Trust Earning Perceptions of Sellers and Buyers
作者： Jon M. Hawes , John E. Swan , Kenneth E. Mast
DOI: 10.1080/08853134.1989.10754508
关键词:
摘要: Success in selling demands effective trust earning behavior. This article examines and compares the perceptions of manufacturers' reps purchasing executives relation to this process buyer's trust. The results indicate statistically significant differences over two groups their how various components contribute development buyer Manufacturers' overestimated potential “likeable,” “competent,” “dependable” constructs. also held an inflated view overall extent which they were trusted by executives.
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