... Business‐to‐business marketing Salespeople Relational behaviours Singapore China Sales force Behaviour Empirical research has demonstrated a link between salespeople's characteristics and customer relationships. Those characteristics include familiarity (Brown, 1995), expertise (Brown...

... and John, 1988), “norm” (Heide and John, 1992), “trust” (Anderson and Narus, 1990 ; Moorman et al., 1993 ; Morgan and Hunt, 1994), and “commitment” (Morgan and Hunt, 1994). However, RM hypotheses neglect the self‐interested behaviour that underlies the hold‐up problem and, therefore, contribute...

... Publishing Limited 2006 Factor analysis Behaviour An executive summary for managers and executive readers can be found at the end of this issue. Scholarly relationship marketing literature is fairly heterogeneous. Its alternative research streams (e.g. service relationships, channel...

... industries were collected to investigate the scanning behavior of managers. Finds empirical support for some of the relationships that were proposed. Explores possible explanations for the lack of support for several important relationships that have been advanced in the literature, and submits managerial...