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ArticleHow industrial salespeople gain customer trust

John E. Swan1985

Article1985

How industrial salespeople gain customer trust

John E. Swan · I. Fredrick Trawick · David W. Silva

402 citations·0/0 files stored·Industrial Marketing Management

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Customer Service Quality and Loyalty Marketing and Advertising Strategies Employee Performance and Motivation

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References

2017Exchange and Power in Social Life 1965Exchange and Power in Social Life.1973The processes of causal attribution.1980Interpersonal trust, trustworthiness, and gullibility.1981Effectiveness in Sales Interactions: A Contingency Framework

Cited by

1999Customer Trust in the Salesperson 2001Consumers' trust of salesperson and manufacturer: an empirical study 2002Antecedents and consequences of relationship quality in hotel industry 2007An analysis of antecedents and consequences of trust in a corporate brand 1996Determinants of relationship quality: An artificial neural network analysis 2001Effects of Relationship Marketing on Repeat Purchase and Word of Mouth 1994Using Neural Network Analysis to Evaluate Buyer‐Seller Relationships 2013Trust Earning Perceptions of Sellers and Buyers

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Details

Year1985

Typearticle

Published1985-08-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations402

Files0 public / 0

ShelfCustomer Service Quality and Loyalty

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doi10.1016/0019-8501(85)90039-2

openalex_workW2145347606

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