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Relationship management: A call for fewer influence attempts?

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  • Simpson, James T.
  • Mayo, Donna T.

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  • Simpson, James T. & Mayo, Donna T., 1997. "Relationship management: A call for fewer influence attempts?," Journal of Business Research, Elsevier, vol. 39(3), pages 209-218, July.
    • Handle: RePEc:eee:jbrese:v:39:y:1997:i:3:p:209-218
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    References listed on IDEAS

    as
    1. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
    2. Schurr, Paul H & Ozanne, Julie L, 1985. "Influence on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 11(4), pages 939-953, March.
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    Cited by:

    1. James Brown & Stephan Grzeskowiak & Chekitan Dev, 2009. "Using influence strategies to reduce marketing channel opportunism: The moderating effect of relational norms," Marketing Letters, Springer, vol. 20(2), pages 139-154, June.
    2. Leonidou, Leonidas C. & Aykol, Bilge & Nilssen, Frode & Christodoulides, Paul, 2025. "Power dynamics, cooperation, and performance in exporter-importer relationships: The moderating role of partner incompatibility and emotion regulation," International Business Review, Elsevier, vol. 34(4).
    3. Sarpong, David & Maclean, Mairi, 2016. "Cultivating strategic foresight in practise: A relational perspective," Journal of Business Research, Elsevier, vol. 69(8), pages 2812-2820.
    4. Kobernyuk, Elena & Stiles, David & Ellson, Tony, 2014. "International joint ventures in Russia: Cultures' influences on alliance success," Journal of Business Research, Elsevier, vol. 67(4), pages 471-477.
    5. repec:dau:papers:123456789/13705 is not listed on IDEAS
    6. Hausman, Angela & Stock, James R., 2003. "Adoption and implementation of technological innovations within long-term relationships," Journal of Business Research, Elsevier, vol. 56(8), pages 681-686, August.

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