
  • 28
    • 0021433243 scopus 로고    scopus 로고
    • Cooke, Robert A. and Denise M. Rousseau (1984), Stress and Strain from Family Roles and Work-Role Expectations, Journal of Applied Psychology, 69 (2), 252-60.
    • Cooke, Robert A. and Denise M. Rousseau (1984), "Stress and Strain from Family Roles and Work-Role Expectations," Journal of Applied Psychology, 69 (2), 252-60.
  • 29
    • 0000649885 scopus 로고    scopus 로고
    • Network Marketing Organizations: Compensation Plans, Retail Network Growth, and Profitability
    • Coughlan, Anne T. and Kent Grayson (1998), "Network Marketing Organizations: Compensation Plans, Retail Network Growth, and Profitability," International Journal of Research in Marketing, 15 (5), 401-426.
    • (1998) International Journal of Research in Marketing , vol.15 , Issue.5 , pp. 401-426
    • Coughlan, A.T.1    Grayson, K.2
  • 30
    • 0015747509 scopus 로고
    • Self-Disclosure: A Literature Review
    • Cozby, Paul C. (1973), "Self-Disclosure: A Literature Review," Psychological Bulletin, 79 (2), 73-91.
    • (1973) Psychological Bulletin , vol.79 , Issue.2 , pp. 73-91
    • Cozby, P.C.1
  • 31
    • 36049015253 scopus 로고    scopus 로고
    • De Montaigne, Michel ([1580] 1910), Of Friendship, in Literary and Philosophical Essays, Charles W. Eliot, ed. New York: P.F. Collier & Son, 74-87.
    • De Montaigne, Michel ([1580] 1910), "Of Friendship," in Literary and Philosophical Essays, Charles W. Eliot, ed. New York: P.F. Collier & Son, 74-87.
  • 32
    • 21844518695 scopus 로고
    • Marketing and Seduction: Building Exchange Relationships by Managing Social Consensus
    • March
    • Deighton, John and Kent Grayson (1995), "Marketing and Seduction: Building Exchange Relationships by Managing Social Consensus," Journal of Consumer Research, 21 (March), 660-76.
    • (1995) Journal of Consumer Research , vol.21 , pp. 660-676
    • Deighton, J.1    Grayson, K.2
  • 33
    • 0031337243 scopus 로고    scopus 로고
    • Managing a Distribution Channel Under Asymmetric Information with Performance Requirements
    • December
    • Desiraju, Ramaro and Sridhar Moorthy (1997), "Managing a Distribution Channel Under Asymmetric Information with Performance Requirements," Management Science, 43 (December), 1628-44.
    • (1997) Management Science , vol.43 , pp. 1628-1644
    • Desiraju, R.1    Moorthy, S.2
  • 34
    • 36048981778 scopus 로고    scopus 로고
    • Direct Selling Association , Washington, DC: Direct Selling Association
    • Direct Selling Association (2005), Direct Selling by the Numbers: Calendar Year 2005. Washington, DC: Direct Selling Association.
    • (2005) Direct Selling by the Numbers: Calendar Year 2005
  • 35
    • 0031502147 scopus 로고    scopus 로고
    • An Examination of the Nature of Trust in Buyer-Seller Relationships
    • April
    • Doney, Patricia M. and Joseph P. Cannon (1997), "An Examination of the Nature of Trust in Buyer-Seller Relationships," Journal of Marketing, 61 (April), 35-51.
    • (1997) Journal of Marketing , vol.61 , pp. 35-51
    • Doney, P.M.1    Cannon, J.P.2
  • 36
    • 36048971905 scopus 로고
    • The Gratuitous Act: An Introduction to the Comparative Study of Friendship Patterns
    • Elliott Leyton, ed. Toronto: University of Toronto Press
    • Du Bois, Cora (1974), "The Gratuitous Act: An Introduction to the Comparative Study of Friendship Patterns," in The Compact-Selected Dimensions of Friendship, Elliott Leyton, ed. Toronto: University of Toronto Press, 14-32.
    • (1974) The Compact-Selected Dimensions of Friendship , pp. 14-32
    • Du Bois, C.1
  • 37
    • 0006363337 scopus 로고
    • The Effects of Sales Training
    • Dubinsky, Alan J. (1981), "The Effects of Sales Training," Industrial Marketing Management, 10(4), 129-47.
    • (1981) Industrial Marketing Management , vol.10 , Issue.4 , pp. 129-147
    • Dubinsky, A.J.1
  • 38
    • 0032332988 scopus 로고    scopus 로고
    • Designing the Next Study for Maximum Impact
    • November
    • Farley, John U., Donald R. Lehmann, and Lane H. Mann (1998), "Designing the Next Study for Maximum Impact," Journal of Marketing Research, 35 (November), 496-502.
