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References from What is really necessary in successful buyer/seller relationships?. Local targets link to admitted publications; unresolved targets remain external evidence.
Unresolved reference
1982 · External reference
Knowledge, Motivation and Adaptive Behavior: A Framework for Improving Selling Effectiveness
10.2307/1251294 · 1986 · External reference
The Big Five Personality Dimensions and Job Performance: A Meta-Analysis
10.1111/j.1744-6570.1991.tb00688.x · 1991 · External reference
Concentration by Salesmen on Congenial Prospects
10.2307/1248894 · 1964 · External reference
Identifying Successful Industrial Salesmen by Personality and Personal Characteristics
10.2307/3151192 · 1977 · External reference
Relationship Quality in Services Selling: An Interpersonal Influence Perspective
10.2307/1251817 · 1990 · External reference
Trust Earning Perceptions of Sellers and Buyers
1989 · External reference
Personality and Consumer Behavior: A Review
10.2307/3150229 · 1971 · External reference
Unresolved reference
1988 · External reference
Unresolved reference
1992 · External reference
The Purchasing Agent, Friend or Foe to the Salesperson
1988 · External reference
The Determinants of Salesperson Performance: A Meta-Analysis
10.2307/3151357 · 1985 · External reference
Unresolved reference
External reference
Buyer and Seller Psychographics in Industrial Purchase Decisions
10.1108/08858629110035293 · 1991 · External reference
Unresolved reference
1985 · External reference
The Effects of Self Monitoring and Similarity on Salesperson Inference Process
1990 · External reference
The Selling Situation as a Moderator of the Personality-Sales Performance Relationship: an Empirical Investigation
1986 · External reference
Should Retail Salespersons Be Similar to Their Customers?
1975 · External reference
Selling as a Dyadic Relationship—A New Approach
1963 · External reference
Review of Research on the Myers-Briggs Type Indicator
10.2466/pms.1990.70.3c.1187 · 1990 · External reference
Similarity of Personalities of Flight Instructors and Student Pilots: Effect on Flight Training Time
10.2466/pr0.1985.57.2.465 · 1985 · External reference
Self Descriptive Adjectives Associated with a Jungian Personality Inventory
10.2466/pr0.1979.44.3.747 · 1979 · External reference
Integrating Holland's Typology with the Myers-Briggs Type Indicator: Indications for Career Counselors
1988 · External reference
Personality Tests Are Back
1987 · External reference
Unresolved reference
1987 · External reference
The Effect of Personality and Situational Variables on Behavioral Trust
10.1037/h0034088 · 1973 · External reference
Gaining Customer Trust: A Conceptual Guide for the Salesperson
1985 · External reference
Developing Loyalty: Fostering Purchasing Relationships in the Marketplace
10.1177/089124168701500303 · 1987 · External reference
Influences on Exchange Processes: Buyers Preconceptions of a Seller's Trustworthiness and Bargaining Toughness
10.1086/209028 · 1985 · External reference
Measuring Dimensions of Purchaser Trust of Industrial Salespeople
1988 · External reference
Interpersonal Trust, Trustworthiness, and Gullibility
10.1037/0003-066x.35.1.1 · 1980 · External reference
The Processes of Causal Attribution
10.1037/h0034225 · 1973 · External reference
Similarity and Satisfaction in Roommate Relationships
10.1177/0146167291174010 · 1991 · External reference
Fundamentals of Selling
1993 · External reference
