Relationship development in selling: A cognitive analysis

Developing Buyer-Seller Relationships

1987 • 7,969 citations

Categorization and Representation of Physics Problems by Experts and Novices*

1981 • 5,132 citations

Relationship Quality in Services Selling: An Interpersonal Influence Perspective

1990 • 3,876 citations

Scripts in memory for text

1979 • 1,595 citations

Marketing as Exchange

1975 • 1,470 citations

Influences on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness

1985 • 1,250 citations

A Generic Concept of Marketing

1972 • 1,114 citations

Beyond Contract: Work, Power and Trust Relations.

1975 • 1,091 citations

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

1986 • 984 citations

Effectiveness in Sales Interactions: A Contingency Framework

1981 • 638 citations

Scripts, plans, and knowledge

1975 • 478 citations

How industrial salespeople gain customer trust

1985 • 398 citations

Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept

1988 • 235 citations

Knowledge Structure Differences between More Effective and Less Effective Salespeople

1988 • 226 citations

Gaining Customer Trust: A Conceptual Guide for the Salesperson

2013 • 176 citations

Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation

1989 • 158 citations

Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis

1989 • 150 citations

A Script-theoretic Analysis of Industrial Purchasing Behavior

1984 • 142 citations

Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople

1990 • 117 citations

Buyer-Seller Interaction: a Conceptual Framework

1976 • 116 citations

Getting together : building a relationship that gets to yes

1988 • 97 citations

The cognitive structure of a social structure.

1962 • 64 citations

Getting Together: Building a Relationship that gets to Yes. By Roger Fisher and Scott Brown, Boston, Massachusetts. Houghton Mifflin Company. 1988

1988 • 50 citations

Social psychology, 2nd ed.

1974 • 24 citations

The employment of vertical and horizontal social schemata in the learning of a social structure.

1976 • 18 citations