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Factors associated with customer willingness to refer leads to salespeople

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  • Johnson, Julie T.
  • Barksdale, Hiram Jr.
  • Boles, James S.

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  • Johnson, Julie T. & Barksdale, Hiram Jr. & Boles, James S., 2003. "Factors associated with customer willingness to refer leads to salespeople," Journal of Business Research, Elsevier, vol. 56(4), pages 257-263, April.
    • Handle: RePEc:eee:jbrese:v:56:y:2003:i:4:p:257-263
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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. Falk, Armin & Gachter, Simon & Kovacs, Judit, 1999. "Intrinsic motivation and extrinsic incentives in a repeated game with incomplete contracts," Journal of Economic Psychology, Elsevier, vol. 20(3), pages 251-284, June.
    3. Swan, John E. & Bowers, Michael R. & Richardson, Lynne D., 1999. "Customer Trust in the Salesperson: An Integrative Review and Meta-Analysis of the Empirical Literature," Journal of Business Research, Elsevier, vol. 44(2), pages 93-107, February.
    4. K. Jöreskog, 1971. "Statistical analysis of sets of congeneric tests," Psychometrika, Springer;The Psychometric Society, vol. 36(2), pages 109-133, June.
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    Cited by:

    1. Yeung, Alice H.W. & Lo, Victor H.Y. & Yeung, Andy C.L. & Cheng, T.C. Edwin, 2008. "Specific customer knowledge and operational performance in apparel manufacturing," International Journal of Production Economics, Elsevier, vol. 114(2), pages 520-533, August.
    2. DeConinck, James B., 2010. "The effect of organizational justice, perceived organizational support, and perceived supervisor support on marketing employees' level of trust," Journal of Business Research, Elsevier, vol. 63(12), pages 1349-1355, December.
    3. Ioana Nicoleta ABRUDAN Author- Workplace-Name: BabeÈ™-Bolyai University, 400091, Romania, 2016. "Gender And Shopping Behavior Outcomes In The Context Of Shopping Centers," EcoForum, "Stefan cel Mare" University of Suceava, Romania, Faculty of Economics and Public Administration - Economy, Business Administration and Tourism Department., vol. 5(Special I), pages 1-11, august.
    4. Itani, Omar S. & Goad, Emily A. & Jaramillo, Fernando, 2019. "Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?," Journal of Business Research, Elsevier, vol. 102(C), pages 120-130.
    5. Mujahid Ghouri, Arsalan & Mani, Venkatesh & Jiao, Zhilun & Venkatesh, V.G. & Shi, Yangyan & Kamble, Sachin S., 2021. "An empirical study of real-time information-receiving using industry 4.0 technologies in downstream operations," Technological Forecasting and Social Change, Elsevier, vol. 165(C).
    6. Berta Tubillejas-Andrés & Amparo Cervera-Taulet & Haydee Calderón García, 2019. "Feeling emotions in the public performing arts sector: does gender affect?," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 16(1), pages 1-22, March.
    7. Jasmin Baumann & Kenneth Le Meunier-FitzHugh, 2014. "Trust as a facilitator of co-creation in customer-salesperson interaction – an imperative for the realization of episodic and relational value?," AMS Review, Springer;Academy of Marketing Science, vol. 4(1), pages 5-20, June.
    8. Abdullah Mohammad Al-Hersh & Abdelmo'ti Suleiman Aburoub & Abdalelah S. Saaty, 2014. "The Impact of Customer Relationship Marketing on Customer Satisfaction of the Arab Bank Services," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 4(5), pages 67-100, May.
    9. João Proença & Inês Pereira, 2008. "Exploring the consumption of charity-linked products," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 5(1), pages 53-69, June.

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