The development of trust between salespeople and their customers has traditionally been
considered a critical element in developing and maintaining a successful sales relationship …

Since 1978 business marketing has seen a great deal of research activity. It is reasonable to
ask whether this has led to advances in theory development and a general increase in our …

Customer trust is important in agent-mediated electronic commerce, web-mediated
electronic commerce, and traditional commerce. However, the meaning of customer trust in …

We examined the formation of online trust encountered by potential customers of a brick and
click retailer before they visit its online website; this phase of the purchasing experience has …

Product Recommendation Agents (PRAs) and other web-based decision aids are deployed
extensively to provide online shoppers with virtual advising services. While the design of …

Prominent articles in the popular press suggest that minorities and women are sometimes
“shut out of sales”(cf. Lucas 1996; Marchetti 1996). One implication is that non-minority …

A conceptual model of the relationships among buyers' perceptions of and attitudes toward
elements of a vendor company's marketing mix is developed and tested, and the moderating …

Rapport and rapport-building are fundamental building blocks of the sales process. As part
of the approach in personal selling, as well as a relationship-building mechanism, rapport …

The study focuses on assessing the impact of a salesperson's accent on people's perception
of his effectiveness, including credibility, competence, friendliness, and intentions to buy …

This study examined perceptual similarities and differences between customers and
employees in terms of critical service incidents. Specifically we explored the extent to which …