Journal ArticleDOI
Customer Trust in the Salesperson
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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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A Trust-Based Consumer Decision Model in Electronic Commerce: The R ole of Trust, Risk, and Their A ntecedents
TL;DR: In this article, the authors developed a theoretical framework describing the trust-based decision-making process a consumer uses when making a purchase from a given site, and test the proposed model using a Structural Equation Modeling technique on Internet consumer purchasing behavior data collected via a Web survey, and consider the implications of the model.
Journal ArticleDOI
Une comparaison des effets de la première et de la dernière impression dans une rencontre de vente
TL;DR: In this paper, a sondage aupres de plus de 500 clients is presented, which indiquent que la qualite percue and la confiance sont influencees par l'impression initiale, alors que the satisfaction est influencee par l''s impression finale.
Posted ContentDOI
Interdisciplinary Trust Meta-Analysis
TL;DR: A meta-analysis of approximately 800 trust articles written from 1966 to 2006 in A+, A, and B journals are structured and analyzed.
Journal ArticleDOI
The Effect of Nonverbal Signals on Student Role-Play Evaluations
TL;DR: In this article, the authors examined the National Collegiate Sales Contest (NCSC) scoring system in a classroom setting, and found that appropriate nonverbal signals should receive more weighting in the NCSC scoring system.
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.