Luottamusmyynti: Lähteitä ja lisätietoja

LÄHTEITÄ JA LISÄTIETOJA:

Hartmann, N., Plouffe, C. R., Kohsuwan, P., & Cote, J. A. (2020). Salesperson influence tactics and the buying agent purchase decision: Mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory orientation focus. Industrial Marketing Management, 87, 31-46.

Lussier, B., Grégoire, Y., & Vachon, M. A. (2017). The role of humor usage on creativity, trust and performance in business relationships: An analysis of the salesperson-customer dyad. Industrial Marketing Management, 65, 168-181.

Mangus, S. M., Jones, E., Folse, J. A. G., & Sridhar, S. (2020). The interplay between business and personal trust on relationship performance in conditions of market turbulence. Journal of the Academy of marketing science, 48(6), 1138-1155.

Mangus, S. M., Bock, D. E., Jones, E., & Folse, J. A. G. (2020). Examining the effects of mutual information sharing and relationship empathy: A social penetration theory perspective. Journal of Business Research, 109, 375-384.

Mangus, S., Jones, E., Folse, J. A. G., & Sridhar, S. (2020). The Effects of Salesperson Trust Overestimation on Relationship Performance. Available at SSRN 3663403.

Limbu, Y. B., Jayachandran, C., Babin, B. J., & Peterson, R. T. (2016). Empathy, nonverbal immediacy, and salesperson performance: the mediating role of adaptive selling behavior. Journal of Business & Industrial Marketing.

Monty, D. A. (2015). Building Trustworthiness. In Trust-Based Selling (pp. 69-82). Apress.

Green, C. H. (2005). Trust-based selling: using customer focus and collaboration to build long-term relationships. McGraw Hill Professional.