408
Views
6
CrossRef citations to date
0
Altmetric
Articles

Assessments of equivocal salesperson behavior and their influences on the quality of buyer-seller relationships

, &
Pages 161-179 | Received 19 Feb 2019, Accepted 04 Mar 2020, Published online: 14 Apr 2020

References

  • Alavi, Sascha, Johannes Habel, Christian Schmitz, Bianca Richter, and Jan Wieseke. 2018. “The Risky Side of Inspirational Appeals in Personal Selling: When Do Customers Infer Ulterior Salesperson Motives?” Journal of Personal Selling & Sales Management 38 (3):323–42. doi: 10.1080/08853134.2018.1447385.
  • Anderson, Erin. 1988. “Strategic Implications of Darwinian Economics for Selling Efficiency and Choice of Integrated or Independent Sales Forces.” Management Science 34 (5):599–618. doi: 10.1287/mnsc.34.5.599.
  • Anderson, James C., and David W. Gerbing. 1988. “Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach.” Psychological Bulletin 103 (3):411–23. doi: 10.1037/0033-2909.103.3.411.
  • Anderson, Erin, and Sandy D. Jap. 2005. “The Dark Side of Close Relationships.” MIT Sloan Management Review 46 (3):75–82.
  • Anderson, Erin, and Barton A. Weitz. 1992. “The Use of Pledges to Build and Sustain Commitment in Distribution Channels.” Journal of Marketing Research 29 (1):18–34. doi: 10.1177/002224379202900103.
  • Armstrong, J. Scott, and Terry S. Overton. 1977. “Estimating Nonresponse Bias in Mail Surveys.” Journal of Marketing Research 14 (3):396–402. doi: 10.1177/002224377701400320.
  • Arrow, Kenneth J. 1974. The Limits of Organization. New York: WW Norton & Company.
  • Bergkvist, Lars, and John R. Rossiter. 2007. “The Predictive Validity of Multiple-Item versus Single-Item Measures of the Same Constructs.” Journal of Marketing Research 44 (2):175–84. doi: 10.1509/jmkr.44.2.175.
  • Bowman, Douglas. 2012. “Evolution of Buyer–Seller Relationships.” Handbook on Business to Business Marketing, edited by G. Lilien and R. Grewal, 277–92. Northampton: Edward Elgar.
  • Bradach, Jeffrey L., and Robert G. Eccles. 1989. “Price, Authority, and Trust: From Ideal Types to Plural Forms.” Annual Review of Sociology 15 (1):97–118. doi: 10.1146/annurev.so.15.080189.000525.
  • Brown, Steven P. 1990. “Use of Closed Influence Tactics by Salespeople: Incidence and Buyer Attributions.” Journal of Personal Selling & Sales Management 10 (4):17–29.
  • Brown, James R., Chekitan S. Dev, and Dong-Jin Lee. 2000. “Managing Marketing Channel Opportunism: The Efficacy of Alternative Governance Mechanisms.” Journal of Marketing 64 (2):51–65. doi: 10.1509/jmkg.64.2.51.17995.
  • Brown, James R., Stephan Grzeskowiak, and Chekitan S. Dev. 2009. “Using Influence Strategies to Reduce Marketing Channel Opportunism: The Moderating Effect of Relational Norms.” Marketing Letters 20 (2):139–54. doi: 10.1007/s11002-008-9053-2.
  • Brown, James R., Anjala S. Krishen, and Chekitan S. Dev. 2014. “The Role of Ownership in Managing Interfirm Opportunism: A Dyadic Study.” Journal of Marketing Channels 21 (1):31–42. doi: 10.1080/1046669X.2013.831014.
  • Cadotte, Ernest, R., and Louis W. Stern. 1979. “A Process Model of Interorganizational Relations in Marketing Channels.” Research in Marketing 2:127–58.
  • Claro, Danny P., and Carla Ramos. 2018. “Sales Intrafirm Networks and the Performance Impact of Sales Cross-Functional Collaboration with Marketing and Customer Service.” Journal of Personal Selling & Sales Management 38 (2):172–90. doi: 10.1080/08853134.2018.1437353.