    • (1998) Journal of Marketing Research , vol.35 , pp. 496-502
    • Farley, J.U.1    Lehmann, D.R.2    Mann, L.H.3
  • 39
    • 0001614896 scopus 로고
    • What Do We Mean by 'Friend?' An Inductive Study
    • Fischer, Claude S. (1982), "What Do We Mean by 'Friend?' An Inductive Study," Social Networks, 3 (4), 287-306.
    • (1982) Social Networks , vol.3 , Issue.4 , pp. 287-306
    • Fischer, C.S.1
  • 40
    • 0033234892 scopus 로고    scopus 로고
    • Not All Is Fair in Love and Work: Coworkers' Preferences for and Responses to Managerial Interventions Regarding Workplace Romances
    • December
    • Foley, Sharon and Gary N. Powell (1999), "Not All Is Fair in Love and Work: Coworkers' Preferences for and Responses to Managerial Interventions Regarding Workplace Romances," Journal of Organizational Behavior, 20 (December), 1043-1056.
    • (1999) Journal of Organizational Behavior , vol.20 , pp. 1043-1056
    • Foley, S.1    Powell, G.N.2
  • 41
    • 0002604988 scopus 로고
    • Purchasing Behavior in Embedded Markets
    • June
    • Frenzen, Jonathan K. and Harry L. Davis (1990), "Purchasing Behavior in Embedded Markets," Journal of Consumer Research, 17 (June), 1-12.
    • (1990) Journal of Consumer Research , vol.17 , pp. 1-12
    • Frenzen, J.K.1    Davis, H.L.2
  • 42
    • 0346339511 scopus 로고    scopus 로고
    • Creating Trust Through Narrative Strategy
    • Gabbay, Shaul M. and Roger Th.A.J. Leenders (2003), "Creating Trust Through Narrative Strategy," Rationality and Society, 15 (4), 509-539.
    • (2003) Rationality and Society , vol.15 , Issue.4 , pp. 509-539
    • Gabbay, S.M.1    Leenders, R.T.A.J.2
  • 43
    • 36048977184 scopus 로고    scopus 로고
    • Lose the Attitude
    • December
    • Geller, Lois K. (2006), "Lose the Attitude," Target Marketing, 29 (December), 21-23.
    • (2006) Target Marketing , vol.29 , pp. 21-23
    • Geller1    Lois, K.2
  • 45
    • 49849100032 scopus 로고
    • A Theory of Role Strain
    • August
    • Goode, William J. (1960), "A Theory of Role Strain," American Sociological Review, 25 (August), 483-96.
    • (1960) American Sociological Review , vol.25 , pp. 483-496
    • Goode, W.J.1
  • 46
    • 84936824352 scopus 로고
    • Economic Action and Social Structure: The Problem of Embeddedness
    • November
    • Granovetter, Mark (1985), "Economic Action and Social Structure: The Problem of Embeddedness," American Journal of Sociology, 91 (November), 481-510.
    • (1985) American Journal of Sociology , vol.91 , pp. 481-510
    • Granovetter, M.1
  • 47
    • 0040185249 scopus 로고    scopus 로고
    • Examining the Embedded Markets of Network Marketing Organizations
    • Dawn Iacobucci, ed. Thousand Oaks, CA: Sage Publications
    • Grayson, Kent (1996), "Examining the Embedded Markets of Network Marketing Organizations," in Networks in Marketing, Dawn Iacobucci, ed. Thousand Oaks, CA: Sage Publications, 325-41.
    • (1996) Networks in Marketing , pp. 325-341
    • Grayson, K.1
  • 49
    • 0345551052 scopus 로고
    • Rational Versus Gender Role Explanations for Work-Family Conflict
    • Gutek, Barbara A., Sabrina Searle, and Lilian Klepa (1991), "Rational Versus Gender Role Explanations for Work-Family Conflict," Journal of Applied Psychology, 76 (4), 560-68.
    • (1991) Journal of Applied Psychology , vol.76 , Issue.4 , pp. 560-568
    • Gutek, B.A.1    Searle, S.2    Klepa, L.3
  • 50
    • 84965435882 scopus 로고
    • The Effect of Friendship on Personal Business Transactions
    • December
    • Halpern, Jennifer J. (1994), "The Effect of Friendship on Personal Business Transactions," Journal of Conflict Resolution, 38 (December), 647-64.
    • (1994) Journal of Conflict Resolution , vol.38 , pp. 647-664
    • Halpern, J.J.1
  • 51
    • 0009916030 scopus 로고    scopus 로고
    • The Effect of Friendship on Decisions: Field Studies of Real Estate Transactions
    • December
    • _ (1996), "The Effect of Friendship on Decisions: Field Studies of Real Estate Transactions," Human Relations, 49 (December), 1519-47.
    • (1996) Human Relations , vol.49 , pp. 1519-1547
    • Halpern, J.J.1
  • 52
    • 0031286359 scopus 로고    scopus 로고
    • Elements of a Script for Friendship in Transactions
    • December
    • _ (1997), "Elements of a Script for Friendship in Transactions," Journal of Conflict Resolution, 41 (December), 835-68.
