Do sales people trust new customers because of who they are?
作者: Piotr GaczekGrzegorz LeszczynskiMarek Zielinski
刊名: IMP Journal, 2018, Vol.12 (3), pp.498-518
来源数据库: Emerald Journal
DOI: 10.1108/IMP-01-2018-0008
关键词: Business-to-business interactionsInitial trustTrustee characteristicsTrustor propensity to trust
原始语种摘要: The purpose of this paper is to identify the interplay between the characteristics of trustee and trustor in trust formation at the initial stage of a relationship in the B2B context.;;The study was experimental. A situation was simulated in which sales managers choose prospective customers on whom his or her company should concentrate after entering the new market. A total of 108 managers participated in the study.;;The results indicate that during the pre-relationship stage salespeople declared trust toward a prospective customer despite having no previous interactions with the other party. Salespeople start the trust-development process by gathering clues about the trustworthiness of the potential partner organization. The cognitive information provided to salespeople impacts...
全文获取路径: Emerald 

  • trust 相信
  • sales 销货
  • propensity 晶癖
  • business 交易
  • declared 呈报的
  • greater 较大
  • supplier 供应商
  • toward 
  • provided 只要