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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Dissertation
Examining the role of trust in shaping customer satisfaction of mobile banking
TL;DR: In this paper, some modifications to the DeLone and McLean Model (2003) of information systems are proposed whereby the model may be applicable to post adoption customer satisfaction, especially in the e-commerce context.
Journal ArticleDOI
Purchaser perceptions of early phase supplier relationships: The role of similarity and likeability
TL;DR: In this paper, the authors investigate trust formation in the understudied area of early-phase relationship and its effects on the selection of purchaser-supplier governance and demonstrate that suppliers' similarity and likeability are significantly related to purchaser trust in suppliers.
Journal ArticleDOI
Interactivity and identification influences on virtual shopping
Echo Huang,Yu-Ting Huang +1 more
TL;DR: In this article, the S-O-R model was used to examine the effects of online stimuli on members' emotional states and responses and found that both interactivity and identification factors shape members' trust, flow and purchase intention.
Journal ArticleDOI
Development and validation of a scale to measure patients' trust in pharmacists in Singapore.
TL;DR: The 12-item trust in pharmacists scale demonstrated high reliability and convergent validity and further studies among other populations are suggested to confirm the robustness and even improve the current scale.
Journal ArticleDOI
La confiance en B to B: vers une approche dynamique et intégrative
Wafa Akrout,Houcine Akrout +1 more
TL;DR: La confiance en B to B represente aujourd'hui un concept eclate de multiples manieres Cet eclatement a engendre une pluralite tres riche de recherches mais il a aussi entrave L'emergence d'une theorie coherente as mentioned in this paper.
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.