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- Title
Factors Influencing Customer Trust in Salespersons in a Developing Country.
- Authors
Andaleeb, Syed Saad; Anwar, Syed Ferhat
- Abstract
The article discusses the level of trust that is placed in salespersons working in a developing country and what factors may influence that feeling. Developing and maintaining a customers' trust is seen as an ability that makes some salespersons more successful than others. The article considers particularly how a trusting relationship can impact customer knowledge about a product, how it can prevent the consumer from price shopping, and how a customer can feel more confident in the product itself if he/she trusts the salesperson.
- Subjects
CUSTOMER loyalty; SALES personnel; MARKETING; RETAIL industry; COMMERCIAL agents; DEVELOPING countries; TRUST; PREDICTION of occupational success; CONFIDENCE; PRICING
- Publication
Journal of International Marketing, 1996, Vol 4, Issue 4, p35
- ISSN
1069-031X
- Publication type
Article
- DOI
10.1177/1069031X9600400404