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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Journal ArticleDOI
Can avatars enhance consumer trust and emotion in online retail sales
Liz C. Wang,Dale Fodness +1 more
TL;DR: In this article, the authors explore a model suggesting that at a retail website, an avatar is perceived as a social factor that influences online consumers' internal evaluations and approach behavior, and suggest that a consumer's emotional responses and trust with the online retail will be more positive at the website with a highly likeable avatar as compared to the text-only and the low likeability avatar conditions.
Factors That Enhance Consumer Trust in Human-Computer Interaction: An Examination of Interface Factors and Moderating Influences
TL;DR: In this article, the notion of consumer trust was revisited and conceptually redefined adopting an integrative perspective, which revealed its cognitive, information credibility, affective, benevolence, and intentional constructs.
Journal ArticleDOI
Buyer-seller similarity: Does it lead to a successful peer-to-peer transaction of room-sharing services?
Linchi Kwok,Karen Xie +1 more
TL;DR: In this paper, the similarity effects between renters and hosts on the likelihood of a P2P room-sharing transaction were investigated using a large-scale, granular online observational data set collected from Xiaozhu.com, a primary home-sharing platform.
Journal ArticleDOI
Allocation of Salespeople's resources for generating new sales opportunities across four types of customers
TL;DR: In this paper, the authors identify various external and internal resources available to salespeople and determine which resources are most likely use during the interest generation stage within each customer type within each type of customer type.
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Turning inside out: perceived internal branding in customer-firm relationship building
TL;DR: In this article, the authors examined the strategic importance of perceived internal branding in building symbolic and behavioral relationships with a corporate in the service sector and found that perception of employees' training and its congruence with external communication enables consumers to shape their cognitive and affective response toward a corporate, which is a source of future purchase intention.
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.