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
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The Role of the Service Encounter as a Means of Reversing Further High Street Retail Decline
TL;DR: In this article, the authors examined customer and retailer perceptions of the decline of the UK High Street and investigated the potential of the service encounter to reverse this decline, finding that the majority of customers thought potential solutions to the decline in the UK high street lay in combining the appeal of online convenience and choice with the tangibility of the physical store experience.
Journal ArticleDOI
Stop making excuses: reducing unethical behavior and improving performance and relationship quality
TL;DR: In this article , the authors investigated the role of neutralization techniques by business-to-business salespeople as they influence ethical views and impact unethical behaviors, performance, and relationships.
Book ChapterDOI
The three Dimensions of Trust in Buyer-seller Relationships in a Service Environment — Preliminary Findings of an Empirical Investigation
TL;DR: In this paper, the authors developed a plethora of attempts to describe relevant factors, underlying correlations and complex constructs, explaining the relationship between buyer and seller, and used them in marketing theory and practice.
Journal ArticleDOI
Business marketing in France: can the case be made for “French exceptionalism” or is it just a slight variation?
TL;DR: In this article, a review of the state of B-to-B marketing research in France is presented, focusing on the main contributions of French literature in the B-To-B domain.
Crafting a Successful Seller-Customer Relationship for Sports Product: AHP Fuzzy Approach
TL;DR: With enhanced understanding regarding consumer needs, sports retailer can sell their products in a more effective manner to increase their market share and revise their sales and marketing strategies.
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.