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
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Book ChapterDOI
Persuasive online-selling in quality and taste domains
TL;DR: The Advisor Suite framework is a knowledge-based conversational recommender system that aims at mediating between requirements and desires of online shoppers and technical characteristics of the product domain this article.
Journal ArticleDOI
The combined effect of customer perceptions about a salesperson's adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective
TL;DR: In this article, the authors examined the impact of customer perceptions about a salesperson's combined use of adaptive selling and selling orientation on customer trust in the salesperson, and found that the interplay between AS and SO is negatively related to trust, and the above situation is attenuated in sales contexts characterized by high purchase importance or enduring buyer-seller relationships.
Journal ArticleDOI
Trust as a facilitator of co-creation in customer-salesperson interaction – an imperative for the realization of episodic and relational value?
TL;DR: In this paper, the authors emphasize the importance of interaction between the customer and salesperson for the co-creation of value and theorize how cocreation can be established between these actors through joint exploration of the customer's value systems and value-generating processes, facilitated by interpersonal trust evolving at different interaction levels.
Journal ArticleDOI
Justice, trust and employee reactions: an empirical examination of the HRM system
TL;DR: In this paper, the authors investigate the impact of an integrated HRM system (content, process and climate) on employee reactions (motivation, commitment, work engagement, and organizational citizenship behaviour) through the mediating role of organizational justice (distributive, procedural and interactional) and organizational trust (integrity, competence and dependability), which has not been fully studied in the past.
Journal ArticleDOI
Brand Equity in Cooperative Business Relationships: Exploring the Development of a Conceptual Model
TL;DR: With the increase in inter-firm activities - whether joint promotion, cobranding, joint ventures, alliances, or other types of organizational cooperation - an individual firm stands to become more...
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.
Journal ArticleDOI
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.
Journal ArticleDOI
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.