What is really necessary in successful buyer/seller relationships?

Dion, Paul A.; Easterling, Debbie; Miller, S. J. H.

doi:10.1016/0019-8501(94)00025-r

Cited by 91 publications

(49 citation statements)

References 17 publications

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“…Existing findings on the positive role of source similarity in marketing and sales literatures (Lichtenthal and Tellefsen 2001) can potentially be extended to the digital opinion sharing situations. Such characteristics as shared attitudes, morality, personality traits, music preferences, background, and perceptions about life have been found to positively affect a sales outcome (Byrne 1962;Byrne, Griffitt, and Stefaniak 1967;Dion, Easterling, and Miller 1995;Stotland, Zander, and Natsoulas 1961;Taylor and Woodside 1982).…”

Section: Source Characteristicsmentioning

confidence: 96%

Exploring effects of source similarity, message valence, and receiver regulatory focus on yelp review persuasiveness and purchase intentions

Pentina

Bailey

Zhang

2015

Journal of Marketing Communications

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This study is among the first to investigate the impact of message, source, and receiver characteristics on user attitudes toward Yelp reviews, with the subsequent impact of these attitudinal evaluations on review persuasiveness. Specifically, it examines the roles of review valence (positive/negative) and sidedness (one-sided/two-sided), as well as perceived similarity with the reviewer, on user perceptions of helpfulness, trustworthiness, and credibility of the review. The study also tests moderating effects of perceived source similarity and user regulatory focus on the relationships among message characteristics, attitudinal variables, and purchase intentions. Our results disconfirm the negativity bias reported in previous studies and indicate that positive reviews are perceived as more trustworthy, credible, and helpful than negative or twosided reviews. Review helpfulness and credibility, in turn, positively impacts its persuasiveness, with regulatory focus playing a complex nuanced role in the persuasiveness -behavioral intentions relationship. Based on the findings, future research avenues and managerial implications are proposed.

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Section: Source Characteristicsmentioning

confidence: 96%

Exploring effects of source similarity, message valence, and receiver regulatory focus on yelp review persuasiveness and purchase intentions

Pentina

Bailey

Zhang

2015

Journal of Marketing Communications

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“…On the other hand, if a firm relies on a business partner and both firms have proven their commitment to the relationship, sharing information with that firm may be an option if sharing improves the efficiency and effectiveness of the relationship. Thus, one important aspect of trust is reciprocity (Dion, Easterling, & Miller, 1995).…”

Section: Trust and Buyer-supplier Relationshipsmentioning

confidence: 99%

Towards a typology of transparency for marketing management research

Hultman

Axelsson

2007

Industrial Marketing Management

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“…In this setting personal selling rather than mass communication and promotion, has traditionally been the prime industrial marketing instrument. Perceived personality similarities and trust (Dion et al 1995) are core elements of the industrial commercial interaction. Furthermore the long-term character of the buyer -seller relationships in industrial markets underlines two more weakness of the Marketing Mix as Industrial Marketing tool namely its operational orientation and the lack of strategic components.…”

Section: The Marketing MIX and The Industrial Marketingmentioning

confidence: 99%