Sales Relationship Development is a strategic process within relationship selling that systematically cultivates trust, mutual value, and long-term engagement between a salesperson and a customer to enhance satisfaction, loyalty, and repeat business.
81
Publications
19.5K
Citations
161
Authors
110
Institutions
Publications per year
2017–2026
13
Parents
Publications
81
Developing Buyer-Seller Relationships
F. Robert Dwyer, Paul H. Schurr, Sejo Oh · Journal of Marketing · 1987 · 7.8K citations
Developing Buyer-Seller Relationships
F. Robert Dwyer, Paul H. Schurr, Sejo Oh · Journal of Marketing · 1987 · 3.5K citations
Customer-sales associate retail relationships
Sharon E. Beatty · Journal of Retailing · 1996 · 852 citations · Full text
1–5 of 81
Authors
161
- DP
3
h-index
- GR
3
h-index
- IS
3
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- JS
3
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- HC
2
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1–5 of 161
Institutions
110
Georgia State University
Atlanta, United States
4 h-index
7 publications
1K citations
Baylor University
Waco, United States
3 h-index
4 publications
87 citations
Insper
São Paulo, Brazil
3 h-index
6 publications
136 citations
Università della Svizzera italiana
Lugano, Switzerland
3 h-index
5 publications
773 citations
San Diego State University
San Diego, United States
3 h-index
3 publications
67 citations
University of Houston
Houston, United States
3 h-index
3 publications
263 citations
Hanken School of Economics
Helsinki, Finland
3 h-index
6 publications
522 citations
University of Tennessee at Knoxville
Knoxville, United States
2 h-index
5 publications
120 citations
1–8 of 110
Venues
- Journal of Personal Selling and Sales Management
JPSSM · 18 publications · 1.3K citations
18
h-index
- Industrial Marketing Management
12 publications · 1.1K citations
12
h-index
- Journal of Business and Industrial Marketing
8 publications · 420 citations
8
h-index
- Journal of Business Research
JBR · 7 publications · 444 citations
7
h-index
- Journal of the Academy of Marketing Science
4 publications · 1.2K citations
4
h-index
1–5