Factors influencing customer trust in salespersons in a developing country
This article was published in the Journal of International Marketing [© 1996 American Marketing Association] and the definite version is available at : http://www.jstor.org/stable/25048670
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| 语言: | English |
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© 1996 American Marketing Association
2016
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| 在线阅读: | http://hdl.handle.net/10361/5498 |
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10361-5498 |
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10361-54982016-07-16T07:56:14Z Factors influencing customer trust in salespersons in a developing country Andaleeb, Syed Saad Anwar, Syed Ferhat This article was published in the Journal of International Marketing [© 1996 American Marketing Association] and the definite version is available at : http://www.jstor.org/stable/25048670 Research on trust is limited in the context of developing countries. Because of its importance in facilitating exchange, this study attempts to assess the determinants of customer trust in salespersons in a developing country. The theoretical model was derived from research conducted in the developed countries. Survey results indicate that salesperson attributes such as expertise, intent, and likability influenced customer trust in salespeople. Confidence in the organization represented by the salesperson also had a significant effect on customer trust. Customers' product knowledge did not influence their trust in salespeople. However, customers' generalized disposition to trust others did. Published 2016-06-22T14:39:46Z 2016-06-22T14:39:46Z 1996 Article Andaleeb, S. S., & Anwar , S. F. (1996). Factors influencing customer trust in salespersons in a developing country. Journal of International Marketing, 4(4), 35–52 . Retrieved from http://www.jstor.org/stable/25048670 http://hdl.handle.net/10361/5498 en http://www.jstor.org/stable/25048670 © 1996 American Marketing Association |
| institution |
Brac University |
| collection |
Institutional Repository |
| language |
English |
| description |
This article was published in the Journal of International Marketing [© 1996 American Marketing Association] and the definite version is available at : http://www.jstor.org/stable/25048670 |
| format |
Article |
| author |
Andaleeb, Syed Saad Anwar, Syed Ferhat |
| spellingShingle |
Andaleeb, Syed Saad Anwar, Syed Ferhat Factors influencing customer trust in salespersons in a developing country |
| author_facet |
Andaleeb, Syed Saad Anwar, Syed Ferhat |
| author_sort |
Andaleeb, Syed Saad |
| title |
Factors influencing customer trust in salespersons in a developing country |
| title_short |
Factors influencing customer trust in salespersons in a developing country |
| title_full |
Factors influencing customer trust in salespersons in a developing country |
| title_fullStr |
Factors influencing customer trust in salespersons in a developing country |
| title_full_unstemmed |
Factors influencing customer trust in salespersons in a developing country |
| title_sort |
factors influencing customer trust in salespersons in a developing country |
| publisher |
© 1996 American Marketing Association |
| publishDate |
2016 |
| url |
http://hdl.handle.net/10361/5498 |
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AT andaleebsyedsaad factorsinfluencingcustomertrustinsalespersonsinadevelopingcountry AT anwarsyedferhat factorsinfluencingcustomertrustinsalespersonsinadevelopingcountry |
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