  • Crosno, Jody L., and Robert Dahlstrom. 2008. “A Meta-Analytic Review of Opportunism in Exchange Relationships.” Journal of the Academy of Marketing Science 36 (2):191–201. doi: 10.1007/s11747-007-0081-x.
  • Crosno, Jody L., and Robert F. Dahlstrom. 2016. “An Empirical Investigation of Bilateral Investments and Opportunism in Buyer-Supplier Relationships.” Journal of Marketing Channels 23 (3):146–56. doi: 10.1080/1046669X.2016.1186473.
  • Crosno, Jody L., Chris Manolis, and Robert Dahlstrom. 2013. “Toward Understanding Passive Opportunism in Dedicated Channel Relationships.” Marketing Letters 24 (4):353–68. doi: 10.1007/s11002-012-9220-3.
  • Dahlquist, Steven H., and David A. Griffith. 2014. “Multidyadic Industrial Channels: Understanding Component Supplier Profits and Original Equipment Manufacturer Behavior.” Journal of Marketing 78 (4):59–79. doi: 10.1509/jm.13.0174.
  • Das, Tapas K., and Noushi Rahman. 2001. “Partner Misbehaviour in Strategic Alliances: Guidelines for Effective Deterrence.” Journal of General Management 27 (1):43–70. doi: 10.1177/030630700102700103.
  • Das, Tapas K., and Bing-Sheng Teng. 1998. “Resource and Risk Management in the Strategic Alliance Making Process.” Journal of Management 24 (1):21–42. doi: 10.1177/014920639802400103.
  • DeCarlo, Thomas E. 2005. “The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation.” Journal of Consumer Psychology 15 (3):238–49. doi: 10.1207/s15327663jcp1503_9.
  • DeCarlo, Thomas E., and Michael J. Barone. 2013. “The Interactive Effects of Sales Presentation, Suspicion, and Positive Mood on Salesperson Evaluations and Purchase Intentions.” Journal of Personal Selling & Sales Management 33 (1):53–66. doi: 10.2753/PSS0885-3134330105.
  • Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh. 1987. “Developing Buyer-Seller Relationships.” Journal of Marketing 51 (2):11–27. doi: 10.1177/002224298705100202.
  • Friend, Scott B., and Jeff S. Johnson. 2017. “Familiarity Breeds Contempt: Perceived Service and Sales Complacency in Business-to-Business Relationships.” Journal of Personal Selling & Sales Management 37 (1):42–60. doi: 10.1080/08853134.2016.1272051.
  • Friend, Scott B., Jeff S. Johnson, and Ravipreet S. Sohi. 2018. “Propensity to Trust Salespeople: A Contingent Multilevel-Multisource Examination.” Journal of Business Research 83 (1):1–9. doi: 10.1016/j.jbusres.2017.09.048.
  • Gassenheimer, Jule B., J. Charlene Davis, and Robert Dahlstrom. 1998. “Is Dependent What We Want to Be? Effects of Incongruency.” Journal of Retailing 74 (2):247–71. doi: 10.1016/S0022-4359(99)80095-5.
  • Ghosh, Mrinal, and George John. 1999. “Governance Value Analysis and Marketing Strategy.” Journal of Marketing 63 (4_suppl1):131–45. doi: 10.2307/1252107.
  • Ghoshal, Sumantra, and Peter Moran. 1996. “Bad for Practice: A Critique of the Transaction Cost Theory.” Academy of Management Review 21 (1):13–47. doi: 10.5465/amr.1996.9602161563.
  • Gilbert, Daniel T. 1995. “Attribution and Interpersonal Perception.” In Advanced Social Psychology, edited by A. Tesser, 99–147. Boston: McGraw-Hill.
  • Gilbert, Daniel T., and Patrick S. Malone. 1995. “The Correspondence Bias.” Psychological Bulletin 117 (1):21–38. doi: 10.1037/0033-2909.117.1.21.
