Effects of Ingratiation on Lateral Relationship Quality within Sales Team Settings

[1]  Lou E. Pelton,et al.  Marketing Channels: A Relationship Management Approach , 1996 .

[2]  Thomas E. DeCarlo,et al.  Impact of Salesperson Attraction on Sales Managers’ Attributions and Feedback , 1996 .

[3]  John F. Tanner,et al.  Shall we gather in the garden: The effect of ingratiatory behaviors on buyer trust in salespeopl , 1996 .

[4]  J. Lumpkin,et al.  Sex differences in ingratiatory behavior : An investigation of influence tactics in the salesperson-customer dyad , 1995 .

[5]  Thomas W. Leigh,et al.  Assimilation and contrast priming effects in the initial consumer sales call , 1995 .

[6]  Kenneth K. Eastman.  IN THE EYES OF THE BEHOLDER: AN ATTRIBUTIONAL APPROACH TO INGRATIATION AND ORGANIZATIONAL CITIZENSHIP BEHAVIOR , 1994 .

[7]  R. Pearse,et al.  Career strategies for the 1990s manager , 1994 .

[8]  M. R. Baker,et al.  Interpersonal Attachment and Organizational Commitment: Subgroup Hypothesis Revisited , 1994 .

[9]  Timothy A. Judge,et al.  Political Influence Behavior and Career Success , 1992 .

[10]  Ronald J. Deluga,et al.  The Role of Subordinate Performance and Ingratiation in Leader-Member Exchanges , 1994 .

[11]  J. Turner.  The Production and Reproduction of Social Solidarity: A Synthesis of Two Rational Choice Theories , 1992 .

[12]  G. Yukl,et al.  Consequences of Influence Tactics Used With Subordinates, Peers, and the Boss , 1992 .

[13]  E. Lawler.  Affective Attachments to Nested Groups: A Choice-Process Theory , 1992 .

[14]  Gerald R. Ferris,et al.  Influence tactics, affect, and exchange quality in supervisor-subordinate interactions: A laboratory experiment and field study. , 1990 .

[15]  Rehana Ghadially,et al.  Organizational Politics and Its Effects on Members of Organizations , 1989 .

[16]  Terence R. Mitchell,et al.  Ingratiatory Behaviors in Organizational Settings , 1988 .

[17]  C. Mottaz,et al.  Determinants of Organizational Commitment , 1988 .

[18]  D. A. Kenny,et al.  Reciprocity of self-disclosure at the individual and dyadic levels: A social relations analysis. , 1986 .

[19]  David A. Ralston,et al.  Employee Ingratiation: The Role of Management , 1985 .

[20]  G. Burlingame,et al.  Cohesion An Odyssey in Empirical Understanding , 1985 .

[21]  H. P. Sims,et al.  Observing leader behavior: Toward reciprocal determinism in leadership theory. , 1984 .

[22]  W. Ouchi.  A Conceptual Framework for the Design of Organizational Control Mechanisms , 1979 .

[23]  B. Raven,et al.  Consequences of Social Power and Causal Attribution for Compliance as Seen by Powerholder and Target , 1978 .

[24]  Robert E. Kraut,et al.  Verbal and nonverbal cues in the perception of lying. , 1978 .

[25]  Z. Rubin.  Nauturalistic Studies of Self-Disclosure , 1976 .

[26]  David W. Johnson,et al.  The effects of attitude similarity, expectation of goal facilitation, and actual goal facilitation on interpersonal attraction , 1972 .

[27]  D. Byrne.  The Attraction Paradigm , 1971 .

[28]  D. Kipnis,et al.  Ingratiation and the use of power. , 1971, Journal of personality and social psychology.

[29]  Edward E. Jones,et al.  Ingratiation : a social psychological analysis , 1966 .

[30]  J. Sager,et al.  Salespeople’s use of upward influence tactics (UITs) in coping with role stress , 1996 .

[31]  H. Klein,et al.  Two Investigations of the Relationships among Group Goals, Goal Commitment, Cohesion, and Performance , 1995 .

[32]  Kamalesh Kumar,et al.  Construction and validation of an instrument for measuring ingratiatory behaviors in organizational settings. , 1991 .

[33]  E. Schein.  Organizational Culture and Leadership , 1991 .

[34]  Peter Wright,et al.  Presidential Address Schemer Schema: Consumers' Intuitive Theories About Marketers' Influence Tactics , 1986 .

[35]  Arthur F. Miller.  Salesman in Beijing , 1984 .

[36]  H. Kelley.  The processes of causal attribution. , 1973 .

[37]  D. Byrne,et al.  Effects of consensual validation and invalidation on attraction as a function of verifiability , 1966 .

[38]  F. Heider.  The psychology of interpersonal relations , 1958 .