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How Salespeople Build Quality Relationships:: A Replication and Extension

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  • Boles, James S.
  • Johnson, Julie T.
  • BarksdaleJr., Hiram C.

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  • Boles, James S. & Johnson, Julie T. & BarksdaleJr., Hiram C., 2000. "How Salespeople Build Quality Relationships:: A Replication and Extension," Journal of Business Research, Elsevier, vol. 48(1), pages 75-81, April.
    • Handle: RePEc:eee:jbrese:v:48:y:2000:i:1:p:75-81
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    References listed on IDEAS

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    1. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    2. Oliver, Richard L & Swan, John E, 1989. "Equity and Disconfirmation Perceptions as Influences on Merchant and Product Satisfaction," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(3), pages 372-383, December.
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    Cited by:

    1. Untung Rahardja & Tanaporn Hongsuchon & Taqwa Hariguna & Athapol Ruangkanjanases, 2021. "Understanding Impact Sustainable Intention of S-Commerce Activities: The Role of Customer Experiences, Perceived Value, and Mediation of Relationship Quality," Sustainability, MDPI, vol. 13(20), pages 1-20, October.
    2. Wei-Ming Ou & Chia-Mei Shih & Chin-Yuan Chen & Chih-Wei Tseng, 2010. "Effects of ethical sales behaviour, expertise, corporate reputation, and performance on relationship quality and loyalty," The Service Industries Journal, Taylor & Francis Journals, vol. 32(5), pages 773-787, September.
    3. Taqwa Hariguna & Athapol Ruangkanjanases & Sarmini, 2021. "Public Behavior as an Output of E-Government Service: The Role of New Technology Integrated in E-Government and Antecedent of Relationship Quality," Sustainability, MDPI, vol. 13(13), pages 1-20, July.
    4. Chen, Yi-Su & Su, Hung-Chung & Ro, Young K., 2017. "The co-evolution of supplier relationship quality and product quality in the U.S. auto industry: A cultural perspective," International Journal of Production Economics, Elsevier, vol. 184(C), pages 245-255.
    5. Gisele de Campos Ribeiro & Carole Donada & Caroline Mothe & Gwenaëlle Nogatchewsky, 2019. "The Respective Effects of Virtues and Inter-Organizational Management Control Systems on Relationship Quality and Performance: Virtues Win," Post-Print hal-01700970, HAL.
    6. Habib Affes, 2014. "Les Déterminants Du Succès De La Relation Franchise Ur-Franchisé," International Journal of Management Sciences, Research Academy of Social Sciences, vol. 3(9), pages 695-703.
    7. Groza, Mark D. & Groza, Mya Pronschinske, 2018. "Salesperson regulatory knowledge and sales performance," Journal of Business Research, Elsevier, vol. 89(C), pages 37-46.
    8. Ibrahim Alnawas & Shadi Altarifi, 2016. "Customer emotional regulation and relationship quality: Evidence from the banking industry," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 21(4), pages 254-266, December.
    9. Adjei, Mavis T. & Clark, Melissa N., 2010. "Relationship marketing in A B2C context: The moderating role of personality traits," Journal of Retailing and Consumer Services, Elsevier, vol. 17(1), pages 73-79.
    10. Phan, Michel C. T. & Styles, Chris W. & Patterson, Paul G., 2005. "Relational competency's role in Southeast Asia business partnerships," Journal of Business Research, Elsevier, vol. 58(2), pages 173-184, February.
    11. Ardy Wibowo & Shih-Chih Chen & Uraiporn Wiangin & Yin Ma & Athapol Ruangkanjanases, 2020. "Customer Behavior as an Outcome of Social Media Marketing: The Role of Social Media Marketing Activity and Customer Experience," Sustainability, MDPI, vol. 13(1), pages 1-18, December.
    12. Carole Donada & Caroline Mothe & Gwenaëlle Nogatchewsky & Gisele Campos Ribeiro, 2019. "The Respective Effects of Virtues and Inter-organizational Management Control Systems on Relationship Quality and Performance: Virtues Win," Journal of Business Ethics, Springer, vol. 154(1), pages 211-228, January.
    13. Armando Luis Vieira, 2009. "Business-To-Business Relationship Quality," Portuguese Journal of Management Studies, ISEG, Universidade de Lisboa, vol. 0(3), pages 197-216.
    14. Oluyomi A. Osobajo & Ioannis Koliousis & Heather McLaughlin, 2021. "Making sense of maritime supply chain: a relationship marketing approach," Journal of Shipping and Trade, Springer, vol. 6(1), pages 1-17, December.
    15. Macintosh, Gerrard, 2009. "Examining the antecedents of trust and rapport in services: Discovering new interrelationships," Journal of Retailing and Consumer Services, Elsevier, vol. 16(4), pages 298-305.
    16. Pinna, Roberta & De Simone, Silvia & Cicotto, Gianfranco & Malik, Ashish, 2020. "Beyond organisational support: Exploring the supportive role of co-workers and supervisors in a multi-actor service ecosystem," Journal of Business Research, Elsevier, vol. 121(C), pages 524-534.
    17. Kristina Haberstroh & Ulrich R. Orth & Stefan Hoffmann & Berit Brunk, 2017. "Consumer Response to Unethical Corporate Behavior: A Re-Examination and Extension of the Moral Decoupling Model," Journal of Business Ethics, Springer, vol. 140(1), pages 161-173, January.

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