  • Gonzalez, Gabriel R., K. Douglas Hoffman, and Thomas N. Ingram. 2005. “Improving Relationship Selling through Failure Analysis and Recovery Efforts: A Framework and Call to Action.” Journal of Personal Selling & Sales Management 25 (1):57–65. doi: 10.2753/PSS0885-3134300303.
  • Gremler, Dwayne D. 2004. “The Critical Incident Technique in Service Research.” Journal of Service Research 7 (1):65–89. doi: 10.1177/1094670504266138.
  • Gu, Flora F., and Danny T. Wang. 2011. “The Role of Program Fairness in Asymmetrical Channel Relationships.” Industrial Marketing Management 40 (8):1368–76. doi: 10.1016/j.indmarman.2011.07.005.
  • Gulati, Ranjay, and Maxim Sytch. 2007. “Dependence Asymmetry and Joint Dependence in Interorganizational Relationships: Effects of Embeddedness on a Manufacturer’s Performance in Procurement Relationships.” Administrative Science Quarterly 52 (1):32–69. doi: 10.2189/asqu.52.1.32.
  • Gundlach, Gregory T., Ravi S. Achrol, and John T. Mentzer. 1995. “The Structure of Commitment in Exchange.” Journal of Marketing 59 (1):78–92. doi: 10.1177/002224299505900107.
  • Gundlach, Gregory T., and Ernest R. Cadotte. 1994. “Exchange Interdependence and Interfirm Interaction: Research in a Simulated Channel Setting.” Journal of Marketing Research 31 (4):516–32. doi: 10.1177/002224379403100406.
  • Hair, Joseph F., G. Tomas M. Hult, Christian M. Ringle, Marko Sarstedt, and Kai Oliver Thiele. 2017. “Mirror, Mirror on the Wall: A Comparative Evaluation of Composite-Based Structural Equation Modeling Methods.” Journal of the Academy of Marketing Science 45 (5):616–32. doi: 10.1007/s11747-017-0517-x.
  • Hansen, John D., Donald J. Lund, and Thomas E. DeCarlo. 2016. “A Process Model of Buyer Responses to Salesperson Transgressions and Recovery Efforts: The Impact of Salesperson Orientation.” Journal of Personal Selling & Sales Management 36 (1):59–73. doi: 10.1080/08853134.2016.1149352.
  • Hartmann, Nathaniel N., and Brian N. Rutherford. 2015. “Psychological Contract Breach’s Antecedents and Outcomes in Salespeople: The Roles of Psychological Climate, Job Attitudes, and Turnover Intention.” Industrial Marketing Management 51:158–70. doi: 10.1016/j.indmarman.2015.07.017.
  • Hattori, Ikuko, Masasi Hattori, David E. Over, Tatsuji Takahashi, and Jean Baratgin. 2017. “Dual Frames for Causal Induction: The Normative and the Heuristic.” Thinking & Reasoning 23 (3):292–317. doi: 10.1080/13546783.2017.1316314.
  • Hattori, Masasi, and Mike Oaksford. 2007. “Adaptive Non‐Interventional Heuristics for Covariation Detection in Causal Induction: Model Comparison and Rational Analysis.” Cognitive Science: A Multidisciplinary Journal 31 (5):765–814. doi: 10.1080/03640210701530755.
  • Heide, Jan B., and George John. 1988. “The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels.” Journal of Marketing 52 (1):20–35. doi: 10.1177/002224298805200103.
  • Heide, Jan B., and George John. 1992. “Do Norms Matter in Marketing Relationships?” Journal of Marketing 56 (2):32–44.
  • Heide, Jan B., Kenneth H. Wathne, and Aksel I. Rokkan. 2007. “Interfirm Monitoring, Social Contracts, and Relationship Outcomes.” Journal of Marketing Research 44 (3):425–33. doi: 10.1509/jmkr.44.3.425.
