An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships

Deskripsi

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