The problem-solving approach to negotiations in industrial marketing

The Social Psychology of Groups

William F. Kenkel, John Thibaut, Harold H. Kelley · The American Catholic Sociological Review · 1959 · 6K citations

Social Sciences, Social Psychology, Group Dynamics +9

Causal Models in Marketing

Lynnw. Phillips, Richard P. Bagozzi · Journal of Marketing · 1980 · 1.1K citations

Public Health, Marketing, Marketing Management +6

The Effect of Motivational Orientation upon Trust and Suspicion

Morton Deutsch · Human Relations · 1960 · 819 citations

Social Sciences, Psychology, Social Psychology +8

Recent Developments in Structural Equation Modeling

Karl G. Jöreskog, Dag Sörbom · Journal of Marketing Research · 1982 · 732 citations

Social Sciences, Educational Measurement, Psychometrics +12

Effectiveness in Sales Interactions: A Contingency Framework

Barton A. Weitz · Journal of Marketing · 1981 · 650 citations

Management, Marketing, Marketing Management +12