  • Hochstein, Bryan, Willy Bolander, Ronald Goldsmith, and Christopher R. Plouffe. 2019. “Adapting Influence Approaches to Informed Consumers in High-Involvement Purchases: Are Salespeople Really Doomed?” Journal of the Academy of Marketing Science 47 (1):118–37. doi: 10.1007/s11747-018-0609-2.
  • Hofstede, Gerard. 1991. Cultures and Organizations: Software of the Mind. London: McGraw-Hill.
  • Hohenschwert, Lena, and Susi Geiger. 2015. “Interpersonal Influence Strategies in Complex B2B Sales and the Socio-Cognitive Construction of Relationship Value.” Industrial Marketing Management 49:139–50. doi: 10.1016/j.indmarman.2015.05.027.
  • Hunter, Gary L., Jule B. Gassenheimer, and Judy A. Siguaw. 2011. “Suspicion: Its Sources, Means of Control, and Effect on Interorganizational Relationships.” Industrial Marketing Management 40 (7):1183–92. doi: 10.1016/j.indmarman.2010.12.018.
  • John, George. 1984. “An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel.” Journal of Marketing Research 21 (3):278–89. doi: 10.1177/002224378402100305.
  • Johnson, Jeff S. 2016. “Improving Online Panel Data Usage in Sales Research.” Journal of Personal Selling & Sales Management 36 (1):74–85. doi: 10.1080/08853134.2015.1111611.
  • Johnson, Jeff S., and Ravipreet S. Sohi. 2016. “Understanding and Resolving Major Contractual Breaches in Buyer–Seller Relationships: A Grounded Theory Approach.” Journal of the Academy of Marketing Science 44 (2):185–205. doi: 10.1007/s11747-015-0427-8.
  • Katsikopoulos, Konstantinos V. 2011. “Psychological Heuristics for Making Inferences: Definition, Performance, and the Emerging Theory and Practice.” Decision Analysis 8 (1):10–29. doi: 10.1287/deca.1100.0191.
  • Kelley, Harold H. 1971. Attribution in Social Interaction. New York: General Learning Press.
  • Kelley, Harold H. 1972. Causal Schemata and the Attribution Process. New York: General Learning Press.
  • Kelley, Harold H. 1973. “The Processes of Causal Attribution.” American Psychologist 28 (2):107–28.
  • Kemp, Charles, and Joshua B. Tenenbaum. 2009. “Structured Statistical Models of Inductive Reasoning.” Psychological Review 116 (1):20–58. doi: 10.1037/a0014282.
  • Kuester, Sabine, and Andreas Rauch. 2016. “A Job Demands-Resources Perspective on Salespersons’ Market Intelligence Activities in New Product Development.” Journal of Personal Selling & Sales Management 36 (1):19–39. doi: 10.1080/08853134.2016.1142793.
  • Kumar, Alok, Jan B. Heide, and Kenneth H. Wathne. 2011. “Performance Implications of Mismatched Governance Regimes across External and Internal Relationships.” Journal of Marketing 75 (2):1–17. doi: 10.1509/jm.75.2.1.
  • Kumar, Nirmalya, Lisa K. Scheer, and Jan-Benedict E. M. Steenkamp. 1995. “The Effects of Perceived Interdependence on Dealer Attitudes.” Journal of Marketing Research 32 (3):348–56. doi: 10.1177/002224379503200309.
  • Laufer, Daniel, and W. Timothy Coombs. 2006. “How Should a Company Respond to a Product Harm Crisis? The Role of Corporate Reputation and Consumer-Based Cues.” Business Horizons 49 (5):379–85. doi: 10.1016/j.bushor.2006.01.002.
  • Li, Jin, Chanchai Tangpong, Kuo-Ting Hung, and Tony R. Johns. 2013. “The Role of Interfirm Reciprocity Norm and Agent’s Conscientiousness in Supply Contract Adjustment Decision.” Journal of Business & Industrial Marketing 28 (8):660–71. doi: 10.1108/JBIM-04-2011-0040.
