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
An analysis into early customer experiences of self-service checkouts: Lessons for improved usability
TL;DR: In this article, the authors examined the perceptions of relative novice users of self-service checkouts and if these perceptions change before, during and following use, finding that the majority of respondents were motivated to use the technology because of time saving and convenience.
Journal ArticleDOI
Does CSR influence sustained competitive advantage and behavioral outcomes? An empirical study in the hospitality sector
Tahir Islam,Mumtaz Khan,Abdul Ghaffar,Ying Chuan Wang,Muhammad Shujaat Mubarik,Imtiaz Haider Ali,Zubair Ali Shahid,Mahmood Rehmani,Anshuman Sharma +8 more
TL;DR: Wang et al. as discussed by the authors examined the underlying mechanism through which corporate social responsibility (CSR) influences customer loyalty in the hospitality sector and found that CSR positively impacts customer loyalty through institutional-level constructs, including corporate image and sustained competitive advantage, and individual-level constructions, including customer trust and customer satisfaction.
The Role of Emotional Relational Behaviors on Interpersonal Consumer Service Loyalty
TL;DR: In this paper, the authors examine factors that enhance the development of interpersonal service relationships between consumers and service employees, focusing on relationships that are similar to personal acquaintances and friendships, rather than ones that are non-affective, and consist of little or no emotional content.
Proceedings ArticleDOI
Context relevant persuasive interaction and design: Consideration of human factors influencing B2C persuasive interaction
TL;DR: This paper introduces the concept of a context relevant persuasive interaction and proposes a guideline for designing relevant B2C persuasive interaction.
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.