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- W990321311 abstract "This paper extends Weitz's (1981) contingency framework by addressing interdependence as a construct influencing dyadic exchanges and the adaptive behavior of salespeople. In particular, the authors propose that the degree of perceived interdependence by each actor in a buyer-seller relationship not only acts as an antecedent to Weitz's (1981) customer-salesperson relationship variables, but also moderates the practice of adaptive behavior undertaken during such encounters by affecting the knowledge structure of the sales-person." @default.
- W990321311 created "2016-06-24" @default.
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- W990321311 date "2015-01-01" @default.
- W990321311 modified "2023-09-23" @default.
- W990321311 title "Interdependence, Dyadic Exchanges, and Adaptive Selling: Extending the Contingency Framework" @default.
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- W990321311 doi "https://doi.org/10.1007/978-3-319-17049-7_11" @default.
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