    • (1997) Journal of Conflict Resolution , vol.41 , pp. 835-868
    • Halpern, J.J.1
  • 53
    • 36049013319 scopus 로고    scopus 로고
    • Group 1 Promotes Referrals,
    • August 16
    • Harris, Donna (2004), "Group 1 Promotes Referrals," Automotive News, (August 16), 24.
    • (2004) Automotive News , pp. 24
    • Harris, D.1
  • 54
    • 3042559495 scopus 로고    scopus 로고
    • Firm-to-Firm and Interpersonal Relationships: Perspectives from Advertising Agency Account Managers
    • Haytko, Diana L. (2004), "Firm-to-Firm and Interpersonal Relationships: Perspectives from Advertising Agency Account Managers," Journal of the Academy of Marketing Science, 32 (3), 312-28.
    • (2004) Journal of the Academy of Marketing Science , vol.32 , Issue.3 , pp. 312-328
    • Haytko, D.L.1
  • 55
    • 33746338858 scopus 로고    scopus 로고
    • Friends, Business-people, and Relationship Roles: A Conceptual Framework and a Research Agenda
    • July
    • Heide, Jan B. and Kenneth H. Wathne (2006), "Friends, Business-people, and Relationship Roles: A Conceptual Framework and a Research Agenda," Journal of Marketing, 70 (July), 90-103.
    • (2006) Journal of Marketing , vol.70 , pp. 90-103
    • Heide, J.B.1    Wathne, K.H.2
  • 57
    • 36049040234 scopus 로고    scopus 로고
    • Top 10 Ways a Salesperson Can Increase Sales
    • June
    • Huisken, Brad (2005), "Top 10 Ways a Salesperson Can Increase Sales," Jewelers' Circular Keystone, 176 (June), 15.
    • (2005) Jewelers' Circular Keystone , vol.176 , pp. 15
    • Huisken, B.1
  • 58
    • 1642559589 scopus 로고    scopus 로고
    • Instrumentality, Task Value and Intrinsic Motivation: Making Sense of Their Independent Interdependence
    • Husman, Jenefer, W. Pitt Derryberry, and H. Michael Crowson (2004), "Instrumentality, Task Value and Intrinsic Motivation: Making Sense of Their Independent Interdependence," Contemporary Educational Psychology, 29 (1), 63-76.
    • (2004) Contemporary Educational Psychology , vol.29 , Issue.1 , pp. 63-76
    • Husman, J.1    Pitt Derryberry, W.2    Michael Crowson, H.3
  • 59
    • 0034259025 scopus 로고    scopus 로고
    • Friendships Among Competitors in the Sydney Hotel Industry
    • September
    • Ingram, Paul and Peter W. Roberts (2000), "Friendships Among Competitors in the Sydney Hotel Industry," American Journal of Sociology, 106 (September), 387-423.
    • (2000) American Journal of Sociology , vol.106 , pp. 387-423
    • Ingram, P.1    Roberts, P.W.2
  • 60
    • 3142749322 scopus 로고    scopus 로고
    • The Role of Relational Knowledge Stores in Interfirm Partnering
    • July
    • Johnson, Jean L., Ravipreet S. Sohi, and Rajdeep Grewal (2004), "The Role of Relational Knowledge Stores in Interfirm Partnering," Journal of Marketing, 68 (July), 21-36.
    • (2004) Journal of Marketing , vol.68 , pp. 21-36
    • Johnson, J.L.1    Sohi, R.S.2    Grewal, R.3
  • 61
    • 2142770183 scopus 로고    scopus 로고
    • Customer Portfolio Management: Toward a Dynamic Theory of Exchange Relationships
    • April
    • Johnson, Michael D. and Fred Selnes (2004), "Customer Portfolio Management: Toward a Dynamic Theory of Exchange Relationships," Journal of Marketing, 68 (April), 1-17.
    • (2004) Journal of Marketing , vol.68 , pp. 1-17
    • Johnson, M.D.1    Selnes, F.2
  • 62
    • 33646699835 scopus 로고    scopus 로고
    • Jun, Tackseung, Jeong-Yoo Kim, Beom Jun Kim, and M.Y. Choi (2006), Consumer Referral in a Small World Network, Social Networks, 28 (3), 232-46.
    • Jun, Tackseung, Jeong-Yoo Kim, Beom Jun Kim, and M.Y. Choi (2006), "Consumer Referral in a Small World Network," Social Networks, 28 (3), 232-46.
  • 63
    • 36049020558 scopus 로고    scopus 로고
    • Kahn, Robert L., Donald M. Wolfe, Robert P. Quinn, J. Diedrick Snoek, and Robert A. Rosenthal (1964), Organizational Stress: Studies in Role Conflict and Ambiguity. New York: John Wiley & Sons.
