search query: @author Smith, J. / total: 31
reference: 17 / 31
Author: | Smith, J. |
Title: | Buyer-seller relationships: similarity, relationship management, and quality |
Journal: | Psychology and Marketing
1998 : JAN, VOL. 15:1, p. 3-22 |
Index terms: | PSYCHOLOGY MARKETING QUALITY |
Language: | eng |
Abstract: | Trends of increased diversity in domestic markets and globalization require marketers to interact with dissimilar others. This study draws on similarity-attraction theory and examines the effects of similarity on relationship management behaviors and relationship quality. Similarity in buyer-seller work attitudes, sex, life stage, and personality are found to have differential effects in facilitating open communication, relationship investment, and relationalism. |
SCIMA