  • Lindell, Michael K., and David J. Whitney. 2001. “Accounting for Common Method Variance in Cross-Selectional Research Designs.” Journal of Applied Psychology 86 (1):114–21. doi: 10.1037/0021-9010.86.1.114.
  • Lusch, Robert F., and James R. Brown. 1996. “Interdependency, Contracting, and Relational Behavior in Marketing Channels.” Journal of Marketing 60 (4):19–38. doi: 10.1177/002224299606000404.
  • Macneil, Ian R. 1981. “Economic Analysis of Contractual Relations: Its Shortfalls and the Need for a ‘Rich Classificatory Apparatus.’” Northwestern University Law Review 75 (6):1018.
  • Malle, Bertram F. 2006. “The Actor-Observer Asymmetry in Attribution: A (Surprising) Meta-Analysis.” Psychological Bulletin 132 (6):895–919. doi: 10.1037/0033-2909.132.6.895.
  • Mesquita, Luiz F., and Thomas H. Brush. 2008. “Untangling Safeguard and Production Coordination Effects in Long-Term Buyer-Supplier Relationships.” Academy of Management Journal 51 (4):785–807. doi: 10.5465/amr.2008.33665612.
  • Miao, C. Fred, Kenneth R. Evans, and Pochien Li. 2017. “Effects of Top-Performer Rewards on Fellow Salespeople: A Double-Edged Sword.” Journal of Personal Selling & Sales Management 37 (4):280–97. doi: 10.1080/08853134.2017.1387058.
  • Mooi, Erik A., and Mrinal Ghosh. 2010. “Contract Specificity and Its Performance Implications.” Journal of Marketing 74 (2):105–20. doi: 10.1509/jm.74.2.105.
  • Morgan, Robert M., and Shelby D. Hunt. 1994. “The Commitment-Trust Theory of Relationship Marketing.” Journal of Marketing 58 (3):20–38. doi: 10.1177/002224299405800302.
  • Narayandas, Das, and V. Kasturi Rangan. 2004. “Building and Sustaining Buyer–Seller Relationships in Mature Industrial Markets.” Journal of Marketing 68 (3):63–77. doi: 10.1509/jmkg.68.3.63.34772.
  • Nisbett, Richard E., Craig Caputo, Patricia Legant, and Jeanne Marecek. 1973. “Behavior as Seen by the Actor and as Seen by the Observer.” Journal of Personality and Social Psychology 27 (2):154–64. doi: 10.1037/h0034779.
  • Nisbett, Richard E., David H. Krantz, Christopher Jepson, and Ziva Kunda. 1983. “The Use of Statistical Heuristics in Everyday Inductive Reasoning.” Psychological Review 90 (4):339–63. doi: 10.1037/0033-295X.90.4.339.
  • Noordhoff, Corine S., Kyriakos Kyriakopoulos, Christine Moorman, Pieter Pauwels, and Benedict G. C. Dellaert. 2011. “The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation.” Journal of Marketing 75 (5):34–52. doi: 10.1509/jmkg.75.5.34.
  • Osherson, Daniel N., Joshua Stern, Ormond Wilkie, Michael Stob, and Edward E. Smith. 1991. “Default Probability.” Cognitive Science 15 (2):251–69. doi: 10.1207/s15516709cog1502_3.
  • Paesbrugghe, Bert, Arun Sharma, Deva Rangarajan, and Niladri Syam. 2018. “Personal Selling and the Purchasing Function: Where Do We Go from Here?” Journal of Personal Selling & Sales Management 38 (1):123–43. doi: 10.1080/08853134.2018.1425881.
  • Plouffe, Christopher R., Willy Bolander, and Joseph A. Cote. 2014. “Which Influence Tactics Lead to Sales Performance? It is a Matter of Style.” Journal of Personal Selling & Sales Management 34 (2):141–59. doi: 10.1080/08853134.2014.890901.
  • Plouffe, Christopher R., Willy Bolander, Joseph A. Cote, and Bryan Hochstein. 2016. “Does the Customer Matter Most? Exploring Strategic Frontline Employees’ Influence of Customers, the Internal Business Team, and External Business Partners.” Journal of Marketing 80 (1):106–23. doi: 10.1509/jm.14.0192.
