How Salespeople Build Quality Relationships: A Replication and Extension

By J. Boles, Julie T. Johnson, H. Barksdale. 2000

177 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/d19024bb061c3556c9f48dd3ce7fcc190965d9f3

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

1. James Deconinck
2. Jong Hee Park
3. Thi Bich Hanh Tran

In Organizational Behavior and Human Resource Management

1. James Deconinck
2. Jong Hee Park
3. Julie T. Johnson
4. Thi Bich Hanh Tran
5. M. Kaptein
6. R. E. Till
7. A. Kalidass
8. A. Bahron

Citations in the corpus

• Internal marketing, employee customer‐oriented behaviors, and customer behavioral responses (2018, background): “According to Boles et al. (2000) and Crosby et al. (1990), adaptive selling behavior and customer-oriented selling behavior are the selling activities duringbuyer–seller interactions;whereas, relational sellingbehavior is the selling tactics used during the interpersonal interactions.”
• The Effects of Perceived Supervisor Support, Perceived Organizational Support, and Organizational Justice on Turnover among Salespeople (2009, background): “For example, the role the salesperson plays in building quality relationships (Boles, Johnson, and Barksdale 2000) and customer retention (Johnson, Barksdale, and Boles 2001) is critical.”