Concepedia

Relationship Selling

Relationship Selling is a personal selling approach in sales management that focuses on developing and maintaining long-term, trust-based, mutually beneficial relationships with customers through ongoing interactions and value creation, rather than concentrating solely on discrete, short-term transactions.

809

Publications

89.1K

Citations

1.3K

Authors

659

Institutions

Publications per year

2017–2026

150

Parents

Children

Publications

809

Developing Buyer-Seller Relationships

F. Robert Dwyer, Paul H. Schurr, Sejo Oh · Journal of Marketing · 1987 · 7.8K citations

, , +7

Relationship Quality in Services Selling: An Interpersonal Influence Perspective

Lawrence A. Crosby, Kenneth R. Evans, Deborah Cowles · Journal of Marketing · 1990 · 4K citations

, , +11

Developing Buyer-Seller Relationships

F. Robert Dwyer, Paul H. Schurr, Sejo Oh · Journal of Marketing · 1987 · 3.5K citations

, , +7

Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis

Rajiv P. Dant, Dhruv Grewal, Kenneth Evans · Journal of Marketing · 2006 · 2.5K citations

, , +16

Relationship Quality in Services Selling: An Interpersonal Influence Perspective

Lawrence A. Crosby, Kenneth R. Evans, Deborah Cowles · Journal of Marketing · 1990 · 2.1K citations

, , +11

1–5 of 809

Authors

1.3K

  1. WC
    William C. Moncrief

    Texas Christian University, United States

    13 publications · 1.2K citations

    13

    h-index

  2. AS
    Arun Sharma

    University of Miami, United States

    13 publications · 579 citations

    13

    h-index

  3. KR
    Kenneth R. Evans

    University of Oklahoma, United States

    11 publications · 8.8K citations

    11

    h-index

  4. GW
    Greg W. Marshall

    Rollins College, United States

    11 publications · 1K citations

    11

    h-index

  5. JS
    James S. Boles

    Georgia State University, United States

    10 publications · 1.2K citations

    10

    h-index

1–5 of 1.3K

Institutions

659

  1. Pennsylvania State University

    State College, United States

    14 h-index

    21 publications

    9.5K citations

  2. Georgia State University

    Atlanta, United States

    13 h-index

    27 publications

    3K citations

  3. University of Houston

    Houston, United States

    13 h-index

    16 publications

    1.5K citations

  4. University of Miami

    Coral Gables, United States

    12 h-index

    13 publications

    520 citations

  5. University of Missouri

    Columbia, United States

    11 h-index

    13 publications

    6.3K citations

  6. Baylor University

    Waco, United States

    10 h-index

    12 publications

    623 citations

  7. University of Toledo

    Toledo, United States

    10 h-index

    19 publications

    698 citations

  8. University of Alabama

    Tuscaloosa, United States

    10 h-index

    11 publications

    1.5K citations

1–8 of 659

Venues

  1. Journal of Personal Selling and Sales Management

    JPSSM · 155 publications · 10.8K citations

    60

    h-index

  2. Industrial Marketing Management

    92 publications · 8K citations

    47

    h-index

  3. Journal of Marketing

    JM · 45 publications · 28.9K citations

    36

    h-index

  4. Journal of Business Research

    JBR · 38 publications · 1.9K citations

    27

    h-index

  5. Journal of Business and Industrial Marketing

    48 publications · 2.1K citations

    27

    h-index

1–5