Journal ArticleDOI
Customer Trust in the Salesperson
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TLDR
In this paper, the authors present a comprehensive literature review and meta-analysis of the antecedents of trust and consequences of trust in a sales context, concluding that trust has a moderate but beneficial influence on the development of positive customer attitudes, intentions, and behavior.About:
This article is published in Journal of Business Research.The article was published on 1999-02-01. It has received 361 citations till now. The article focuses on the topics: Context (language use).read more
Citations
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Heuristic Versus Systematic Processing of Specialist Versus Generalist Sources in Online Media
TL;DR: In this paper, the authors examined theoretical mechanisms related to information-processing differences caused by these sources when we have a chain of sources (Websites and agents) in online media, does specialization of one of them bias the processing of underlying information?
Journal ArticleDOI
The impact of salesperson customer orientation on the evaluation of a salesperson’s ethical treatment, trust in the salesperson, and intentions to purchase
Connie R. Bateman,Sean Valentine +1 more
TL;DR: In this paper, the authors investigated whether a salesperson's relational customer orientation (compared to a functional orientation) could trigger improved evaluations of a Salesperson's ethical treatment of a customer, increased trust in the salesperson, and stronger intentions to purchase.
Posted Content
Knowledge Sharing and Trust in Organizations
TL;DR: In this article, the role of trust in knowledge sharing in day-to-day operations within organizations is explored and trust in terms of interpersonal and inter-group relations is reviewed.
Journal ArticleDOI
Frontline Cyborgs at Your Service: How Human Enhancement Technologies Affect Customer Experiences in Retail, Sales, and Service Settings
TL;DR: In this paper, the authors leveraged insights about the human-robot continuum to predict that a mid-range approach may be realistic for retail, sales, and service encounters (cf. pure robot range), at least in the near term.
Journal ArticleDOI
The Meaning of Shopping Experiences Augmented By Mobile Internet Devices
Brian I. Spaid,Daniel J. Flint +1 more
TL;DR: In this paper, a qualitative investigation of the lived experiences of shoppers who incorporate mobile Internet devices (MIDs) into shopping activities was conducted, and shoppers were found to utilize MIDs as tools to assist with shopping management and social management behaviors, which combined to provide hedonic shopping experiences with emotional benefit to the shopper.
References
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Journal ArticleDOI
The Commitment-Trust Theory of Relationship Marketing
Robert Morgan,Shelby D. Hunt +1 more
TL;DR: Relationship marketing, established, developing, and maintaining successful relational exchanges, constitutes a major shift in marketing theory and practice as mentioned in this paper, after conceptualizing relationship relationships as a set of relationships.
Book
Statistical Methods for Research Workers
TL;DR: The prime object of as discussed by the authors is to put into the hands of research workers, and especially of biologists, the means of applying statistical tests accurately to numerical data accumulated in their own laboratories or available in the literature.
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An Examination of the Nature of Trust in Buyer–Seller Relationships:
TL;DR: In this paper, the authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson and their salesperson.
Book
Satisfaction: A Behavioral Perspective On The Consumer
TL;DR: Satisfaction: Satisfaction is defined as "the object of desire" as mentioned in this paper, and it is defined by attributes, features, and dimensions of a person's attributes and dimensions.
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Determinants of Long-Term Orientation in Buyer-Seller Relationships:
TL;DR: In this article, the authors consider the time orientation of a customer to select and use marketing tools that correspond to the time horizons of the customer, and show that insufficient understanding of customer's time orientation hinders the selection and use of marketing tools.