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| Author: | Boles, J. |
| Title: | How salespeople build quality relationships: a replication and extension |
| Journal: | Journal of Business Research
2000 : APR, VOL. 48:1, p. 75-82 |
| Index terms: | BUSINESS ECONOMICS SALESPEOPLE QUALITY |
| Language: | eng |
| Abstract: | This study replicated and extends Crosby, Evans, and Cowles (1990) relationship quality between a salesperson and his or her customer using business customers rather than the sample of retail consumers used by Crosby and colleagues.The original study is further extended by the inclusion of equity as a predictor of buyer - salesperson relationship quality. The setting for this replication is sales environment where a continuous service is sold to business customers. |
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