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

Cited by (553)

Items 301–400 of 553

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9. One-to-One and One-to-Many Business Relationship Marketing: Toward a Theoretical Framework
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10. Single versus multiple salesforce go-to-market strategy: the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity
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11. The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance
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12. Salesforce Social Media Use, Adaptive Selling Behaviour and Consumer Outcomes in Consumer Electronics: An Emerging Market Perspective
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17. Ein sozialpsychologischer Erklärungsansatz von Brand Behavior
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18. Multi-stage expectation-confirmation framework for salespeople expectation management
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19. Pengaruh Program Loyalitas terhadap Kesetiaan Konsumen pada Industri Halal di Yogyakarta
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20. Gender effects on buyer perceptions of male and female sales representatives in China
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21. Emotional intelligence and boundary‐spanning behavior among door‐to‐door salespeople
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24. Price Increases and Their Financial Consequences in International Business-to-Business Selling
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25. Sales Force Performance: A Typology and Future Research Priorities
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26. Blogging effects across supplier, retailer, and customer
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27. Personal-loyalty and pricing benefits from hairstylist-client commercial friendship
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28. Managing ad hoc sales encounters in B2B markets
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31. Buyer Loyalty in Business Markets: Can the Firm and Salesperson Get What They Truly Desire?
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32. Impact of Switching Costs on the Tripartite Model - Third Party Logistics
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33. An Examination of the Relationship Between a Firm's Offerings and Different Customer Loyalty Segments
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34. Pricing capability development and its antecedents
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38. Managing Customer Relationships by Gender
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39. Schnittstellenmanagement zwischen Vertrieb und Marketing durch interaktive Markenführung
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44. Market Response and Marketing Mix Models: Trends and Research Opportunities
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45. Preliminary Investigation of Entertainment Strategies Involving Alcohol: Implications for Professional Sales Education and Training in Business Markets
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46. Wearing your success on your sleeve: How salesperson luxury brand consumption affects consumers’ perceptions
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47. Does corporate social responsibility matter to financial service representatives in faith-expressive firms?
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48. Managing brand preferences of resellers
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49. Personality matters: how adaptive selling skills mediate the effect of personality traits on salespeople’s exploited cross-selling potential
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50. Exploring Dishware Influences on Product Evaluation, Willingness to Pay, and Restaurant Type
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51. Relationship closeness paradox: contingency analysis in B2B sales
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52. DOES MARKETING STRATEGY MATTER FOR MICROCREDIT FIRMS? MARKET ORIENTATION, INNOVATION AND PERFORMANCE IN DEVELOPING ECONOMIES
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53. Mapping the Emerging Field of Service Science: Insights from a Citation Network and Cocitation Network Analysis
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54. The Role of the Positive Switching Costs in the Insurance Industry
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55. Customer Satisfaction as a Mediator of the Turnover-Performance Relationship
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56. Private labels ain’t bona fide! Perceived authenticity and willingness to pay a price premium for national brands over private labels
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57. Private labels ain’t bona fide! Perceived authenticity and willingness to pay a price premium for national brands over private labels
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58. Social Media Ambiance Can Make Strong Message for Consumer Brand Purchase Behavior
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59. Servant as Leader: The Effects of Servant-Leaders on Trust, Job Satisfaction, and Turnover Intentions in Intercollegiate Athletics
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60. UNDERSTANDING THE VIABILITY OF CLOUD SERVICES: A CONSUMER PERSPECTIVE
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61. Impact of Social Media Marketing on Consumer-Based Brand Equity
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62. Salesperson directive modification intention: a conceptualization and empirical validation
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63. The Effect of Communication Channels on Buyers’ Cooperative Behavior
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64. Relevance of salespeople profiles: an analysis in an emerging economy
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65. Factors Determining the Development of Business Relationships in the Advertising Market
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66. The Consequences of Consumers’ Use of Pre-Existing Social Relationships to Make Purchases
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67. Antecedents of Sellers' Relationship Building Efforts in Relationship Marketing A Case of the Telecom Sector of Pakistan
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68. CUSTEQUITY scale: Measurement and validation in Indian banking sector
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73. Instruments of Business Relationship Management
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74. Effects of price promotions on purchase intentions in post-promotion periods
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75. Relationship between Social Media Marketing and Brand Loyalty with Moderating Effect of Culture: An Evidence from University Students
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81. Supply Chain Collaboration: The Role of Key Contact Employees
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84. Dual marketing communications: Enriching channel value network with a multi-channel strategic communication
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88. Factors Influencing Consumer Loyalty: A Study of Japanese Retail Stores
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