TITLE

BUYERS' TRUST OF THE SALESPERSON: AN ITEM-LEVEL META-ANALYSIS

AUTHOR(S)
Wood, John Andy; Boles, James S.; Johnston, Wesley; Bellenger, Danny
PUB. DATE
June 2008
SOURCE
Journal of Personal Selling & Sales Management;Summer2008, Vol. 28 Issue 3, p263
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The issue of trust is an important one in the marketing literature. To assess the nomological validity of trust-related measures, this research uses an item-level measurement meta-analysis based on correlations from 32 studies that measure trust-related constructs in the context of a buyer's assessments of sellers. Analysis reveals that 16-item measures converge into three constructs that are indicative of the seller's credibility, expertise, and compatibility and three items each that are indicative of trust and trustworthiness. In a structural equation model based on the meta-analysis, a seller's characteristics are predictive of trust and trustworthiness.
ACCESSION #
33250495

 

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