An Exploratory Study of Reciprocal Trust Between Sales Managers and Salespersons

Lagace, Rosemary R.
March 1991
Journal of Personal Selling & Sales Management;Spring91, Vol. 11 Issue 2, p49
Academic Journal
Reciprocal trust between sales managers and salespeople was studied. The level of trust is high for both managers and salespersons. Similarity coefficients suggest convergence of opinion regarding reciprocal trust between the two dyadic parties. Levels of high/low reciprocal trust impact several traditional sales variables for both the salesperson and the manager. Implications and future research areas are suggested.


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