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Effects of Ingratiation on Lateral Relationship Quality within Sales Team Settings

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  • Strutton, David
  • Pelton, Lou E.

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  • Strutton, David & Pelton, Lou E., 1998. "Effects of Ingratiation on Lateral Relationship Quality within Sales Team Settings," Journal of Business Research, Elsevier, vol. 43(1), pages 1-12, September.
    • Handle: RePEc:eee:jbrese:v:43:y:1998:i:1:p:1-12
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    References listed on IDEAS

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    1. William G. Ouchi, 1979. "A Conceptual Framework for the Design of Organizational Control Mechanisms," Management Science, INFORMS, vol. 25(9), pages 833-848, September.
    2. Klein, Howard J. & Mulvey, Paul W., 1995. "Two Investigations of the Relationships among Group Goals, Goal Commitment, Cohesion, and Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 61(1), pages 44-53, January.
    3. Strutton, David & Pelton, Lou E. & Lumpkin, James R., 1995. "Sex differences in ingratiatory behavior : An investigation of influence tactics in the salesperson-customer dyad," Journal of Business Research, Elsevier, vol. 34(1), pages 35-45, September.
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    Cited by:

    1. Goebel, Daniel J. & Marshall, Greg W. & Locander, William B., 2006. "Getting one's own way: An investigation of influence attempts by marketers on nonmarketing members of the firm," Journal of Business Research, Elsevier, vol. 59(7), pages 829-837, July.
    2. Rapp, Adam & Ahearne, Michael & Mathieu, John & Rapp, Tammy, 2010. "Managing sales teams in a virtual environment," International Journal of Research in Marketing, Elsevier, vol. 27(3), pages 213-224.
    3. Chen Wang & JoAndrea Hoegg & Darren W. Dahl, 2018. "The impact of a sales team’s perceived entitativity on customer satisfaction," Journal of the Academy of Marketing Science, Springer, vol. 46(2), pages 190-211, March.

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