Conceptualization, implementation, benefits and limitations of relationships selling

• Autores: Sergio Román Nicolás
• Localización: Esic market, ISSN 0212-1867, Nº 121, 2005, págs. 169-218
• Idioma: español
• Títulos paralelos:
  • Conceptualización, aplicación, beneficios y limitaciones de la venta relacional
• Enlaces
  • Texto completo  1    2  
• Dialnet Métricas: 7 Citas
• Referencias bibliográficas
  • ANDERSON, E. and OLIVER, R.L. (1987), “Perspectives on BehaviorBased Versus Outcome-Based Salesforce Control Systems”, Journal of Marketing,...
  • ANDERSON, R.E. (1996), “Personal Selling and Sales Management in the New Millenium”, J o u rnal of Personal Selling & Sales Management,...
  • ANDERSON, R.E., HAIR, J.F. and BUSH, A.J. (1995), Administración de Ventas, 2ª Edición. McGraw Hill.
  • BARROSO, C. and COSSÍO, F.J. (1998), “El Proceso de Reclutamiento de la Fuerza de Ventas: Una Investigación Empírica de las Ofertas de Empleo...
  • BEATTY, S.E., MAYER, M., COLEMAN, J.E., REYNOLDS, K.E. and LEE, J. (1996), “Customer-Sales Associate Retail Relationships”, Journal of Retailing,...
  • BERRY, L.L. (1995), “Relationship Marketing of Services: Growing Interest, Emerging Perspectives”, Journal of the Academy of Marketing Science,...
  • BERRY, L.L and PARASURAMAN, A. (1993), Marketing de Servicios: La Calidad como Meta, Parramón Ediciones. Barcelona.
  • BOLES, J.S., BARKSDALE, C. Jr. and JOHNSON, J.T. (1996), “What National Account Decision Makers Would Tell Salespeople About Building Relationships”,...
  • BOLES, J.S, BARKSDALE, C. Jr. and JULIE, T. (1997a), “Business Relationships: An Examination of the Effects of Buyer-Salesperson Relationships...
  • BOLES, J.S, JOHNSON, J.T. and HAIR, J.F. Jr. (1997b), “Role Stress Work-Family Conflict and Emotional Exhaustion: Interrelations and Effects...
  • BOLES, J.S, JOHNSON, J.T. and BARKSDALES, H.C. Jr. (2000a), «How Salespeople Build Quality Relationships: A Replication and Extension», Journal...
  • BOLES, J.S, BRASHEAR, T., BELLENGER, D. and BARKSDALE, H. Jr. (2000b), “Relationship Selling Behaviors: Antecedents and Relationship with...
  • CANNON J.P. and HOMBURG, C. (2001), “BuyerS u p p l i e r Relationships and Customer Firm Costs”, Journal of Marketing, Vol. 65 (January),...
  • CRAVENS, D.W. (1995), “The Changing Role of the Sales Force”, Marketing Management, Vol. 4 (2), pp. 49-57.
  • CROSBY, L.A., EVANS, K.R., and COWLES D. (1990), “Relationship Quality in Services Selling: An Interpersonal Influence Perspective”, Journal...
  • CZEPIEL, J.A. (1990), “Service Encounters and Service Relationships: Implications for Research”, Journal of Business Research, Vol. 20 (1),...
  • D E LVECCHIO, S.K., ZEMANEK, J.E., MCINTYRE, R.P. and CLAXTON, R. (2003), “Buyers’ Perceptions of Salesperson Tactical Appro a c h e s ” ,...
  • DONALDSON, B. (1998), Sales Management: Theory and Practice, Second Edition, Macmillan Business.
  • DONALDSON, B., SAREN, M. and TZOKAS, N. (1997), “Project RELATOR: Assesing the Relationship Orientation of Salespeople”, 3 1s t A n n u a...
  • DONEY, P.M. and CANNON, J.P. (1997), “An Examination of the Nature of Trust in Buyer-Seller Relationship”, Journal of Marketing, Vol. 61 (April),...
  • DOYLE S.X. and ROTH, G.T. (1992), “Selling and Sales Management in Action: The Use of Insight: Coaching to Improve Relationship Selling”,...
  • ELLIS, K.L. and BEATTY, S.E. (1995), “Customer Relationships with Retail Salespeople: A Conceptual Model and Propositions”, Advances in Consumer...
  • FUTRELL, C.M. (2002), Fundamentals of Selling, International Edition. 7th Edition. McGraw-Hill.
  • HARRIS, E.G., MOWEN, J.C. and BROWN, T.J.. (2005), “Re-examining Salesperson Goal Orientation: Personality Influencers, Customer Orientation,...
  • HAWES, J.M., RICH, A.K. and WIDMIER, S.M. (2004), “Assesing the Development of the Sales Profession”, Journal of Personal Selling & Sales...
  • HOLMLUND, M. (2004), “Analyzing business relationships and distinguishing diff e rent interaction levels”, Industrial Marketing Management,...
  • HUMPHREYS, M.A. and WILLIAMS, M.R. (1996), “Exploring the Relative Effects of Salesperson Interpersonal Process Attributes and Technical Product...
  • INGRAM, T.N, LAFORGE R.W., AVILA, R.A., SCHWEPKER, C.H. JR. and WILLIAMS, M.R. (2004), Professional Selling: A Trust-Based Approach. Thomson-Southwestern.
  • JACKSON, B.B. (1985), “Build Customer Relationships that Lasts”, Harvard Business Review, November-December, pp. 120-128.
