The DOI matches its Crossref record; 1 of the 1 references it cites were found in a registry or an index.
How industrial salespeople gain customer trust
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Citations
Cites
The processes of causal attribution.
Kelley, H. H. (1973) · American Psychologist · doi:10.1037/h0034225 · Cited by 4,025
Cited by
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
An Examination of the Nature of Trust in Buyer-Seller Relationships
Doney, P. M., & Cannon, J. P. (1997) · Journal of Marketing · doi:10.2307/1251829 · Cited by 6,822
Relationship Quality in Services Selling: An Interpersonal Influence Perspective
Crosby, L. A., Evans, K. R., & Cowles, D. (1990) · Journal of Marketing · doi:10.1177/002224299005400306 · Cited by 4,763
Understanding the influence of national culture on the development of trust
Doney, P. M., Cannon, J. P., & Mullen, M. R. (1998) · The Academy of Management Review · doi:10.2307/259297 · Cited by 1,844
From Marketing Mix to Relationship Marketing: Towards a Paradigm Shift in Marketing
Grönroos, C. (1994) · Management Decision · doi:10.1108/00251749410054774 · Cited by 1,410
Loyalty programs and their impact on repeat-purchase loyalty patterns
Sharp, B., & Sharp, A. (1997) · International Journal of Research in Marketing · doi:10.1016/s0167-8116(97)00022-0 · Cited by 791
An analysis of antecedents and consequences of trust in a corporate brand
Sichtmann, C. (2007) · European Journal of Marketing · doi:10.1108/03090560710773318 · Cited by 334
Effects of communication style and culture on ability to accept recommendations from robots
Rau, P. L. P., Li, Y., & Li, D. (2009) · Computers in Human Behavior · doi:10.1016/j.chb.2008.12.025 · Cited by 221
Customer loyalty to one service worker: Should it be discouraged?
Bove, L. L., & Johnson, L. W. (2006) · International Journal of Research in Marketing · doi:10.1016/j.ijresmar.2006.01.007 · Cited by 140
Lin, C., & Ding, C. G. (2005) · International Journal of Service Industry Management · doi:10.1108/09564230510587159 · Cited by 122
The moderating role of switching barriers on customer loyalty in the life insurance industry
Chen, M.-F., & Wang, L.-H. (2009) · The Service Industries Journal · doi:10.1080/02642060902764574 · Cited by 86
Examining the antecedents of trust and rapport in services: Discovering new interrelationships
Macintosh, G. (2009) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2009.02.001 · Cited by 76
Metadata
- Authors
- Swan, J. E., Trawick, I. F., & Silva, D. W.
- Venue
- Industrial Marketing Management
- Publisher
- Elsevier BV
- Published
- 1985-08
- Volume
- 14
- Issue
- 3
- Pages
- 203-211
- ISSN
- 0019-8501 (ISSN-L)
- OpenAlex
- W2145347606
- Cited by
- 403
- References
- 1
- FWCI
- 5.32
- Type
- journal article
- Language
- en
- Open access
- closed
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Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
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Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
