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Buyer's relational desire and number of suppliers used: the relationship between perceived commitment and continuance
Rutherford, Brian N.; Boles, James S.; Barksdale, Hiram C. - In: Journal of marketing theory and practice 16 (2008) 3, pp. 247-257
Persistent link: https://www.econbiz.de/10003735492
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Buyer's relational desire and number of suppliers used: the relationship between perceived commitment and continuance
Rutherford, Brian N.; Boles, James S.; Barksdale, Hiram C. - In: Journal of marketing theory and practice 16 (2008) 3, pp. 247-257
Persistent link: https://www.econbiz.de/10009884900
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Business relationships: an examination of the effects of buyer‐salesperson relationships on customer retention and willingness to refer and recommend
Boles, James S.; Barksdale, Hiram C.; Johnson, Julie T. - In: Journal of Business & Industrial Marketing 12 (1997) 3/4, pp. 253-264
Examines the effect of the quality of a salesperson’s relationship with a customer on the likelihood of retaining that customer’s business. Assesses the effects of high/low‐quality buyer‐salesperson relationships on obtaining referrals and recommendations from a customer. Results...
Persistent link: https://www.econbiz.de/10014843324
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Ideal versus actual number of sales calls : an application of disconfirmation theory
Hamwi, G. Alexander; Rutherford, Brian N.; Barksdale, … - In: The journal of personal selling & sales management : JPSSM 33 (2013) 3, pp. 307-318
Persistent link: https://www.econbiz.de/10009776491
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Business relationships: An examination of the effects of buyer-salesperson relationships on customer retention and willingness to refer and recommend
Boles, James S.; Barksdale Jr, Hiram C.; Johnson, Julie T. - In: The journal of business & industrial marketing 12 (1997) 3-4, pp. 248-258
Persistent link: https://www.econbiz.de/10007367651
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SPECIAL ISSUE: REPLICATION RESEARCH - How Salespeople Build Quality Relationships: A Replication and Extension
Boles, James S.; Johnson, Julie T.; Barksdale Jr, Hiram C. - In: Journal of business research : JBR 48 (2000) 1, pp. 75-82
Persistent link: https://www.econbiz.de/10006728980
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The mediating role of cooperative norms in the formation of buyer commitment in the buyer-seller relationship
Vieira, Valter Afonso; Mayberry, Robert; Boles, James … - In: The journal of business & industrial marketing 38 (2023) 7, pp. 1409-1423
Persistent link: https://www.econbiz.de/10014314113
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How Salespeople Build Quality Relationships:: A Replication and Extension
Boles, James S.; Johnson, Julie T.; BarksdaleJr., Hiram C. - In: Journal of Business Research 48 (2000) 1, pp. 75-81
Persistent link: https://www.econbiz.de/10005473406
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Factors associated with customer willingness to refer leads to salespeople
Johnson, Julie T.; Barksdale, Hiram Jr.; Boles, James S. - In: Journal of Business Research 56 (2003) 4, pp. 257-263
Persistent link: https://www.econbiz.de/10005474295
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Investigating sales approaches and gender in customer relationships
Wood, John Andy; Johnson, Julie; Boles, James S.; … - In: The journal of business & industrial marketing 29 (2014) 1, pp. 11-23
Persistent link: https://www.econbiz.de/10010252795