Access the full text.
Sign up today, get DeepDyve free for 14 days.
Loading next page...
/lp/springer-journals/an-empirical-test-of-trust-building-processes-and-outcomes-in-sales-gjkCC5y62W
References (83)
-
Ajay Kohli (1989)
Effects of Supervisory Behavior: The Role of Individual Differences among Salespeople:Journal of Marketing, 53
-
T. Das, Bing-Sheng Teng (1998)
Between Trust and Control: Developing Confidence in Partner Cooperation in AlliancesAcademy of Management Review, 23
-
T. Ingram, D. Bellenger (1983)
Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial SalespeopleJournal of Marketing Research, 20
-
James C. Anderson, James A. Narus (1990)
A Model of Distributor Firm and Manufacturer Firm Working RelationshipsJournal of Marketing, 54
-
Nirmalya Kumar, L. Scheer, J. Steenkamp (1995)
The Effects of Supplier Fairness on Vulnerable ResellersJournal of Marketing Research, 32
-
R. Morgan, S. Hunt (1994)
The Commitment-Trust Theory of Relationship MarketingJournal of Marketing, 58
-
Alan Dubinsky, R. Howell, T. Ingram, D. Bellenger (1986)
Salesforce SocializationJournal of Marketing, 50
-
O. Williamson (1993)
Calculativeness, Trust, and Economic OrganizationThe Journal of Law and Economics, 36
-
Scott MacKenzie, P. Podsakoff, Gregory Rich (2001)
Transformational and transactional leadership and salesperson performanceJournal of the Academy of Marketing Science, 29
-
J. Cook, T. Wall (1980)
New work attitude measures of trust, organizational commitment and personal need non‐fulfilmentJournal of occupational psychology, 53
-
J. Smith, D. Barclay (1997)
The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner RelationshipsJournal of Marketing, 61
-
Philip Posdakoff, Scott MacKenzie (1994)
Organizational Citizenship Behaviors and Sales Unit EffectivenessJournal of Marketing Research, 31
-
T. Cook, D. Campbell (1979)
Quasi-experimentation: Design & analysis issues for field settings -
D. Koehn (1997)
Trust and Business: Barriers and BridgesBusiness and Professional Ethics Journal, 16
-
L. Porter, Richard Steers, R. Mowday, Paul Boulian (1974)
Organizational commitment, job satisfaction, and turnover among psychiatric technicians.Journal of Applied Psychology, 59
-
D. Cravens, T. Ingram, R. Laforge, C. Young (1993)
Behavior-Based and Outcome-Based Salesforce Control SystemsJournal of Marketing, 57
-
Gilbert Churchill, Neil Ford, O. Walker (1974)
Measuring the Job Satisfaction of Industrial SalesmenJournal of Marketing Research, 11
-
T. Tyler (1989)
The psychology of procedural justice: A test of the group-value model.Journal of Personality and Social Psychology, 57
-
J. Hagen, Soonkyoo Choe (1998)
Trust in Japanese Interfirm Relations: Institutional Sanctions MatterAcademy of Management Review, 23
-
Jennifer Chatman (1989)
Matching People and Organizations: Selection and Socialization in Public Accounting Firms, 1989
-
E. Hultink, K. Atuahene-Gima (2000)
The effect of sales force adoption on new product selling performanceJournal of Product Innovation Management, 17
-
R. Mowday, Richard Steers, L. Porter (1979)
The Measurement of Organizational Commitment.Journal of Vocational Behavior, 14
-
James Anderson, D. Gerbing (1988)
STRUCTURAL EQUATION MODELING IN PRACTICE: A REVIEW AND RECOMMENDED TWO-STEP APPROACHPsychological Bulletin, 103
-
B. Williams (1967)
The new social contract -
Steven Brown, R. Peterson (1994)
The Effect of Effort on Sales Performance and Job SatisfactionJournal of Marketing, 58
-
Jagdip Singh, G. Rhoads (1991)
Boundary Role Ambiguity in Marketing-Oriented Positions: A Multidimensional, Multifaceted OperationalizationJournal of Marketing Research, 28
-
Michelle Iaffaldano, P. Muchinsky (1985)
Job satisfaction and job performance: A meta-analysis.Psychological Bulletin, 97
-
M. Deutsch, B. Bunker, J. Rubin (1995)
Conflict Cooperation and Justice: Essays Inspired by the Work of Morton Deutsch -
F. Dwyer, P. Schurr, Sejo Oh (1987)
Developing Buyer-Seller Relationships:Journal of Marketing, 51
-
Christine Moorman, Gerald Zaltman, Rohit Deshpande (1992)
Relationships Between Providers and Users of Marketing Research: The Dynamics of Trust Within and Between OrganizationsJournal of Marketing Research, 29
-
T. Tyler (1994)
Psychological models of the justice motive: Antecedents of distributive and procedural justice.Journal of Personality and Social Psychology, 67
-
P. Podsakoff, Scott MacKenzie, R. Moorman, Richard Fetter (1990)
Transformational leader behaviors and their effects on followers' trust in leader, satisfaction, and organizational citizenship behaviorsLeadership Quarterly, 1
-
Patricia Doney, Joseph Cannon (1997)
An Examination of the Nature of Trust in Buyer–Seller Relationships:Journal of Marketing, 61
-
Sandy Jap (1999)
Pie-Expansion Efforts: Collaboration Processes in Buyer–Supplier RelationshipsJournal of Marketing Research, 36
-
E. Whitener, S. Brodt, M. Korsgaard, Jon Werner (1998)
Managers as Initiators of Trust: An Exchange Relationship Framework for Understanding Managerial Trustworthy BehaviorAcademy of Management Review, 23
