No image available for this title

Text

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 NumberLocationAvailable
PSB lt.dasar - Pascasarjana1
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