How Salespeople Build Quality Relationships:: A Replication and Extension

@inproceedings{Boles2000HowSB,
  title={How Salespeople Build Quality Relationships:: A Replication and Extension},
  author={James S. Boles and Julie T. Johnson and Hiram Collier Barksdale},
  year={2000}
}
Abstract This study replicates and extends Crosby, Evans, and Cowles (1990) relationship quality model. It examines the antecedents and consequences of relationship quality between a salesperson and his or her customer using business customers rather than the sample of retail consumers used by Crosby and colleagues. The original study is further extended by the inclusion of equity as a predictor of buyer–salesperson relationship quality. The setting for this replication is a sales environment… CONTINUE READING

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