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An Empirical Test of Trust-Building Processes and Outcomes in Sales Manager--Salesperson Relationships.
- Source :
- Journal of the Academy of Marketing Science; Mar2003, Vol. 31 Issue 2, p189-200, 12p, 1 Diagram, 3 Charts
- Publication Year :
- 2003
-
Abstract
- This study examines three trust-building processes and outcomes in sales manager--salesperson relationships. This study, based on a sample of more than 400 business-to-business salespeople from a variety of industries, shows two trust-building processes (predictive and identification) to be significantly related to salesperson 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. [ABSTRACT FROM AUTHOR]
- Subjects :
- SALES management
TRUST
MANAGEMENT science
MARKETING
SALES personnel
JOB satisfaction
Subjects
Details
- Language :
- English
- ISSN :
- 00920703
- Volume :
- 31
- Issue :
- 2
- Database :
- Complementary Index
- Journal :
- Journal of the Academy of Marketing Science
- Publication Type :
- Academic Journal
- Accession number :
- 9676589
- Full Text :
- https://doi.org/10.1177/0092070302250902