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Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels
(© 1995 Published by Elsevier Inc., 1995)
This paper examines how the behavioral intentions of channel members are likely to be moderated by trust perceptions when dependence is high or low. An experimental research methodology using a 2 × 2 factorial design was ...
Physician attitudes toward pharmaceutical sales representatives
(© 1995 Aspen Publishers, Inc., 1995)
Physicians in northwestern Pennsylvania were surveyed to identify the factors that influenced their attitudes toward pharmaceutical sales representatives (PSRs). The results suggest that physicians' attitudes were influenced ...