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The interaction of three dimensions of trust, relational selling, team selling and B2B sales success in the European market

Caldarola, Richard A. L. - In: International business and economics research journal 8 (2009) 1, pp. 19-30

Persistent link: https://www.econbiz.de/10009517990

I'm Not Trying to Sell You Anything, A Case Study on Trust in Buyer Seller Relationships

Arney, Nathanael - 2020

This case study is intended to develop an appreciation for the role of trust in buyer seller relationships through a fictional account of a student's summer job. Given the high likelihood that students will have a sales job during their studies, or shortly after their graduation, this case can...

Persistent link: https://www.econbiz.de/10012835497

Understanding cross-cultural sales manager–salesperson relationships in the Asia-Pacific Rim region : a grounded theory approach

Deeter-Schmelz, Dawn R.; Lauer, Timothy P.; Rudd, John M. - In: Journal of personal selling & sales management : JPSSM 39 (2019) 4, pp. 334-351

Persistent link: https://www.econbiz.de/10012200894

Propensity to trust salespeople : a contingent multilevel-multisource examination

Friend, Scott B.; Johnson, Jeff S.; Sohi, Ravipreet S. - In: Journal of business research : JBR 83 (2018), pp. 1-9

Persistent link: https://www.econbiz.de/10011775837

Exploring risks, advantages and interpersonal trust in buyer-salesperson relationships in direct selling in a non-western country

Poon, Patrick; Albaum, Gerald S.; Yin, Cheng-Yue - In: International journal of retail & distribution management 45 (2017) 3, pp. 328-342

Persistent link: https://www.econbiz.de/10011640130

Trust repair after a sales manager error

Nelson, Christopher A.; Walsh, Michael F.; Cui, Annie Peng - In: Journal of personal selling & sales management : JPSSM 44 (2024) 1, pp. 74-83

Persistent link: https://www.econbiz.de/10014515165

The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships

Ferro-Soto, Carlos; Padin, Carmen; Svensson, Göran; … - In: The journal of business & industrial marketing 38 (2023) 1, pp. 235-251

Persistent link: https://www.econbiz.de/10013539060

Managing ad hoc sales encounters in B2B markets

Schmitz, Christian; Lee, You-Cheong; Isenberg, Lukas; … - In: Industrial marketing management : the international … 105 (2022), pp. 33-47

Persistent link: https://www.econbiz.de/10013494010

A nomological framework of antecedents and postcedents to satisfaction in purchase and sales business relationships

Guan, Jyh-Liang; Lee, Tzong-ru; Mostert, Pierre; … - In: Journal of contemporary marketing science 6 (2023) 1, pp. 46-63

Persistent link: https://www.econbiz.de/10014301512

Does polychronicity among sales employees develop B2B service recovery? : a dual assessment through ambidextrous leadership

Ahmad, Bilal; Yuan, Jingbo; Akhtar, Nadeem; Waheed, Abdul - In: Asia Pacific journal of marketing and logistics 35 (2023) 11, pp. 2785-2807

Persistent link: https://www.econbiz.de/10014430285

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