Purpose The purpose of this paper is to examine the dimensions of interpersonal trust which would affect the buyer-salesperson relationship in a direct selling situation. It also investigates consumers’ perceived risk and advantages of direct selling. Design/methodology/approach A...

Purpose – There is limited published work addressing factors that influence responses to internet surveys. This is due in part to lack of an agreed upon set of relevant theories. Albaum, Evangelista and Medina (AEM) and Evangelista et al. made a step toward filling this gap when they studied...

Purpose – The purpose of this paper is to investigate trust in salespersons of direct selling companies. The major purpose of the study is to examine three alternative measures of trust and to assess the effects of consumer trust in the direct selling salesperson on intended purchase behavior...