search query: @author Cowles, D. / total: 3
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| Author: | Crosby, L. A. Evans, K. R. Cowles, D. |
| Title: | Relationship quality in services selling. An interpersonal influence perspective (Sales Management; Verhaltenswissenschaften) |
| Journal: | Journal of Marketing
1990 : JUL, VOL. 4C - 54:3, p. 68-81 |
| Index terms: | |
| Freeterms: | VERKAUFSABTEILUNG, VERBRAUCHER |
| Language: | eng |
| Abstract: | Salespeople involved in the marketing of complex services often perform the role of 'relationship manager'. It is, in part, the quality of the relationship between the salesperson and the customer that determines the probability of continued interchange between those parties in the future. A relationship quality model is advanced and tested that examines the nature, consequences, and antecedents of relationship quality, as perceived by the customer. |
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