  • Podsakoff, Philip M., Scott B. MacKenzie, Lee Jeong-Yeon, and Nathan P. Podsakoff. 2003. “Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies.” Journal of Applied Psychology 88 (5):879–903. doi: 10.1037/0021-9010.88.5.879.
  • Poppo, Laura, and Todd Zenger. 2002. “Do Formal Contracts and Relational Governance Function as Substitutes or Complements?” Strategic Management Journal 23 (8):707–25. doi: 10.1002/smj.249.
  • Rindfleisch, Aric, and Jan B. Heide. 1997. “Transaction Cost Analysis: Past, Present, and Future Applications.” Journal of Marketing 61 (4):30–54. doi: 10.1177/002224299706100403.
  • Rokkan, Aksel I., Jan B. Heide, and Kenneth H. Wathne. 2003. “Specific Investments in Marketing Relationships: Expropriation and Bonding Effects.” Journal of Marketing Research 40 (2):210–24. doi: 10.1509/jmkr.40.2.210.19223.
  • Ross, Lee. 1977. “The Intuitive Psychologist and His Shortcomings: Distortions in the Attribution Process.” Advances in Experimental Social Psychology, edited by L. Berkowitz, vol. 10, 173–220. Orlando: Academic Press.
  • Ross, Lee D., Teresa M. Amabile, and Julia L. Steinmetz. 1977. “Social Roles, Social Control, and Biases in Social-Perception Processes.” Journal of Personality and Social Psychology 35 (7):485–94. doi: 10.1037/0022-3514.35.7.485.
  • Ryall, Michael D., and Rachelle C. Sampson. 2009. “Formal Contracts in the Presence of Relational Enforcement Mechanisms: Evidence from Technology Development Projects.” Management Science 55 (6):906–25. doi: 10.1287/mnsc.1090.0995.
  • Samaha, Stephen A., Robert W. Palmatier, and Rajiv P. Dant. 2011. “Poisoning Relationships: Perceived Unfairness in Channels of Distribution.” Journal of Marketing 75 (3):99–117. doi: 10.1509/jmkg.75.3.99.
  • Sawyer, Alan G., and J. Paul Peter. 1983. “The Significance of Statistical Significance Tests in Marketing Research.” Journal of Marketing Research 20 (2):122–33. doi: 10.1177/002224378302000203.
  • Scheer, Lisa K. 2012. “18 Trust, Distrust and Confidence in B2B Relationships.” In Handbook on Business to Business Marketing, edited by G. Lilien and R. Grewal, 332–47. Cheltenham: Edward Elgar.
  • Scheer, Lisa K., C. Fred Miao, and Robert W. Palmatier. 2015. “Dependence and Interdependence in Marketing Relationships: Meta-Analytic Insights.” Journal of the Academy of Marketing Science 43 (6):694–712. doi: 10.1007/s11747-014-0418-1.
  • Schoonhoven, Claudia Bird. 1981. “Problems with Contingency Theory: Testing Assumptions Hidden within the Language of Contingency” Theory.” Administrative Science Quarterly 26 (3):349–77. doi: 10.2307/2392512.
  • Seggie, Steven H., David A. Griffith, and Sandy D. Jap. 2013. “Passive and Active Opportunism in Interorganizational Exchange.” Journal of Marketing 77 (6):73–90. doi: 10.1509/jm.11.0529.
  • Skarlicki, Daniel P., John H. Ellard, and Brad R. C. Kelln. 1998. “Third-Party Perceptions of a Layoff: Procedural, Derogation, and Retributive Aspects of Justice.” Journal of Applied Psychology 83 (1):119–27. doi: 10.1037/0021-9010.83.1.119.
  • Stanko, Michael A., Joseph M. Bonner, and Roger J. Calantone. 2007. “Building Commitment in Buyer–Seller Relationships: A Tie Strength Perspective.” Industrial Marketing Management 36 (8):1094–103. doi: 10.1016/j.indmarman.2006.10.001.
