Developing trust in buyer-seller relationships
Article Abstract:
Relationship marketing has become an important endeavor in the service, consumer goods and business-to-business sectors. Although relationship has always been an ingredient of business since time immemorial, research on this topic started in earnest only in the late 1970s and 1980s. Three recently published studies contributed to the furtherance of this branch of management research. Doney and Cannon (1997) examined the impact of trust in relationships on customer behavior. On the other hand, Leuthesser (1997) investigated buyer and seller behavior, and ascertained the behavior that can improve the quality of the relationship. Finally, Ramsey and Sohi (1997) focused on the effect of the listening behavior of salespeople on perceptions of trust and satisfaction among buyers.
Publication Name: Journal of General Management
Subject: Business, general
ISSN: 0306-3070
Year: 1997
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Monkey business
Article Abstract:
Best practices in management are examined.
Publication Name: Journal of General Management
Subject: Business, general
ISSN: 0306-3070
Year: 2006
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