The impact of a salesperson’s in-house conflicts and influence attempts on buyer commitment

Journal of Personal Selling and Sales Management

Volumn 22, Issue 3, 2002, Pages 157-172

  Tellefsen, Thomas ^a   Eyuboglu, Nermin ^b  

^a CITY UNIVERSITY OF NEW YORK   (United States)

^b UNIVERSITY OF NORTH CAROLINA   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 85009625529     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.2002.10754304     Document Type: Article

References (64)

1. Anderson, Erin, and Barton A. Weitz (1989), “Determinants of Continuity in Conventional Industrial Channel Dyads,” Marketing Science, 8 (Fall), 310-323.
2. Anderson, Erin, and Barton A. Weitz (1992), “The Use of Pledges to Build and Sustain Commitment in Distribution Channels,” Journal of Marketing Research, 29 (February), 18-34.
3. Anderson, James C., and James A. Narus (1990), “A Model of the Distributor’s Perspective of Distributor-Manufacturer Working Relationships,” Journal of Marketing, 54 (January), 42-58.
4. Armstrong, J. Scott, and Terry S. Overton (1977), “Estimating Non-Response Bias in Mail Surveys,” Journal of Marketing Research, 14 (August), 396-402.
5. Ashforth, Blake, and Raymond T. Lee (1990), “Defensive Behavior in Organizations: A Preliminary Model,” Human Relations, 43 (July), 621-648.
6. Bacharach, Samuel, and Edward Lawler (1980), Rower and Politics in Organisations, San Francisco: Jossey-Bass.
7. Bender, Peter M. (1990), “Comparative Fit Indices in Structural Equation Modeling,” Psychological bulletin, 107 (September), 238-246.
8. Berry, Leonard L. (1995), “Relationship Marketing of Services- Growing Interest, Emerging Perspectives,” Journal of the Academy of Marketing Science, 23 (Fall), 236-245.
9. Bourque, Linda B., and Eve P. Fielder (1995), How to Conduct Self-Administered and Mail Survys, Thousand Oaks, CA: Sage.
10. Bruner, George C, and Paul J. Hensel (1994), Marketing Scales Handbook, Chicago: American Marketing Association.
11. Burrell, Gibson, and Gareth Morgan (1979), SoaologicalParadigms and Organisational Analysis, Portsmouth, NH: Heinemann.
12. Cespedes, Frank V (1995), Concurrent Marketing, Boston: Harvard Business School Press.
13. Churchill, Gilbert A., Jr. (1979), “A Paradigm for Developing Better Measures of Marketing Constructs,” Journal of Marketing Research, 16 (February), 64-73.
14. Churchill, Gilbert A., Jr., Neil M. Ford, and Orville C. Walker Jr. (1997), Sales Force Management, New York: Richard D. Irwin.
15. Cohen, Jacob, and Patricia Cohen (1983), Applied Multiple Regression/ Correlation Analysisfor the Behavioral Sciences, Mahwah, NJ: Lawrence Erlbaum.
16. Crocker, Linda, and James Algina (1986), Introduction to Classical and Modern Test Theory, New York: Harcourt Brace Jovanovich.
17. Crozier, Michel (1964), The Bureaucratic Phenomenon, Chicago: University of Chicago Press.
18. Deeter-Schmelz, Dawn, and Rosemary Ramsey (1995), “A Conceptualization of the Functions and Roles of Formalized Selling and Buying Teams,” Journal of Personal Selling and Sales Management, 15 (Spring), 47-60.
19. Dillon, William R., and Matthew Goldstein (1984), Multivariate Analysis: Methods and Applications, New York: John Wiley & Sons.
20. Doney, Patricia, and Joseph P. Cannon (1997), “An Examina-tion of the Nature of Trust in Buyer-Seller Relationships,” Journal of Marketing, 61 (April), 35-51.
