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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Proceedings ArticleDOI
The Role of Internet Involvement, Trust and Perceived Security on Attitude Toward Purchasing Life Insurance Online
TL;DR: In this paper, the authors investigated the role of internet involvement, trust and perceived security on attitude toward purchasing life insurance online in Taiwan, and the outcomes of this study support the proposed hypothesis and thereby contribute to the understanding of consumer behaviors toward online purchasing in life insurance sector.
Book ChapterDOI
Marketinginstrumente — psychologisch betrachtet
TL;DR: In this paper, the authors propose psychologischen Wissenschaftliche Wissen zuruckgreift, wie sie aussehen und how sie in den Kontext anderer angebotener Produkte passen.
Dissertation
The salesperson's role in the realisation of the potential value of a business buyer-seller relationship
TL;DR: In this article, the authors discuss the importance of diversity and diversity in the media, and propose a framework for diversity management in advertising, which is based on the concept of diversity.
Journal ArticleDOI
The relationship of the characteristics of fashion brand SNS, relationship quality and purchase intention - Focusing on Facebook -
Yoojung Lee,Nam Hae Cho +1 more
TL;DR: In this paper, the authors investigated the relationship of fashion brand SNS characteristics, relationship quality (satisfaction, trust, and commitment) and purchase intention and found that entertainment, interactivity, and providing information influenced positively on SNS users' satisfaction.
Exploring the Consequences of Ethical Behaviour:A Review Based Approach
TL;DR: In this article, the authors explored the consequences of ethical behaviour for salespeople as well as customers which ultimately affects sales organizations and found that ethical behaviour has a positive impact on customer satisfaction, trust and commitment to the salesperson, and loyalty to the company.
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.