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The impact of salespeople's relational behaviors and organizational fairness on customer loyalty: An empirical study in B-to-B relationships

Author

Listed:
  • Fanny Poujol
  • D. Vidal
  • B. Siadou-Martin
  • G. Pellat

    (CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique)

Abstract

No abstract is available for this item.

Suggested Citation

  • Fanny Poujol & D. Vidal & B. Siadou-Martin & G. Pellat, 2013. "The impact of salespeople's relational behaviors and organizational fairness on customer loyalty: An empirical study in B-to-B relationships," Post-Print halshs-00642472, HAL.
    • Handle: RePEc:hal:journl:halshs-00642472
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    Citations

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    Cited by:

    1. Pantano, Eleonora & Migliarese, Piero, 2014. "Exploiting consumer–employee–retailer interactions in technology-enriched retail environments through a relational lens," Journal of Retailing and Consumer Services, Elsevier, vol. 21(6), pages 958-965.
    2. Jia, Fang & Wei, Liyuan & Jiang, Ling & Hu, Zuohao & Yang, Zhilin, 2021. "Curbing opportunism in marketing channels: The roles of influence strategy and perceived fairness," Journal of Business Research, Elsevier, vol. 131(C), pages 69-80.
    3. Mu-Chen Chen & Kuo-Chien Chang & Chia-Lin Hsu & German Alcibiades Vega Leon, 2018. "Investigating the impacts of guanxi and relationship marketing in port logistics: two cases," Maritime Economics & Logistics, Palgrave Macmillan;International Association of Maritime Economists (IAME), vol. 20(4), pages 603-623, December.
    4. Arditto, Luis & Cambra-Fierro, Jesús J. & Fuentes-Blasco, María & Jaraba, Ana Olavarría & Vázquez-Carrasco, Rosario, 2020. "“How does customer perception of salespeople influence the relationship? A study in an emerging economyâ€," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
    5. Choi, Yu Hua & Choo, Ho Jung, 2016. "Effects of Chinese consumers' relationship benefits and satisfaction on attitudes toward foreign fashion brands:The moderating role of country of salesperson," Journal of Retailing and Consumer Services, Elsevier, vol. 28(C), pages 99-106.

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