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    Factors influencing customer trust in salespersons in a developing country

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    Date
    1996
    Publisher
    © 1996 American Marketing Association
    Author
    Andaleeb, Syed Saad
    Anwar, Syed Ferhat
    Metadata
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    URI
    http://hdl.handle.net/10361/5498
    Citation
    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
    Abstract
    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.
    Keywords
    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
    Publisher Link
    http://www.jstor.org/stable/25048670
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    • Journal Article [43]

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