Trust is critical in buyer-seller relationships and the vast literature in this area expounds on its importance. However, only recently have scholars begun to explore the role of inaccurate perceptions of trust. These inaccurate perceptions matter because salespeople are more likely to...

Sales technology has been touted as a primary tool for enhancing customer relationship management. However, empirical research is sparse concerning the use of information technology (IT) and its effects on the relationship between salespersons and customers. Using an interdisciplinary research...