    • Kahn, Robert L., Donald M. Wolfe, Robert P. Quinn, J. Diedrick Snoek, and Robert A. Rosenthal (1964), Organizational Stress: Studies in Role Conflict and Ambiguity. New York: John Wiley & Sons.
  • 64
    • 0033216425 scopus 로고    scopus 로고
    • Why Are We Reluctant to Sell Friendship?
    • Kemp, Simon and Christopher D.B. Burt (1999), "Why Are We Reluctant to Sell Friendship?" Journal of Applied Social Psychology, 29 (11), 2272-91.
    • (1999) Journal of Applied Social Psychology , vol.29 , Issue.11 , pp. 2272-2291
    • Kemp, S.1    Burt, C.D.B.2
  • 65
    • 0009866781 scopus 로고    scopus 로고
    • Can and Should Businesses Be Friends with One Another and with Their Stakeholders
    • Koehn, Daryl (1998), "Can and Should Businesses Be Friends with One Another and with Their Stakeholders," Journal of Business Ethics, 17 (15), 1755-63.
    • (1998) Journal of Business Ethics , vol.17 , Issue.15 , pp. 1755-1763
    • Koehn, D.1
  • 66
    • 0035610289 scopus 로고    scopus 로고
    • Marketing of Belief: Intertextual Construction of Network Marketers' Identities
    • Kong, Kenneth C.C. (2001), "Marketing of Belief: Intertextual Construction of Network Marketers' Identities," Discourse & Society, 12 (4), 473-503.
    • (2001) Discourse & Society , vol.12 , Issue.4 , pp. 473-503
    • Kong, K.C.C.1
  • 67
    • 0032369625 scopus 로고    scopus 로고
    • Work-Family Conflict, Policies, and the Job-Life Satisfaction Relationship: A Review and Directions for Organizational Behavior-Human Resources Research
    • Kossek, Ellen Ernst and Cynthia Ozeki (1998), "Work-Family Conflict, Policies, and the Job-Life Satisfaction Relationship: A Review and Directions for Organizational Behavior-Human Resources Research," Journal of Applied Psychology, 83 (2), 139-49.
    • (1998) Journal of Applied Psychology , vol.83 , Issue.2 , pp. 139-149
    • Kossek, E.E.1    Ozeki, C.2
  • 68
    • 0001867690 scopus 로고
    • A Generic Concept of Marketing
    • April
    • Kotler, Philip (1972), "A Generic Concept of Marketing," Journal of Marketing, 36 (April), 46-54.
    • (1972) Journal of Marketing , vol.36 , pp. 46-54
    • Kotler, P.1
  • 69
    • 85050710597 scopus 로고
    • Salesmen in Conflict: A Challenge to Marketing
    • July
    • Krugman, Herbert E. (1958), "Salesmen in Conflict: A Challenge to Marketing," Journal of Marketing, 23 (July), 59-61.
    • (1958) Journal of Marketing , vol.23 , pp. 59-61
    • Krugman, H.E.1
  • 70
    • 85107907642 scopus 로고
    • The Effects of Supplier Fairness on Vulnerable Resellers
    • February
    • 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.
    • (1995) Journal of Marketing Research , vol.32 , pp. 54-65
    • Kumar, N.1    Scheer, L.K.2    Steenkamp, J.E.M.3
  • 71
    • 0036522816 scopus 로고    scopus 로고
    • Networking Capitalism: Network Construction and Control Effects in Direct Selling
    • Lan, Pei-Chia (2002), "Networking Capitalism: Network Construction and Control Effects in Direct Selling," Sociological Quarterly, 43 (2), 165-84.
    • (2002) Sociological Quarterly , vol.43 , Issue.2 , pp. 165-184
    • Lan, P.1
  • 72
    • 0009992002 scopus 로고
    • Role, Personality, and Social Structure in the Organizational Setting
    • Levinson, Daniel J. (1958), "Role, Personality, and Social Structure in the Organizational Setting," Journal of Abnormal and Social Psychology, 58 (2), 170-80.
    • (1958) Journal of Abnormal and Social Psychology , vol.58 , Issue.2 , pp. 170-180
    • Levinson, D.J.1
  • 73
    • 84991904404 scopus 로고    scopus 로고
    • Accounting for Common Method Variance in Cross-Sectional Research Designs
    • Lindell, Michael K. and David J. Whitney (2001), "Accounting for Common Method Variance in Cross-Sectional Research Designs," Journal of Applied Psychology, 86 (1), 114-21.
    • (2001) Journal of Applied Psychology , vol.86 , Issue.1 , pp. 114-121
    • Lindell, M.K.1    Whitney, D.J.2
  • 74
    • 84953202889 scopus 로고
    • The Design of Replicated Studies
    • August
    • Lindsay, R. Murray and A.S.C. Ehrenberg (1993), "The Design of Replicated Studies," American Statistician, 47 (August), 217-28.
