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An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships
A study examines 3 trust-building processes and outcomes in sales manager-salesperson relationships. The study, based on a sample of more than 400 business-to-business salespeople from a varity of industries, shows 2 trust-bulding processes - predictive and identification - to be significantly related to sales person trust in the sales manager. Interpersonal trust was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism, and indirectly related to organizational commitment and turnover intention.Printed Journal
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | : Academy of Marketing Science |
|---|---|
| Edisi | - |
| Subjek | Job satisfaction Statistical analysis Models Salespeople studies Business to business commerce sales managers |
| ISBN/ISSN | 920703 |
| Klasifikasi | - |
| Deskripsi Fisik | - |
| Info Detail Spesifik | - |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas | Tidak Ada Data |