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The Formation of Buyer's Trust of the Seller in an Initial Sales Encounter

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References

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2007Experimental and quasi-experimental designs338 cited
1999If looks could sell: Moderation and mediation of the attractiveness effect on salesperson performance229 cited

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2013The Role of Manufacturers' Salespeople in Inducing Brand Advocacy by Retail Sales Associates34 cited
2014The Complexity of Trust in Business Collaborations33 cited
2021Purchaser perceptions of early phase supplier relationships: The role of similarity and likeability32 cited

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2016The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China32 cited

2020An empirical model of salesperson competence, buyer-seller trust and collaboration: the moderating role of technological turbulence and product complexity27 cited

2018Competent or threatening? When looking like a “salesperson” is disadvantageous15 cited

2014A Study on the Relationships among Employees' Trust, Commitment, and Performance in Foodservice Department of Hotel: A Case of Five Star Hotels in Seoul2 cited