    • (1993) American Statistician , vol.47 , pp. 217-228
    • Lindsay, R.M.1    Ehrenberg, A.S.C.2
  • 75
    • 85043870731 scopus 로고    scopus 로고
    • On the Practice of Dichotomization of Quantitative Variables
    • MacCallum, Robert C., Shaobo Zhang, Kristopher J. Preacher, and Derek D. Rucker (2002), "On the Practice of Dichotomization of Quantitative Variables," Psychological Methods, 1 (1), 19-40.
    • (2002) Psychological Methods , vol.1 , Issue.1 , pp. 19-40
    • MacCallum, R.C.1    Zhang, S.2    Preacher, K.J.3    Rucker, D.D.4
  • 76
    • 33745792364 scopus 로고    scopus 로고
    • Economic Transactions Among Friends
    • Mandel, David R. (2006), "Economic Transactions Among Friends," Journal of Conflict Resolution, 50 (4), 584-606.
    • (2006) Journal of Conflict Resolution , vol.50 , Issue.4 , pp. 584-606
    • Mandel, D.R.1
  • 77
    • 36048931974 scopus 로고    scopus 로고
    • Way Cool: Marketing and the Internet
    • February 19
    • Maughan, Shannon (2007), "Way Cool: Marketing and the Internet," Publishers Weekly, (February 19), 58.
    • (2007) Publishers Weekly , pp. 58
    • Maughan, S.1
  • 80
    • 36048947901 scopus 로고    scopus 로고
    • Gift Incentives for Customers Bring in Business
    • May
    • Meagher, Lisa (2006), "Gift Incentives for Customers Bring in Business," Community Banker, 15 (May), 24.
    • (2006) Community Banker , vol.15 , pp. 24
    • Meagher, L.1
  • 82
    • 0442277754 scopus 로고    scopus 로고
    • Direct Selling in the West and East: The Relative Roles of Product and Relationship (Guanxi) Drivers
    • Merrilees, Bill and Dale Miller (1999), "Direct Selling in the West and East: The Relative Roles of Product and Relationship (Guanxi) Drivers," Journal of Business Research, 45 (3), 267-73.
    • (1999) Journal of Business Research , vol.45 , Issue.3 , pp. 267-273
    • Merrilees, B.1    Miller, D.2
  • 83
    • 0002955915 scopus 로고
    • Role Stress Among Industrial Buyers: An Integrative Model
    • April
    • Michaels, Ronald E., Ralph L. Day, and Erich A. Joachimsthaler (1987), "Role Stress Among Industrial Buyers: An Integrative Model," Journal of Marketing, 51 (April), 28-45.
    • (1987) Journal of Marketing , vol.51 , pp. 28-45
    • Michaels, R.E.1    Day, R.L.2    Joachimsthaler, E.A.3
  • 84
    • 36048933934 scopus 로고    scopus 로고
    • Trust in Your Customers to Handle the Marketing Flow
    • May 29
    • Mitchell, Alan (2003), "Trust in Your Customers to Handle the Marketing Flow," Marketing Week, (May 29), 30.
    • (2003) Marketing Week , pp. 30
    • Mitchell, A.1
  • 86
    • 0032350708 scopus 로고    scopus 로고
    • Toward a Role-Theoretic Conception of Embeddedness
    • July
    • Montgomery, James D. (1998), "Toward a Role-Theoretic Conception of Embeddedness," American Journal of Sociology, 104 (July), 92-125.
    • (1998) American Journal of Sociology , vol.104 , pp. 92-125
    • Montgomery, J.D.1
  • 87
    • 0034556344 scopus 로고    scopus 로고
    • The Self as a Fuzzy Set of Roles, Role Theory as a Fuzzy System
    • _ (2000), "The Self as a Fuzzy Set of Roles, Role Theory as a Fuzzy System," Sociological Methodology, 30 (1), 261-314.
    • (2000) Sociological Methodology , vol.30 , Issue.1 , pp. 261-314
    • Montgomery, J.D.1
  • 88
    • 0017387994 scopus 로고
    • A Theory and Investigation of the Effect of Exchange-Orientation on Marriage and Friendship
    • August
    • Murstein, Bernard I., Mary Cerreto, and Mareia G. Mac Donald (1977), "A Theory and Investigation of the Effect of Exchange-Orientation on Marriage and Friendship," Journal of Marriage and the Family, 39 (August), 543-48.
    • (1977) Journal of Marriage and the Family , vol.39 , pp. 543-548
    • Murstein, B.I.1    Cerreto, M.2    Mac Donald, M.G.3
  • 89
    • 36048964796 scopus 로고    scopus 로고
    • P&G Provides Product Launchpad, A Buzz Network of Moms
    • March 20
    • Neff, Jack (2006), "P&G Provides Product Launchpad, A Buzz Network of Moms," Advertising Age, (March 20), 1-2.