21. Dutton, John M., and Richard E. Walton (1966), “Interdepartmental Conflict and Cooperation: Two Contrasting Studies,” Human Organisation, 25 (Fall), 207-220.
22. Dwyer, Robert F., Paul H. Schurr, and Sejo Oh (1987), “Developing Buyer-Seller Relationships,” Journal of Marketing, 51 (April), 11-27.
23. Eisenhardt, Kathleen M., and L.J. Bourgeois III (1988), “Politics of Strategic Decision Making in High Velocity Environments: Toward a Midrange Theory,” Academy of MLanagment Journal, 31 (December), 737-770.
24. Eisenhardt, Kathleen M., and MarkJ. Zbaracki (1992), “Strategic Decision Making,” Stratege Management Journal, 13 (SpecialIssue, Winter), 17-37.
25. Ferris, Gerald, and Thomas S. Bateman (1984), Methods and Analysis in Organisational Research, Reston, VA: Reston Publishing.
26. Fornell, Claes, and David F. Larcker (1981), “Evaluating Structural Equation Models with Unobservable Variables and Measurement Ettot” Journal of Marketing Research, 28 (February), 39-50.
27. Frazier, Gary L. (1983), “On the Measurement of Interfirm Power in Channels of Distribution,” Journal of Marketing Research, 20 (May), 158-166.
28. French, John R., and Bertram H. Raven (1959), “The Bases of Social Power,” in Studies in Social Power, Dorwin Cartwright, ed., Ann Arbor: University of Michigan Press, 150-167.
29. Ganesan, Shankar (1994), “Determinants of Long-Term Orientation in Buyer-Seller Relationships,” Journal of Marketing58 (April), 1-19.
30. Hakansson, Hakan, and Bjorn Wootz (1979), “A Framework of Industrial Buying and Selling,” Industrial Marketing Management, 8 (January), 28-39.
31. Iacobucci, Dawn, and Nigel Hopkins (1992), “Modeling Dyadic Interactions and Networks in Marketing,” Journal of Marketing Research, 24 (February), 5-17.
32. Jolson, Marvin (1997), “Broadening the Scope of Relationship Selling,” Journal of Personal Selling and Sales Management, 17 (Fall), 75-88.
33. Joreskog, Karl G, and Dag Sorbom (1996), LISREL 8: User’s Reference Guide, Chicago: Scientific Software International.
34. Kennan, William, Jr. (1990), “Is Your Pay Plan Putting the Squeeze on Top Performers?” Sales and Marketing Management, 142 (January), 74-75.
35. Kothandaraman, Prabakar, and David T. Wilson (2000), “Implementing Relationship Strategy,” Industrial Marketing Management, 29 (July), 339-349.
36. Lawrence, Paul R., and Jay W. Lorsch (1967), Organisation and Environment: Managing Differentiation and Integration, Boston: Graduate School of Business and Administration, Harvard University.
37. Leifer, Richard, and Andre Delbecq (1978), “Organizational/En-vironmental Interchange: A Model of Boundary Spanning Activity” Academy of Management Review, 3 (January), 40-50.
38. Lichtenthal, J. David, and Nermin Eyuboglu (1991), “Channel Power in Business Markets: Structural Linkages,” Journal of Marketing Channels, 1 (1), 39-58.
39. Maltz, Elliot, and Ajay E. Kohli (1996), “Market Intelligence Dissemination Across Functional Boundaries,” Journal of Marketing Research, 33 (February), 47-61.
40. Marchetti, Michele, and Geoffrey Brewer (1997), “Why Teams Fail,” Sales dr Marketing Management, 149 (June), 91.
41. Mintzberg, Henry (1983), Power In and Around Organisations, Upper Saddle River, NJ: Prentice Hall.
42. Moon, Mark A., and Gary M. Armstrong (1994), “Selling Teams: A Conceptual Framework and Research Agenda,” Journal of Personal Selling and Sales Management, 14, 1 (Winter), 17-30.