  • Stump, Rodney L., and Jan B. Heide. 1996. “Controlling Supplier Opportunism in Industrial Relationships.” Journal of Marketing Research 33 (4):431–41. doi: 10.1177/002224379603300405.
  • Tracey, Paul, Jan B. Heide, and Simon J. Bell. 2014. “Bringing ‘Place’ Back in: Regional Clusters, Project Governance, and New Product Outcomes.” Journal of Marketing 78 (6):1–16. doi: 10.1509/jm.13.0524.
  • Tremblay, Michel, Jérôme Côté, and David B. Balkin. 2003. “Explaining Sales Pay Strategy Using Agency, Transaction Cost and Resource Dependence Theories.” Journal of Management Studies 40 (7):1651–82. doi: 10.1111/1467-6486.00395.
  • Trope, Yaacov. 1986. “Identification and Inferential Processes in Dispositional Attribution.” Psychological Review 93 (3):239–57. doi: 10.1037/0033-295X.93.3.239.
  • Trope, Yaacov, Ofra Cohen, and Yifat Maoz. 1988. “The Perceptual and Inferential Effects of Situational Inducements on Dispositional Attribution.” Journal of Personality and Social Psychology 55 (2):165–77. doi: 10.1037/0022-3514.55.2.165.
  • Tsang, Eric W. K., and John N. Williams. 2012. “Generalization and Induction: Misconceptions, Clarifications, and a Classification of Induction.” MIS Quarterly 36 (3):729–48. doi: 10.2307/41703478.
  • Voorspoels, Wouter, Daniel J. Navarro, Amy Perfors, Keith Ransom, and Gert Storms. 2015. “How Do People Learn from Negative Evidence? Non-Monotonic Generalizations and Sampling Assumptions in Inductive Reasoning.” Cognitive Psychology 81:1–25. doi: 10.1016/j.cogpsych.2015.07.001.
  • Wang, Guangping, Wenyu Dou, and Nan Zhou. 2012. “The Interactive Effects of Sales Force Controls on Salespeople Behaviors and Customer Outcomes.” Journal of Personal Selling & Sales Management 32 (2):225–43. doi: 10.2753/PSS0885-3134320204.
  • Wathne, Kenneth H., Jan B. Heide, Erik A. Mooi, and Alok Kumar. 2018. “Relationship Governance Dynamics: The Roles of Partner Selection Efforts and Mutual Investments.” Journal of Marketing Research 55 (5):704–21. doi: 10.1177/0022243718801325.
  • Williamson, Oliver E. 1975. Markets and Hierarchies: Analysis and Antitrust Implications: A Study in the Economics of Internal Organization. New York: Free Press.
  • Williamson, Oliver E. 1985. The Economic Institutions of Capitalism. Firms, Markets, Relational Contracting. New York: The Free Press.
  • Williamson, Oliver E. 2003. “Examining Economic Organization through the Lens of Contract.” Industrial and Corporate Change 12 (4):917–42.
  • Wood, John Andy, James S. Boles, Wesley Johnston, and Danny Bellenger. 2008. “Buyers’ Trust of the Salesperson: An Item-Level Meta-Analysis.” Journal of Personal Selling & Sales Management 28 (3):263–83. doi: 10.2753/PSS0885-3134280304.
  • Young, Louise C., and Ian F. Wilkinson. 1998. “The Space between: Towards a Typology of Interfirm Relations.” Journal of Business-to-Business Marketing 4 (2):53–97. doi: 10.1300/J033v04n02_04.
  • Zeng, Fue, Ying Chen, Maggie Chuoyan Dong, and Yunjia Chi. 2016. “The Use of Accommodation in Buyer–Seller Relationships: Encouraging or Controlling Opportunism in Business Markets Middle-Grounds.” Journal of Business-to-Business Marketing 23 (1):47–62. doi: 10.1080/1051712X.2016.1148454.

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.