TITLE

An Exploratory Study of Reciprocal Trust Between Sales Managers and Salespersons

AUTHOR(S)
Lagace, Rosemary R.
PUB. DATE
March 1991
SOURCE
Journal of Personal Selling & Sales Management;Spring91, Vol. 11 Issue 2, p49
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
6652521

 

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