Personal Selling & Sales Management Abstracts

Sohi, Ravi
June 2001
Journal of Personal Selling & Sales Management;Summer2001, Vol. 21 Issue 3, p255
Academic Journal
The article presents information about various abstracts related to personal selling. The article "Consumers' Trust of Salesperson and Manufacturer: - An Empirical Study," is an empirical study involving new car buyers assessed the role of trust in business relationships. The influence of several key organizational and individual characteristics on consumer satisfaction and trust of the salesperson and of the manufacturer was examined. Trust of the salesperson was positively influenced by salesperson competence, low-pressure selling tactics, manufacturer ethical concern, and general trust, while customers' product familiarity lowered this trust. Trust of the manufacturer was positively influenced by purchase satisfaction, manufacturer ethical concern, and a tendency to trust. In the article "A Conceptual Model for Building and Maintaining Relationships Between Manufacturers' Representatives and Their Principals," the author develops and proposes a conceptual model for developing and maintaining relationships between manufacturers and the manufacturers' representatives with whom they contract. Using a qualitative data collected through phone interviews of manufacturers' representative and their principals, the author identified ten constructs comprising the conceptual model.


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