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Propensity to trust salespeople : a contingent multilevel-multisource examination

Friend, Scott B.; Johnson, Jeff S.; Sohi, Ravipreet S. - In: Journal of business research : JBR 83 (2018), pp. 1-9

Persistent link: https://www.econbiz.de/10011775837

The Role of the Salesperson in Building Trust and Collaboration in Buyer-Seller Relationships

Srinivasan, Mahesh; Srivastava, Prashant - 2012

In this paper, the impact of the antecedents of trust including the buyer’s perception of equity with the salesperson and salesperson benevolence on development of trust in a buyer-salesperson relationship is examined. The moderating roles of supply risks on this association are also examined...

Persistent link: https://www.econbiz.de/10014163684

Does polychronicity among sales employees develop B2B service recovery? : a dual assessment through ambidextrous leadership

Ahmad, Bilal; Yuan, Jingbo; Akhtar, Nadeem; Waheed, Abdul - In: Asia Pacific journal of marketing and logistics 35 (2023) 11, pp. 2785-2807

Persistent link: https://www.econbiz.de/10014430285

Delusive perception : antecedents and consequences of salespeople's misperception of customer commitment

Homburg, Christian; Bornemann, Torsten; Kretzer, Max - In: Journal of the Academy of Marketing Science 42 (2014) 2, pp. 137-153

Persistent link: https://www.econbiz.de/10010345196

The interaction of three dimensions of trust, relational selling, team selling and B2B sales success in the European market

Caldarola, Richard A. L. - In: International business and economics research journal 8 (2009) 1, pp. 19-30

Persistent link: https://www.econbiz.de/10009517990

The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China

Newell, Stephen J.; Wu, Bob T.; Thaweephan Leingpibul; … - In: The journal of personal selling & sales management : JPSSM 36 (2016) 2, pp. 160-173

Persistent link: https://www.econbiz.de/10011515690

The role of humor usage on creativity, trust and performance in business relationships : an analysis of the salesperson-customer dyad

Lussier, Bruno; Grégoire, Yany; Vachon, Marc-Antoine - In: Industrial marketing management : the international … 65 (2017), pp. 168-181

Persistent link: https://www.econbiz.de/10011774997

The role of sales representatives in cross-cultural business-to-business relationships

Gu, Flora Fang; Wang, Jeff Jianfeng; Wang, Danny T. - In: Industrial marketing management : the international … 78 (2019), pp. 227-238

Persistent link: https://www.econbiz.de/10012026183

Building customer relationships while achieving sales performance results : is listening the holy grail of sales?

Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando - In: Journal of business research : JBR 102 (2019), pp. 120-130

Persistent link: https://www.econbiz.de/10012103945

Precursors and outcomes of satisfaction in seller-customer business relationships : a sales perspective

Høgevold, Nils M.; Svensson, Göran; Mpinganjira, Mercy - In: International journal of procurement management 13 (2020) 4, pp. 531-552

Persistent link: https://www.econbiz.de/10012254622