43. Morgan, Robert M., and Shelby D. Hunt (1994), “The Commitment-Trust Theory of Relationship Marketing,” Journal of Marketing 58 (July), 20-38.
44. Morris, Michael H., Gordon W. Paul, and Don Rahtz (1987), “Organizational Rewards and Coalitions in the Industrial Buying Center,” International Journal of Research in Marketing 4 (June), 131-146.
45. Mueller, Ralph O. (1996), Basic Principles of Structural Equation Modeling, New York: Springer.
46. Noordewier, Thomas G, George John, and John R. Nevin (1990), “Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships,” Journal of Marketing Research, 18 (November), 395-415.
47. Peter, J. Paul (1979), “Reliability: A Review of Psychometric Basics and Recent Marketing Practices,” Journal of Marketing Research, 16 (February), 6-17.
48. Pondy, Louis R. (1967), “Organizational Conflict: Concepts and Models,” Administrative Science Quarterly, 12 (September), 296-320.
49. Price, James L., and Charles W. Mueller (1986), Handbook of Organisational Measurement, Marshfield, MA: Pitman.
50. Ramanathan, Ramu (1992), Introductory Econometrics with Applications, San Diego: Harcourt Brace Jovanovich.
51. Ramaswami, Sridhar N. (1996), “Marketing Controls and Dysfunctional Employee Behaviors: A Test of Traditional and Contingency Theory Postulates,” Journal of Marketing 60 (April), 105-120.
52. Riordan, Edward A., Richard L. Oliver, and James H. Donnelly Jr. (1977), “The Unsold Prospect: Dyadic and Attitudinal Determinants,” Journal of Marketing Research, 14 (November), 530-537.
53. Salancik, Gerald R., and Jeffrey Pfeffer (1977), “Who Gets Power-And How They Hold on to It: A Strategic-Contingency Model of Power,” Organisational Dynamics, 5 (Winter), 3-21.
54. Sharma, Arun, and Jagdish N. Sheth (1997), “Relationship Marketing: An Agenda for Inquiry,” Industrial Marketing Management, 26 (January), 87-89.
55. Sharma, Arun, Nikolaos Tzokas, Michael Saren, and Panajiotis Kyziridis (1999), “Antecedents and Consequences of Relationship Marketing,” Industrial Marketing Management, 28 (November), 601-611.
56. Sharma, Subash, Richard M. Durand, and Oded Gur-Arie (1981), “Identification and Analysis of Moderator Variables,” Journal of Marketing Research, 18 (August), 291-300.
57. Sheth, Jagdish N., and Arun Sharma (1997), “Supplier Relationships, Emerging Issues and Challenges,” Industrial Marketing Management, 26 (January), 91-100.
58. Smith, Clagett G. (1966), “A Comparative Analysis of Some Conditions and Consequences of Intra-Organizational Conflict,” Administrative Science Quarterly, 10 (March), 504-529.
59. Strauss, George (1962), “Tactics of Lateral Relationships: The Purchasing Agent,” Administrative Science Quarterly, 7 (September), 161-186.
60. Taylor, Steven J., and Robert Bogdan (1984), Introduction to Qualitative Research Methods, New York: John Wiley & Sons.
61. Van de Ven, Andrew H., and Diane L. Ferry (1980), Measuring and Assessing Organisations, New York: John Wiley & Sons.
62. Weitz, Barton A., and Kevin D. Bradford (1999), “Personal Selling and Sales Management: A Relationship Marketing Perspective,” Journal of the Academy of Marketing Sdence, 21 (Spring), 241-254.
63. Wilson, David T. (1995), “An Integrated Model of Buyer-Seller Relationships,” lournal of the Academy of Marketing Science, 23 (Fall), 335-345.
64. Workman, John P., Jr. (1993), “Marketing’s Limited Role in New Product Development in One Computer Systems Firm,” Journal of Marketing Research, 30 (November), 405-421.