    • (2006) Advertising Age , pp. 1-2
    • Neff, J.1
  • 90
    • 2642541658 scopus 로고
    • Time Devoted to Job and Off-Job Activities, Interrole Conflict and Affective Experiences
    • O'Driscoll, Michael P., Daniel R. Ilgen, and Kristin Hildreth (1992), "Time Devoted to Job and Off-Job Activities, Interrole Conflict and Affective Experiences," Journal of Applied Psychology, 11 (3), 272-79.
    • (1992) Journal of Applied Psychology , vol.11 , Issue.3 , pp. 272-279
    • O'Driscoll, M.P.1    Ilgen, D.R.2    Hildreth, K.3
  • 92
    • 1842435108 scopus 로고    scopus 로고
    • Neutralizing Job Stressors: Political Skill as an Antidote to the Dysfunctional Consequences of Role Conflict
    • Perrewé, Pamela L., Kelly L. Zellars, Gerald R. Ferris, Ana Maria Rossi, Charles J. Kacmar, and David A. Ralson (2004), "Neutralizing Job Stressors: Political Skill as an Antidote to the Dysfunctional Consequences of Role Conflict," Academy of Management Journal, 47 (1), 141-52.
    • (2004) Academy of Management Journal , vol.47 , Issue.1 , pp. 141-152
    • Perrewé, P.L.1    Zellars, K.L.2    Ferris, G.R.3    Maria Rossi, A.4    Kacmar, C.J.5    Ralson, D.A.6
  • 93
    • 0029665902 scopus 로고    scopus 로고
    • Attraction in Organizations: A Model of Workplace Romance
    • January
    • Pierce, Charles A., Donn Byrne, and Herman Aguinis (1996), "Attraction in Organizations: A Model of Workplace Romance," Journal of Organizational Behavior, 17 (January), 5-32.
    • (1996) Journal of Organizational Behavior , vol.17 , pp. 5-32
    • Pierce, C.A.1    Byrne, D.2    Aguinis, H.3
  • 95
    • 0040481045 scopus 로고    scopus 로고
    • Workplace Romances Between Senior-Level Executives and Lower-Level Employees
    • November
    • Powell, Gary (2001), "Workplace Romances Between Senior-Level Executives and Lower-Level Employees," Human Relations, 54 (November), 1519-44.
    • (2001) Human Relations , vol.54 , pp. 1519-1544
    • Powell, G.1
  • 96
    • 0034336949 scopus 로고    scopus 로고
    • The Good, the Bad, and the Ambivalent: Managing Identification Among Amway Distributors
    • Pratt, Michael G. (2000), "The Good, the Bad, and the Ambivalent: Managing Identification Among Amway Distributors," Administrative Science Quarterly, 45 (3), 456-93.
    • (2000) Administrative Science Quarterly , vol.45 , Issue.3 , pp. 456-493
    • Pratt, M.G.1
  • 97
    • 0141569165 scopus 로고    scopus 로고
    • Transforming Work-Family Conflict into Commitment in Network Marketing Organizations
    • _ and José Antonio Rosa (2003), "Transforming Work-Family Conflict into Commitment in Network Marketing Organizations," Academy of Management Journal, 46 (4), 395-418.
    • (2003) Academy of Management Journal , vol.46 , Issue.4 , pp. 395-418
    • Pratt, M.G.1    Antonio Rosa, J.2
  • 98
    • 0033411585 scopus 로고    scopus 로고
    • Commercial Friendships: Service Provider-Client Relationships in Context
    • October
    • Price, Linda L. and Eric J. Arnould (1999), "Commercial Friendships: Service Provider-Client Relationships in Context," Journal of Marketing, 63 (October), 38-56.
    • (1999) Journal of Marketing , vol.63 , pp. 38-56
    • Price, L.L.1    Arnould, E.J.2
  • 99
    • 84992932637 scopus 로고
    • Going to Extremes: Managing Service Encounters and Assessing Provider Performance
    • April
    • _, _, and Patrick Tierney (1995), "Going to Extremes: Managing Service Encounters and Assessing Provider Performance," Journal of Marketing, 59 (April), 83-97.
    • (1995) Journal of Marketing , vol.59 , pp. 83-97
    • Price, L.L.1    Arnould, E.J.2    Tierney, P.3
  • 100
    • 0000143886 scopus 로고
    • A Dialectical Analysis of the Tensions, Functions, and Strategic Challenges of Communication in Young Adult Friendships
    • J. A. Anderson, ed. Newbury Park, CA: Sage Publications
    • Rawlins, William K. (1989), "A Dialectical Analysis of the Tensions, Functions, and Strategic Challenges of Communication in Young Adult Friendships," in Communication Yearbook, J. A. Anderson, ed. Newbury Park, CA: Sage Publications, 157-89.
    • (1989) Communication Yearbook , pp. 157-189
    • Rawlins, W.K.1
  • 103
    • 0035541706 scopus 로고    scopus 로고
    • Enriching or Depleting? The Dynamics of Engagement in Work and Family Roles
    • December
    • Rothbard, Nancy P. (2001), "Enriching or Depleting? The Dynamics of Engagement in Work and Family Roles," Administrative Science Quarterly, 46 (December), 655-84.
