Perceived trust in business-to-business sales: a new measure
Article Abstract:
The authors have developed a 10-item, 3-factor scale to measure perceived trust in business-to-business transactions. Conceptualizing trust in a business context and correlating salesperson, company, and product trust are discussed.
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1999
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Service quality and the sales force: a tool for competitive advantage
Article Abstract:
This article discusses connections between customer service quality and personal selling. Use of service quality as a diagnostic tool in managing sales personnel and competitive service quality assessment are explored.
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1999
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Empowered selling teams: how shared leadership can contribute to selling team outcomes
Article Abstract:
The article defines empowered selling teams and describes how shared leadership is key to this concept. A limited model of effectiveness for selling teams is presented.
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1999
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