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Trust Earning Perceptions of Sellers and Buyers

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References

1951Coefficient Alpha and the Internal Structure of Tests43,892 cited
1987Developing Buyer-Seller Relationships9,139 cited
1979Reliability: A Review of Psychometric Basics and Recent Marketing Practices1,592 cited
1985Influences on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness1,247 cited
1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,055 cited
1985How industrial salespeople gain customer trust402 cited

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1991The Effect of Salesforce Behavior on Customer Satisfaction: An Interactive Framework171 cited
2007Trust and reliance in business relationships

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