EFFECTS ON BUYING BEHAVIOR OF REFERENCES TO EXPERT AND REFERENT POWER

[1] COMMUNICATOR-RECIPIENT SIMILARITY AND DECISION CHANGE [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1965, 1 (06) : 650 - 654

[2] EXPERIMENTAL-ANALYSIS OF A SALESMANS EXPERT AND REFERENT BASES OF SOCIAL POWER IN BUYER-SELLER DYAD [J]. JOURNAL OF MARKETING RESEARCH, 1976, 13 (01) : 3 - 11

[3] Evans FB, 1963, AM BEHAV SCI, V6, P76

[4] French J. R. P., 1959, CLASSICS ORG THEORY, P151

[5] GREEN PE, 1975, RES MARKETING DECISI

[6] OLSHAVSKY RW, 1976, ADV CONSUMER RES

[7] Sullivan H. S., 1953, THESIS U S CAROLINA

[8] TAYLOR JL, 1980, ADV CONSUMER RES

[9] EFFECTS OF PRICE AND SALESMAN EXPERTISE ON CUSTOMER PURCHASING BEHAVIOR [J]. JOURNAL OF BUSINESS, 1976, 49 (01) : 51 - 59

[10] EFFECT OF SALESMAN SIMILARITY AND EXPERTISE ON CONSUMER PURCHASING BEHAVIOR [J]. JOURNAL OF MARKETING RESEARCH, 1974, 11 (02) : 198 - 202

[1] COMMUNICATOR-RECIPIENT SIMILARITY AND DECISION CHANGE [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1965, 1 (06) : 650 - 654

[2] EXPERIMENTAL-ANALYSIS OF A SALESMANS EXPERT AND REFERENT BASES OF SOCIAL POWER IN BUYER-SELLER DYAD [J]. JOURNAL OF MARKETING RESEARCH, 1976, 13 (01) : 3 - 11

[3] Evans FB, 1963, AM BEHAV SCI, V6, P76

[4] French J. R. P., 1959, CLASSICS ORG THEORY, P151

[5] GREEN PE, 1975, RES MARKETING DECISI

[6] OLSHAVSKY RW, 1976, ADV CONSUMER RES

[7] Sullivan H. S., 1953, THESIS U S CAROLINA

[8] TAYLOR JL, 1980, ADV CONSUMER RES

[9] EFFECTS OF PRICE AND SALESMAN EXPERTISE ON CUSTOMER PURCHASING BEHAVIOR [J]. JOURNAL OF BUSINESS, 1976, 49 (01) : 51 - 59

[10] EFFECT OF SALESMAN SIMILARITY AND EXPERTISE ON CONSUMER PURCHASING BEHAVIOR [J]. JOURNAL OF MARKETING RESEARCH, 1974, 11 (02) : 198 - 202