How industrial salespeople gain customer trust

This study investigated how industrial salespeople gain the trust of their customers. Results show that trust increases as the customer gains the impression that the salesperson is dependable, honest, competent, customer oriented, and likeable. Based on the results, a general model of trust building...

Full description

Saved in:
Bibliographic Details
Published in:Industrial marketing management 1985-01, Vol.14 (3), p.203-211
Main Authors: Swan, John E., Trawick, I.Fredrick, Silva, David W.
Format: Article
Language:English
Subjects:
Behavior
Characteristics
Customer relations
Influence
Personal selling
Salespeople
Studies
Techniques
Citations: Items that this one cites
Items that cite this one
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:This study investigated how industrial salespeople gain the trust of their customers. Results show that trust increases as the customer gains the impression that the salesperson is dependable, honest, competent, customer oriented, and likeable. Based on the results, a general model of trust building is suggested.
ISSN:0019-8501
1873-2062
DOI:10.1016/0019-8501(85)90039-2