Disclosure and its reciprocity as predictors of key outcomes of an initial sales encounter

Journal of Personal Selling and Sales Management

Volumn 21, Issue 1-2, 2001, Pages 51-61

  Jacobs, Richard S ^a   Evans, Kenneth R ^b   Kleine, Robert E ^c   Landry, Timothy D ^d  

^a ARIZONA STATE UNIVERSITY   (United States)

^b UNIVERSITY OF COLORADO   (United States)

^c UNIVERSITY OF CINCINNATI   (United States)

^d FLORIDA STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 85009563256     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.2001.10754256     Document Type: Article

References (49)

1. Altman, Irwin and Dalmas A. Taylor (1973), Social Penetration: The Development of Interpersonal Relationships, New York: Holt.
2. Ajzen, leek and Martin Fishbein (1980), Understanding Attitudes and Predicting Social Behavior, Englewood Cliffs, NJ: Prentice Hall.
3. Anderson, James C. and David W. Gerbing (1988), “Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach,” Psychological Bulletin, 103 (May), 411-423.
4. Archer, Richard L. (1980), “Self Disclosure,” in The Self in Social Psychology, Wegner and Vallecher, eds., New York: Oxford University Press.
5. Archer, Richard L., John H. Berg and T. E. Runge (1980), “Active and Passive Observers’ Attraction to a Self-Disclosing Other,” Journal of Experimental Social Psychology, 16 (March), 130-145.
6. Berg, John N. (1984), “Development of Friendship Between Roommates,” Journal of Personality and Social Psychology, 46 (February), 346-356.
7. Berger, Charles R. and James C. Bradac (1982), Language and Social Knowledge: Uncertainty in Interpersonal Relations, London: Edward Arnold Ltd.
8. Berger, Charles R., James C. Bradac and John N. Roloff (1982), ‘Thinking About Friends and Lovers,” in Social Cognition and Communication, M.E. Roloff and C.R. Berger, eds., Beverly Hills, CA: Sage.
9. Bitner, Mary Jo, Bernard M. Booms and Mary S. Tetrault (1990), “The Service Encounter: Diagnosing Favorable and Unfavorable Incidents,” Journal of Marketing, 54 (January), 71-84.
10. Brown, Stephen W. and Teresa A. Schwartz (1989), “A Gap Analysis of Professional Service Quality,” Journal of Marketing, 53 (April), 92-98.
11. Chelune, Godon J. (1975), “Self-Disclosure: An Elaboration of Its Basic Dimensions,” Psychological Reports, 36 (February), 79-85.
12. Chelune, Godon J. (1978), “Nature and Assessment of Self-Disclosing Behavior,” in Advances in Psychological Assessment TV, P. McReynolds, ed., San Francisco, CA: Jossey-Bass.
13. Cialdini, Robert B. (1988), Influence: Science and Practice, Glenview, IL: Scott Foresman and Company.
14. Clark, Margeret S. and Harry T. Reis (1988), “Interpersonal Processes in Close Relationships,” Annual Review of Psychology, 609-672.
15. Cronin, John J. (1994), “Analysis of the Buyer-Seller Dyad: The Social Relations Model,” Journal of Personal Selling and Sales Management, 14 (Summer), 69-77.
16. Crosby, Lawrence A., Kenneth R. Evans and Deborah Cowles (1990), “Relationship Quality in Services Selling: An Interpersonal Influence Perspective,” Journal of Marketing, 54 (July), 66-81.
17. Davis, John D. (1976), “Self-Disclosure in an Acquaintance Exercise: Responsibility for Level of Intimacy,” Journal of Personality and Social Psychology, 33 (June), 787-792.
18. Davis, John D. and Adrian E. G. Skinner (1974), “Reciprocity of SelfDisclosure in Interviews: Modeling or Social Exchange?” Journal of Personality and Social Psychology, 29 (June), 779-784.
19. Derlega, Valerian J. and J. Grzelak (1979), “Appropriateness of Self Disclosure,” in Self Disclosure: Origins, Patterns, and Implications of Oneness in Interpersonal Relationships, Gordon J. Chelune, ed., San Francisco: Josey-Bass.
20. Derlega, Valerian J., J. Grzelak, Barbara A. Winstead, Paul T. Wong and Michael Greenspan (1987), “Self-Disclosure and Relationship Development: An Attributional Analysis,” in Annual Reviews of Communication Research, Michael E. Roloff, ed., Newbury Park, CA: Sage.
21. Dindia, Kathryn (1988), “A Comparison of Several Statistical Tests of Reciprocity of Self-Disclosure,” Communication Research, 15 (December), 726-752.
22. Drag, L. R. (1968), “Experimenter-Subject Interaction: A Situational Determinant of Differential Levels of Self-Disclosure,” Unpublished Masters Thesis, Department of Psychology, University of Florida.
23. Dwyer, Robert F., Robert H. Schurr and Sejo Oh (1987), “Developing Buyer-Seller Relationships,” Journal of Marketing, 51 (April), 11-27.
