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Propensity to trust salespeople : a contingent multilevel-multisource examination

Friend, Scott B.; Johnson, Jeff S.; Sohi, Ravipreet S. - In: Journal of business research : JBR 83 (2018), pp. 1-9

Persistent link: https://www.econbiz.de/10011775837

The role of sales representatives in cross-cultural business-to-business relationships

Gu, Flora Fang; Wang, Jeff Jianfeng; Wang, Danny T. - In: Industrial marketing management : the international … 78 (2019), pp. 227-238

Persistent link: https://www.econbiz.de/10012026183

The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships

Ferro-Soto, Carlos; Padin, Carmen; Svensson, Göran; … - In: The journal of business & industrial marketing 38 (2023) 1, pp. 235-251

Persistent link: https://www.econbiz.de/10013539060

Managing ad hoc sales encounters in B2B markets

Schmitz, Christian; Lee, You-Cheong; Isenberg, Lukas; … - In: Industrial marketing management : the international … 105 (2022), pp. 33-47

Persistent link: https://www.econbiz.de/10013494010

Eye for eye : examining retaliation in business-to-business relationships

Vidal, David - In: European journal of marketing : EJM 48 (2014) 1/2, pp. 47-67

Persistent link: https://www.econbiz.de/10010344386

Explaiing industrial importers' commitment from an emerging market perspective : theoretical and managerial insights

Saleh, M. Abu; Ali M. Yunus; Andaleeb, Syed S. - In: The journal of business & industrial marketing 29 (2014) 1, pp. 45-62

Persistent link: https://www.econbiz.de/10010252760

Adding co-creation as an antecedent condition leading to trust in business-to-business relationships

Franklin, Drew; Marshall, Roger - In: Industrial marketing management : the international … 77 (2019), pp. 170-181

Persistent link: https://www.econbiz.de/10012004238

Customer satisfaction as a mediator between causes (trust and communication) and the outcome (customer loyalty) in business-to-business relationship marketing in the South African...

Mbango, Phineas; Phiri, M. A. - In: Journal of governance and regulation : international … 4 (2015) 3, pp. 79-88

Persistent link: https://www.econbiz.de/10011609458

Power symmetry and the development of trust in interdependent relationships : the mediating role of goal congruence

Cuevas, Javier Marcos; Julkunen, Saara; Gabrielsson, Mika - In: Industrial marketing management : the international … 48 (2015), pp. 149-159

Persistent link: https://www.econbiz.de/10011346697

An investigation of the opportunistic relationships among shipping companies and ship-brokers

Pantouvakis, Angelos; Krasanakis, Stelios; Patsiouras, … - In: Spoudai : journal of economics and business 67 (2017) 1, pp. 71-80

The aim of the paper is to present a conceptual framework which explores the application of relationship marketing in the maritime sector and especially the factors affecting shipping companies and ship-brokers’ partnerships. In particular, this survey illustrates the relations among...

Persistent link: https://www.econbiz.de/10011661773

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