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Articles (13)

Journals (0)

1-10 of 13 results for salesperson–buyer relationship

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Select article: Effects of Service Quality and Salesperson Characteristics on Consumer Trust and Relationship Commitment: An Empirical Study on Insurance Buyers in India

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Research article

First published 2013-12

Effects of Service Quality and Salesperson Characteristics on Consumer Trust and Relationship Commitment: An Empirical Study on Insurance Buyers in India

Tapan K. Panda

Vision: The Journal of Business Perspective

Select article: The Effects of Renqing Repair on Trust Recovery: A Cross-Cultural Study

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Research article

First published 2025-12

The Effects of Renqing Repair on Trust Recovery: A Cross-Cultural Study

Annie Peng Cui, Christopher A. Nelson, Xinchun Wang [...]

Journal of International Marketing

Select article: The Role of Relational Embeddedness in Retail Buyers' Selection of New Products

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Research article

First published 2006-11

The Role of Relational Embeddedness in Retail Buyers' Selection of New Products

Peter Kaufman, Satish Jayachandran, Randall L. Rose

Journal of Marketing Research

Select article: Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty

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Research article

First published 2007-5

Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty

Robert W. Palmatier, Lisa K. Scheer, Jan-Benedict E.M. Steenkamp

Journal of Marketing Research

Select article: The Moderating Effects of Insupplier/Outsupplier Status on Organizational Buyer Attitudes

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Research article

First published 1995-06

The Moderating Effects of Insupplier/Outsupplier Status on Organizational Buyer Attitudes

Steven P. Brown

Journal of the Academy of Marketing Science

Select article: Towards a Framework of a Salesperson's Resource Facilitation and Interaction

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Research article

First published 2015-5

Towards a Framework of a Salesperson's Resource Facilitation and Interaction

Annie Liqin Zhang, Mark S. Glynn

Australasian Marketing Journal

Select article: Re-examining Salesperson Goal Orientations: Personality Influencers,Customer Orientation,and Work Satisfaction

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Research article

First published 2005-01

Re-examining Salesperson Goal Orientations: Personality Influencers,Customer Orientation,and Work Satisfaction

Eric G. Harris, John C. Mowen, Tom J. Brown

Journal of the Academy of Marketing Science

Select article: A Model for Assessing Cultural Impacts on International Buyer-Seller Relationships for Key Accounts of Hotel Companies

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Research article

First published 2004-11

A Model for Assessing Cultural Impacts on International Buyer-Seller Relationships for Key Accounts of Hotel Companies

David L. Jones, Ken W. McCleary

Journal of Hospitality & Tourism Research

Select article: Holistic Selling: An Emerging Paradigm in B2B Markets

Open access

Research article

First published 2025-11

Holistic Selling: An Emerging Paradigm in B2B Markets

Tim Kalwey, Manfred Krafft, Yeji Lim [...]

Journal of Marketing

Select article: An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets

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Research article

First published 2016-9

An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets

Ying Huang, Yadong Luo, Yi Liu [...]

Journal of Management

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