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How industrial salespeople gain customer trust |
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| Authors: | John E Swan IFredrick Trawick David W Silva |
| Abstract: | This study investigated how industrial salespeople gain the trust of their customers. Results show that trust increases as the customer gains the impression that the salesperson is dependable, honest, competent, customer oriented, and likeable. Based on the results, a general model of trust building is suggested. |
| Keywords: | Address correspondence to: Professor I Fredrick Trawick Jr School of Business University of Alabama Birmingham AL 35294 USA |
| 本文献已被 ScienceDirect 等数据库收录！ | |