    • (2001) Administrative Science Quarterly , vol.46 , pp. 655-684
    • Rothbard, N.P.1
  • 104
    • 0001670356 scopus 로고
    • Role Theory
    • G. Lindzey and E. Aronson, eds. Reading, MA: Addison Wesley
    • Sarbin, Theodore R. and Vernon L. Allen (1968), "Role Theory," in The Handbook of Social Psychology, G. Lindzey and E. Aronson, eds. Reading, MA: Addison Wesley, 488-567.
    • (1968) The Handbook of Social Psychology , pp. 488-567
    • Sarbin, T.R.1    Allen, V.L.2
  • 105
    • 0010052096 scopus 로고
    • Selected Social Psychological Models for Analyzing Buyers
    • July
    • Schewe, Charles D. (1973), "Selected Social Psychological Models for Analyzing Buyers," Journal of Marketing, 37 (July), 31-39.
    • (1973) Journal of Marketing , vol.37 , pp. 31-39
    • Schewe, C.D.1
  • 106
    • 0034347968 scopus 로고    scopus 로고
    • Role Theory, Emotions, and Identity in the Department Headship of Secondary Schooling
    • Schmidt, Michele (2000), "Role Theory, Emotions, and Identity in the Department Headship of Secondary Schooling," Teaching and Teacher Education, 16 (8), 827-42.
    • (2000) Teaching and Teacher Education , vol.16 , Issue.8 , pp. 827-842
    • Schmidt, M.1
  • 107
    • 0002925931 scopus 로고    scopus 로고
    • On Civic Friendship
    • October
    • Schwartzenbach, Sibyl A. (1996), "On Civic Friendship," Ethics, 107 (October), 97-128.
    • (1996) Ethics , vol.107 , pp. 97-128
    • Schwartzenbach, S.A.1
  • 108
    • 36049018577 scopus 로고    scopus 로고
    • Man's Best Friend
    • June
    • Sedam, Scott (2006), "Man's Best Friend," Professional Builder, (June), 29-31.
    • (2006) Professional Builder , pp. 29-31
    • Sedam, S.1
  • 110
    • 36049029929 scopus 로고    scopus 로고
    • Closed-Circle Commerce: Networks of Hasidic Women, Other Tightly Knit Groups Help Shaklee Sell Products,
    • November 19, B1
    • Shrager, Heidi J. (2001), "Closed-Circle Commerce: Networks of Hasidic Women, Other Tightly Knit Groups Help Shaklee Sell Products," The Wall Street Journal, (November 19), B1.
    • (2001) The Wall Street Journal
    • Shrager, H.J.1
  • 111
    • 84936628183 scopus 로고
    • Friendship in Commercial Society: Eighteenth-Century Social Theory and Modern Sociology
    • May
    • Silver, Allan (1990), "Friendship in Commercial Society: Eighteenth-Century Social Theory and Modern Sociology," American Journal of Sociology, 95 (May), 1474-1504.
    • (1990) American Journal of Sociology , vol.95 , pp. 1474-1504
    • Silver, A.1
  • 112
    • 0034402581 scopus 로고    scopus 로고
    • Performance Productivity and Quality of Frontline Employees in Service Organizations
    • April
    • Singh, Jagdip (2000), "Performance Productivity and Quality of Frontline Employees in Service Organizations," Journal of Marketing, 64 (April), 15-34.
    • (2000) Journal of Marketing , vol.64 , pp. 15-34
    • Singh, J.1
  • 113
    • 36048948537 scopus 로고    scopus 로고
    • P&G Proposes Piling on the Peer Pressure
    • November 7
    • Singh, Sonoo (2002), "P&G Proposes Piling on the Peer Pressure," Marketing Week, (November 7), 20.
    • (2002) Marketing Week , pp. 20
    • Singh, S.1
  • 114
    • 0031539651 scopus 로고    scopus 로고
    • The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships
    • January
    • Smith, J. Brock and Donald W. Barclay (1997), "The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships," Journal of Marketing, 61 (January), 3-21.
    • (1997) Journal of Marketing , vol.61 , pp. 3-21
    • Smith, J.B.1    Barclay, D.W.2
  • 115
    • 0002517017 scopus 로고
    • A Role Theory Perspective on Dyadic Interactions: The Service Encounter
    • Winter
    • Solomon, Michael R., Carol Surprenant, John A. Czepiel, and Evelyn Gutman (1985), "A Role Theory Perspective on Dyadic Interactions: The Service Encounter," Journal of Marketing, 49 (Winter), 99-111.
