The role of uncertainty and sales control in the development of sales manager trust

Michael L. Mallin · Edward O’Donnell · Michael Y. Hu

24 citations0/0 files storedJournal of Business and Industrial Marketing

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Accounting and Organizational Management Customer Service Quality and Loyalty Employee Performance and Motivation

Abstract

Purpose – The purpose of this paper is to extend previous research on trust and sales control to develop and test an argument that links informational uncertainty to the development of managerial trust in the salesperson.

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References

1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error 1994The Commitment-Trust Theory of Relationship Marketing 2017Exchange and Power in Social Life 1989Agency Theory: An Assessment and Review 1977Estimating Nonresponse Bias in Mail Surveys 1979Review of Psychometric theory (2nd ed.).1995AFFECT- AND COGNITION-BASED TRUST AS FOUNDATIONS FOR INTERPERSONAL COOPERATION IN ORGANIZATIONS.1985Trust as a Social Reality

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