  • JOBBER, D. and LANCASTER, G. (2000), Selling and Sales Management, Fifth Edition, Prentice Hall.
  • JOHN, G. and WEITZ, B. (1989), “Salesforce Compensation: An Empirical Investigation of Factors Related to
  • JOHNSON, D.S. and BHARADWAJ, S. (2005), “Digitization of Selling Activity and Sales Force Performance: An Empirical Investigation”, Journal...
  • JOLSON, M.A. (1997), “Broadening the Scope of Relationship Selling”, J o u rnal of Personal Selling & Sales Management, Vol. 17 (Fall),...
  • JONES, E., STEVENS, C. and CHONXO, L. (2005), Selling ASAP: Art, Science, Agility Performance, Thomson, South-Western.
  • KEILLOR, B.D., PARKER, R.S., and PETTIJOHN, C. (1999) “Sales Force Performance Satisfaction and Aspects of Relational Selling: Implications...
  • KEILLOR, B.D., PARKER, R.S. and PETTIJOHN, C. (2000), “Relationship-Oriented Characteristics and Individual Salesperson Performance”, Journal...
  • KÜSTER, I. (2002), La Venta Relacional, ESIC, Madrid.
  • MARTÍN, P.J. and ROMÁN, S. (2003), “Efectos del aumento de la frecuencia de visita vendedor-comprador en los mercados industriales”, XV Encuentro...
  • MACINTOSH, G., ANGLIN, K.A., SZYMANSKI, D.M. and GENTRY, J . W. (1992), “Relationship Development in Selling: A Cognitive Analysis”; Journal...
  • MACINTOSH, G. and LOCKSHIN L. S. (1997), “Retail relatinships and store loyalty: A multi-level perspective”, International Journal of Research...
  • MARSHALL, G.W., MONCRIEF, W.C. and LASSK, F.G. (1999), “The C u rrent State of Sales Force Activities”, Industrial Marketing Management, Vol....
  • M O N C R I E F, W.C. (1986), “Selling Activity and Sales Position Taxonomies for Industrial Salesforc e s ” , J o u rnal of Marketing Research,...
  • MORGAN, R.M. and HUNT, S.D. (1994), “The Commitment-Trust Theory of Relationship Marketing”, Journal of Marketing, Vol. 58 (3), pp. 20-38.
  • REYNOLDS, K.E. and BEATTY, S.E. (1999), “Customer Benefits and Company Consequences of Customer-Salesperson Relationships in Retailing”, Journal...
  • REYNOLDS, K.E. and ARNOLD, M.J. (2000), “Customer Loyalty to the Salesperson and the Store: Examining Relationship Customers in an Upscale...
  • ROMÁN, S., RUIZ, S. and MUNUERA, J.L. (2002a), “Efectos de la Formación y la Intensidad Competitiva sobre el Rendimiento and la Efectividad...
  • ROMÁN, S., RUIZ, S. and MUNUERA, J.L. (2002b), “Sales Training Effects on Salespeople Activity”, European Journal of Marketing, Vol. 36 (11/12),...
  • ROMÁN, S. and S. RUIZ (2005), «Relationship outcomes of perceived ethical sales behaviour: The customer’s perspective», J o u rnal of Business...
  • ROMÁN, S., RUIZ, S. and MUNUERA, J.L. (2005), “The influence of the compensation system and personal variables on a salesperson’s effective...
  • RUYTER, K., MOORMAN L. and LEMMINK J. (2001), “Antecedents of Commitment and Trust in Customer-Supplier Relationship in High Technology Markets”,...
  • SCHULTZ, R.J, EVANS, K.R. and GOOD, D.J. (1999), “Intercultural Interaction Strategies and Relationship Selling in Industrial Markets”, Industrial...
  • SCHULTZ, R.J and EVANS (2002), “Strategic Collaborative Communication by Key Account Representatives”, Journal of Personal Selling & Sales...
  • SHARMA, A. (1999), “Does the Salesperson Like Customers? A Conceptual and Empirical Examination of the Persuasive Effect of Perceptions of...
  • SIGUAW, J.A., BROWN, G, and WIDING, R.E. (1994), “The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes”,...
  • WEBSTER, F.E. Jr. (1992), “The Changing Role of Marketing in the Corporation”, Journal of Marketing, Vol.56 (4), pp. 1-17.
  • WEITZ, B.A., CASTEBERRY S.B. and TANNER, J.F. Jr. (1998), Selling: Building Partnerships. 3ª Edición. Irwin/McGraw Hill.
  • WEITZ, B.A. and BRADFORD, K.D. (1999), “Personal Selling and Sales Management: A Relationship Marketing Perspective”, Journal of the Academy...
  • WILLIAMS, M.R. (1998), “The Influence of Salespersons’ Customer Orientation on Buyer-Seller Relationship Development”, Journal of Business...
  • WILLIAMS, M.R and ATTAWAY, J. (1996), “Exploring Salespersons’ Customer Orientation as a Mediator of Organizational Culture’s Influence on...
  • WILLIAMS, M.R and ATTAWAY, J. (2003), “At the Interface: The Nature of Buyer-seller interactions and relationships”, Journal of Business Research,...
  • WILSON, D.T. (2000), “Deep Relationships: The Case of the Vanishing Salesperson”, Journal of Personal Selling & Sales Management, Vol....
  • WOTRUBA, T. (1991), “The Evolution of Personal Selling”, Journal of Personal Selling & Sales Management, Vol. 11 (Summer), pp. 1-12.