24. Edwards, Jeffery R. (1993), “Problems with the Use of Profile Similarity Indices in the Study of Congruence in Organizational Research,” Personnel Psychology 46 (Fall), 641-665.
25. Edwards, Jeffery R. (1994), “The Study of Congruence in Organizational Behavior Research: Critique and a Proposed Alternative,” Organizational Behavior & Human Decision Processes 58 (April), 51-100.
26. Gouldner, Alvin W. (1960), “The Norm of Reciprocity: A Preliminary Statement,” American Sociological Review, 25 (2), 161-179.
27. Hammer, Mitchell R. and William B. Gundykunst (1987), “The Influence of Ethnicity and Sex on Social Penetration in Close Relationships,” Journal of Black Studies, 17 (June), 418-437.
28. Hill, Charles T. and Donald E. Stull (1982), “Disclosure Reciprocity: Conceptual and Measurement Issues,” Social Psychology Quarterly, 45 (December), 238-244.
29. Hosman, Lawrence A. (1987), “The Evaluational Consequences of the Topic Reciprocity and Self-Disclosure Reciprocity,” Communications Monographs, 54 (December), 420-435.
30. Houston, Franklin S. and Julie B. Gassenheimer (1987), “Marketing and Exchange,” Journal of Marketing, 51 (October), 3-18.
31. Johnson, D. W. and M. P. Noonan (1972), ‘The Effects of Acceptance and Reciprocation of Self-Disclosure on the Development of Trust,” Journal of Counseling Psychology, 19 (September), 197-206.
32. Kenny, David A. and Charles M. Judd (1986), “Consequences of Violating the Independence Assumption in Analysis of Variance,” Psychological Bulletin, 99 (May), 422-431.
33. Leigh, Thomas W. and Patrick F. McGraw (1989), “Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script Theoretic Investigation,” Journal of Marketing, 53 (January), 16-34.
34. MacNeil, Ian R. (1978), “Contracts: Adjustment of Long-Term Economic Relations Under Neoclassical and Relational Contract Law,” Northwestern University Law Review, 72, 854-902.
35. Macintosh, Gerrard, Kenneth A. Anglin, David M. Szymanski and James W. Gentry (1992), “Relationship Development in Selling: A Cognitive Analysis,” Journal of Personal Selling and Sales Management, 12 (Fall), 23-34.
36. Parasuraman, A. Valerie A. Zeithaml and Leonard Berry (1988), “SERVQUAL: A Multiple-Item Scale for Measuring Consumer Perceptions of Service Quality,” Journal of Retailing, 64 (Spring), 12-40.
37. Perreault, William D. and Laurence E. Leigh (1989), “Reliability of Nominal Data Based on Qualitative Judgments,” Journal of Marketing Research, 26 (May), 135-148.
38. Peter, J. Paul, Gilbert A. Churchill, Jr., and Tom J. Brown (1993), “Caution in the Use of Difference Scores in Consumer Research,” Journal of Consumer Research, 19 (March), 655-662.
39. Roloff, M.E. and G.R. Miller (1987), Interpersonal Processes: New Directions in Communication Research, Volume 14, London: Sage Publications, Inc.
40. Sheth, Jagdish N. (1975), “Buyer-Seller Interaction: A Conceptual Framework,” in Advances in Consumer Research, Volume 3, B.B. Anderson, ed., Cincinnati: Association for Consumer Research, 382-386.
41. Solano, Cecilia H. and Mina Dunnam (1985), “Two’s Company: SelfDisclosure and Reciprocity in Triads Versus Dyads,” Social Psychology Quarterly, 48 (June), 183-187.
42. Szymanski, David M. (1988), “Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept,” Journal of Marketing, 52 (January), 64-77.
43. Taylor, Dalmas A. and Irwin Altman (1966), “Intimacy-Scaled Stimuli for Use in Studies of Interpersonal Relationships,” in Research Report No. 9, Bethesda, MD: Naval Medical Research Institute.
44. Vink, Jaap and Willem Verbeke (1993), “Adaptive Selling and Organizational Characteristics: Suggestions for Future Research,” Journal of Personal Selling and Sales Management, 13 (Winter), 15-23.
45. Webster, Frederick E. Jr. (1992), ‘The Changing Role of Marketing in the Corporation,” Journal of Marketing, 56 (October), 1-17.
46. Weitz, Barton A. (1981), “Effectiveness in Sales Interactions: A Contingency Framework,” Journal of Marketing, 45 (Winter), 85-103.
47. 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), 174-191.
48. Wilson, David T. (1977), “Dyadic Interactions,” in Consumer and Industrial Buying Behavior, A. G. Woodside, J. N. Sheth and P.D. Bennett, eds., New York: North Holland.
49. Zeithaml, Valarie A. (1981), How Consumer Evaluation Processes Differ Between Goods and Services, J. H. Donnelly and W. R. George, eds., Chicago: American Marketing Association