30
Views
3
CrossRef citations to date
0
Altmetric
Original Articles

Analysis of the Buyer-Seller Dyad: The Social Relations Model

Pages 69-77 | Published online: 24 Oct 2013

References

  • Baer, Robert (1990), “Overestimating Salesperson Truthfulness: The Fundamental Attribution Error,” Advances in Consumer Research, 17, 501–507.
  • Bagozzi, Richard P. (1986), “Comment on 'Antecedents of Performance and Satisfaction in a Service Sales Force as Compared to an Industrial Sales Force,” Journal of Personal Selling and Sales Management, 1(May), 49–51.
  • Busch, Paul and David T. Wilson (1976), “An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad,” Journal of Marketing Research, 13(Feb), 3–11.
  • Churchill Gilbert A., Jr., Neil M. Ford, Steven W. Hartley and Orville C. Walker, Jr. (1985), “The Determinants of Salesperson Performance: a Meta-Analysis,” Journal of Marketing Research, 22(May), 103–118.
  • Clopton, Stephen W. (1984), “Seller and Buying Firm Factors Affecting Industrial Buyers' Negotiation Behavior and Outcome,” Journal of Marketing Research, 21(Feb.), 39–53.
  • Cupach, William R. and Brian H. Spitzberg (1981), “Relational Competence: Measurement and Validation,” paper presented at the meeting of the Western Speech Communication Association, San Jose, CA, February.
  • Dindia, Kathryn, Mary Anne Fitzpatrick, and David A. Kenny (1989), “Self-Disclosure in Spouse and stranger Interaction: A Social Relations Analysis,” paper presented at the annual meeting of the International Communication Association, San Francisco, May.
  • Dubinsky, Alan J. and Steven W. Hartley (1986), “A Path-Analytic Study of a Model of Salesperson Performance,” Journal of the Academy of Marketing Science, 14(Spring), 36–46.
  • Dwyer, F. Robert and Orville C. Walker, Jr. (1981), “Bargaining in an Asymmetrical Power structure,” Journal of Marketing, 45(Winter), 104–115.
  • Evans, Richard H. (1981), “An Analysis of the Attribute Set in the Buyer-Seller Exchange Process,” in Buyer-Seller Transactions: Empirical Research and Normative Issues, P. H. Reingen and A. G. Woodside, eds., Chicago: American Marketing Association 147–158.
  • Galinat, Withold H. and Gunther F. Muller (1988), “Verbal Responses to Different Bargaining Strategies: A Content Analysis of Real-Life Buyer-Seller Interactions,” Journal of Applied Social Psychology, 18, (2), 160–178.
  • Gollob, Harry F. (1991), “Methods for Estimating Individual-and Group-Level Correlations,” Journal of Personality and Social Psychology, 60, 3, 376–81.
  • Graham, John L. (1986), “The Problem-Solving Approach to Negotiations in Industrial Marketing,” Journal of Business Research, 14, 549–566.
  • Griksheit, Gary M. (1973), “An Experimental Investigation of Persuasive Communication in Selling,” in AMA Educators' Proceedings #56, Chicago: American Marketing Association, 261–265.
  • Hughes, G. David, Joseph B. Juhasz, and Bruno Contini (1973), “The Influence of Personality on the Bargaining Process,” Journal of Business, 46(Oct), 593–605.
  • Kelley, Harold H. (1966), “A Classroom study of the Dilemmas in Interpersonal Negotiations,” in Strategic Interactions and Conflict, K. Archibald, ed., Berkeley, CA: Berkeley Institute of International Studies, University of California.
  • Kenny, David A. (1988), “The Analysis of Data From Two-Person Relationships,” in Handbook of Personal Relationships, S. W. Duck, ed., New York: Wiley, 57–77.
  • Kenny, David A. (1990), BLOCKO V: A FORTRAN Program for Block Data Structures, unpublished manuscript, University of Connecticut.
  • Kenny, David A. and Charles M. Judd (1986), “Consequences of Violating the Independence Assumption in Analysis of Variance,” Psychological Bulletin, 99, 422–31.
  • Kenny, David A. and Lawrence La Voie, (1984), “The Social Relations Model,” in Advances in Experimental Social Psychology (Vol. 18), L. Berkowitz, ed., New York: Academic Press, 141–82.
  • Leventhal, Gerald. S., Charles M. Younts, and Adrian K. Lund (1972), “Tolerances for Inequity in Buyer-Seller Relationships,” Journal of Applied Social Psychology, 2(4), 308–318.
  • Miller, Lynn C. and David A. Kenny (1986), “Reciprocity of Self Disclosure at the Individual and Dyadic Levels: A Social Relations Analysis,” Journal of Personality and Social Psychology, 50, 713–719.
  • Montgomery, Barbara M. (1984), “Individual Differences and Relational Interdependences in Social Interaction,” Human Communication Research, 11, 33–60.
  • Pruitt, Dean G. and S. A. Lewis (1975), “Development of Integrative Solutions in Bilateral Negotiation,” Journal of Personality and Social Psychology, 31, 621–633.
  • Reingen, Peter H., Ilka A. Ronkainen, and Larry G. Gresham (1981), “Consequences of the Physical Attractiveness Stereotype in Buyer-Seller Interactions: Affect, Intention and Behavior,” in Buyer-Seller Transactions: Empirical Research and Normative Issues, P. H. Reingen and A. G. Woodside, eds., Chicago: American Marketing Association, 147–158.
  • Sharma, A. (1990), “The Persuasive Effect of Salesperson Credibility: Conceptual and Empirical Examination,” Journal of Personal Selling and Sales Management, 10(Fall), 71–80.
  • Sheth, Jagdish N. (1976), “Buyer-Seller Interaction: A Conceptual Framework,” in Advances in Consumer Research, Vol. III, B. B. Anderson, ed., Cincinnati: Association for Consumer Research, 382–386.
  • Spitzberg, Brian H. and William R. Cupach (1989), Handbook of Interpersonal Competence Research, New York: Springer-Verlag.
  • Walker, Orville C., Gilbert A. Churchill, and Neil M. Ford (1979), “Where Do We Go From Here? Selected Conceptual and Empirical Issues Concerning the Motivation and Performance of the Industrial Sales Force,” in Critical Issues in Sales Management: State-of-the-Art and Future Research Needs, Gerald Albaum and Gilbert A. Churchill, eds., Eugene, OR: University of Oregon Press.
  • Warner, Rebecca M., David A. Kenny and Michael Stoto (1979), “A New Round Robin Analysis of Variance for Social Interaction Data,” Journal of Personality and Social Psychology, 37, 1742–1757.
  • Weitz, Barton A. (1979), “A Critical Review of Personal Selling Research: The Need for Contingency Approaches,” in Critical Issues in Sales Management: State-of-the-Art and Future Research Needs, Gerald Albaum and Gilbert A. Churchill, Jr., eds., Eugene, OR: University of Oregon. 76–126.
  • Weitz, Barton A. (1981), “Effectiveness in Sales Interactions: A Contingency Approach,” Journal of Marketing, 45(Winter), 85–103.
  • Woodside, Arch G. and William J. Davenport (1974), “The Effect of Salesmen Similarity and Expertise on Consumer Purchasing Behavior,” Journal of Marketing Research, 11(May), 198–202.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.