    • (1985) Journal of Marketing , vol.49 , pp. 99-111
    • Solomon, M.R.1    Surprenant, C.2    Czepiel, J.A.3    Gutman, E.4
  • 116
    • 84934562689 scopus 로고
    • The Relation Between Inequity and Emotions in Close Relationships
    • December
    • Sprecher, Susan (1986), "The Relation Between Inequity and Emotions in Close Relationships," Social Psychology Quarterly, 49 (December), 309-321.
    • (1986) Social Psychology Quarterly , vol.49 , pp. 309-321
    • Sprecher, S.1
  • 117
    • 36048961711 scopus 로고    scopus 로고
    • Penney's Updated Image, The Sequel,
    • February 13
    • Tan, Cheryl Lu-Lien and Brian Steinberg (2007), "Penney's Updated Image, The Sequel," The Wall Street Journal, (February 13), B6.
    • (2007) The Wall Street Journal
    • Tan, C.L.1    Steinberg, B.2
  • 118
    • 36048973510 scopus 로고    scopus 로고
    • Teen Marketing: How to Tickle the Fickle
    • August 25
    • Tschorn, Adam (2003), "Teen Marketing: How to Tickle the Fickle," Women's Wear Daily, (August 25), 42B.
    • (2003) Women's Wear Daily
    • Tschorn, A.1
  • 119
    • 0030424744 scopus 로고    scopus 로고
    • The Sources and Consequences of Embeddedness for the Economic Performance of Organizations: The Network Effect
    • August
    • Uzzi, Brian (1996), "The Sources and Consequences of Embeddedness for the Economic Performance of Organizations: The Network Effect," American Sociological Review, 61 (August), 674-98.
    • (1996) American Sociological Review , vol.61 , pp. 674-698
    • Uzzi, B.1
  • 120
    • 0036015268 scopus 로고    scopus 로고
    • Marketing Fraud: An Approach for Differentiating Multilevel Marketing from Pyramid Schemes
    • Spring
    • Vander Nat, Peter J. and William W. Keep (2002), "Marketing Fraud: An Approach for Differentiating Multilevel Marketing from Pyramid Schemes," Journal of Public Policy & Marketing, 21 (Spring), 139-51.
    • (2002) Journal of Public Policy & Marketing , vol.21 , pp. 139-151
    • Vander Nat, P.J.1    Keep, W.W.2
  • 121
    • 14644444120 scopus 로고    scopus 로고
    • Aristotle and Kant on Self-Disclosure in Friendship
    • Veltman, Andrea (2004), "Aristotle and Kant on Self-Disclosure in Friendship," Journal of Value Inquiry, 38 (2), 225-39.
    • (2004) Journal of Value Inquiry , vol.38 , Issue.2 , pp. 225-239
    • Veltman, A.1
  • 122
    • 36048958156 scopus 로고    scopus 로고
    • Walker, Orville C., Jr., Gilbert A. Churchill Jr., and Neil M. Ford (1977), Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research, Journal of Marketing Research, 14 (May), 156-68.
    • Walker, Orville C., Jr., Gilbert A. Churchill Jr., and Neil M. Ford (1977), "Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research," Journal of Marketing Research, 14 (May), 156-68.
  • 123
    • 36049049710 scopus 로고    scopus 로고
    • P&G Buzz Program Tremor Moving on to Mothers
    • September 26
    • Wasserman, Todd (2005), "P&G Buzz Program Tremor Moving on to Mothers," Brandweek, (September 26), 15.
    • (2005) Brandweek , pp. 15
    • Wasserman, T.1
  • 124
    • 0001935786 scopus 로고
    • Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
    • October
    • 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.
    • (1986) Journal of Marketing , vol.50 , pp. 174-191
    • Weitz, B.A.1    Sujan, H.2    Sujan, M.3
  • 125
    • 4043054925 scopus 로고    scopus 로고
    • Kid Nabbing
    • February 2
    • Wells, Melanie (2004), "Kid Nabbing," Forbes, (February 2), 84-85.
    • (2004) Forbes , pp. 84-85
    • Wells, M.1
  • 126
    • 84920830077 scopus 로고
    • Kinship, Friendship, and Patron-Client Relations in Complex Societies
    • Michael Banton, ed. New York: Tavistock Publications
    • Wolf, Eric R. (1966), "Kinship, Friendship, and Patron-Client Relations in Complex Societies," in The Social Anthropology of Complex Societies, Michael Banton, ed. New York: Tavistock Publications, 1-22.
    • (1966) The Social Anthropology of Complex Societies , pp. 1-22
    • Wolf, E.R.1
  • 127
    • 0039126071 scopus 로고
    • The Effect of Goal-Setting on the Performance of Independent Sales Agents in Direct Selling
    • Wotruba, Thomas R. (1989), "The Effect of Goal-Setting on the Performance of Independent Sales Agents in Direct Selling," Journal of Personal Selling & Sales Management, 9 (1), 22-29.
    • (1989) Journal of Personal Selling & Sales Management , vol.9 , Issue.1 , pp. 22-29
    • Wotruba, T.R.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.