Using trust-transference as a persuasion technique: an empirical field investigation

Article Abstract:

This study sought to empirically test the effects of using trust-transference as a persuasion technique. The independent variable was the use (or non-use) of a proof-source in the sales presentation. There were three independent variables: (1) closing ratio, (2) average order size, and (3) total sales volume. A significant improvement was obtained in the closing ratio and total sales volume by the experimental group which incorporated the trust-transference persuasion technique. (Reprinted by permission of the publisher.)

Confidence, Persuasion (Psychology)

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An exploratory study of reciprocal trust between sales managers and salespersons

Article Abstract:

Reciprocal trust between sales managers and salespeople was studied. The level of trust is high for both managers and salespersons. Similarity coefficients suggest convergence of opinion regarding reciprocal trust between the two dyadic parties. Levels of high/low reciprocal trust impact several traditional sales variables for both the salesperson and the manager. Implications and future research areas are suggested. (Reprinted by permission of the publisher.)

Sales personnel, Sales managers, Salespeople

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Sales management as an entrepreneurial activity

Article Abstract:

Entrepreneurship has been the focus of much recent attention by academics and practitioners. The resurgence in interest has been driven, in part, by competitive pressures confronting American industry and, in part, by limitations in current management practice. The present paper examines the role of entrepreneurship in sales, drawing many parallels between entrepreneurship and the sales profession. (Reprinted by permission of the publisher.)

Sales management, Entrepreneurship

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