Trust is critical in buyer-seller relationships and the vast literature in this area expounds on its importance. However, only recently have scholars begun to explore the role of inaccurate perceptions of trust. These inaccurate perceptions matter because salespeople are more likely to...

The differences between business trust and personal trust are often overlooked as the underlying mechanisms of social capital, which firms and their customers can draw upon to navigate a turbulent marketplace. Specifically, the authors find business and personal trust have distinct positive...