-
James Anderson, James Narus (1990)
A Model of Distributor Firm and Manufacturer Firm Working PartnershipsJournal of Marketing, 54
-
J. Mathieu, Dennis Zajac (1990)
A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitmentPsychological Bulletin, 108
-
Cengiz Yılmaz, S. Hunt (2001)
Salesperson cooperation: The influence of relational, task, organizational, and personal factorsJournal of the Academy of Marketing Science, 29
-
Ravi Madhavan, R. Grover (1998)
From Embedded Knowledge to Embodied Knowledge: New Product Development as Knowledge ManagementJournal of Marketing, 62
-
R. Lewicki, M. Stevenson (1997)
Trust Development in Negotiation: Proposed Actions and a Research AgendaBusiness and Professional Ethics Journal, 16
-
E. Anderson, Barton Weitz (1989)
Determinants of Continuity in Conventional Industrial Channel DyadsMarketing Science, 8
-
R. Teas (1983)
Supervisory Behavior, Role Stress, and the Job Satisfaction of Industrial Salespeople:Journal of Marketing Research, 20
-
Mark Johnston, A. Parasuraman, Charles Futrell, W. Black (1990)
A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early EmploymentJournal of Marketing Research, 27
-
G. John (1984)
An Empirical Investigation of Some Antecedents of Opportunism in a Marketing ChannelJournal of Marketing Research, 21
-
Gilbert A. Churchill, Neil M. Ford, Orville C. Walker (1974)
Measuring the Job Satisfaction of Industrial SalespeopleJournal of Marketing Research, 11
-
S. Ramaswami (1996)
Marketing Controls and Dysfunctional Employee Behaviors: A Test of Traditional and Contingency Theory Postulates:Journal of Marketing, 60
-
Steven Brown, R. Peterson (1993)
ANTECEDENTS AND CONSEQUENCES OF SALESPERSON JOB SATISFACTION: META ANALYSIS AND ASSESSMENT OF CAUSAL EFFECTSJournal of Marketing Research, 30
-
Thomas N. Ingram, Danny N. Bellenger (1983)
Personal and Organizational Variables: The Relative Effect on Reward Valences of Industrial SalespeopleJournal of Marketing Research, 20
-
C. Fornell, D. Larcker (1981)
Evaluating structural equation models with unobservable variables and measurement error.Journal of Marketing Research, 18
-
Quang Nguyen, D. Tikk, Ulf Leser (2010)
Simple tricks for improving pattern-based information extraction from the biomedical literatureJournal of Biomedical Semantics, 1
-
Shankar Ganesan (1994)
Determinants of Long-Term Orientation in Buyer-Seller Relationships:Journal of Marketing, 58
-
P. Bentler, D. Bonett (1980)
Significance Tests and Goodness of Fit in the Analysis of Covariance StructuresPsychological Bulletin, 88
-
David Strutton, Lou E. Pelton, James R. Lumpkin (1993)
The Relationship Between Psychological Climate and Salesperson-Sales Manager Trust in Sales OrganizationsJournal of Personal Selling & Sales Management, 13
-
J. Rempel, J. Holmes, M. Zanna (1985)
Trust in close relationships.Journal of Personality and Social Psychology, 49
-
M. Korsgaard, D. Schweiger, H. Sapienza (1995)
Building Commitment, Attachment, and Trust in Strategic Decision-Making Teams: The Role of Procedural JusticeAcademy of Management Journal, 38
-
Steven P. Brown, Robert A. Peterson (1994)
The Effects of Effort on Sales Performance and Job SatisfactionJournal of Marketing, 58
-
Rosemary R. Lagace (1991)
An Exploratory Study of Reciprocal Trust Between Sales Managers and SalespersonsJournal of Personal Selling & Sales Management, 11
-
Morton Deutschi (1960)
The Effect of Motivational Orientation upon Trust and SuspicionHuman Relations, 13
-
R. Lewicki, B. Bunker (1995)
Trust in relationships: A model of development and decline. -
S. Shapiro (1987)
The Social Control of Impersonal TrustAmerican Journal of Sociology, 93
-
D. Jones (1942)
A New Social ContractNature, 150
-
Kevin Mcneilly, M. Lawson (1999)
Navigating Through Rough WatersIndustrial Marketing Management, 28
-
Jennifer Chatman (1991)
Matching People and Organizations: Selection and Socialization in Public Accounting FirmsAdministrative Science Quarterly, 36
-
J. Cunningham, J. MacGregor (2000)
Trust and the Design of Work Complementary Constructs in Satisfaction and PerformanceHuman Relations, 53
-
Daniel McAllister (1995)
Affect- and Cognition-Based Trust as Foundations for Interpersonal Cooperation in OrganizationsAcademy of Management Journal, 38
-
Gregory Rich (1997)
The sales manager as a Role model: Effects on trust, job satisfaction, and performance of salespeopleJournal of the Academy of Marketing Science, 25
-
Blair Sheppard, Dana Sherman (1998)
The Grammars of Trust: A Model and General ImplicationsAcademy of Management Review, 23
-
Robert M. Morgan, Shelby D. Hunt (1994)
The Commitment-Trust Theory of MarketingJournal of Marketing, 58
-
Richard T. Mowday, Richard M. Steers, Lyman W. Porter (1990)
The Measure of Organizational CommitmentJournal of Vocational Behavior, 14
-
S. Lindskold (1978)
Trust development, the GRIT proposal, and the effects of conciliatory acts on conflict and cooperation.Psychological Bulletin, 85
-
Reavis Cox, Wroe Alderson, S. Shapiro (1950)
Theory in marketing -
R. Netemeyer, James Boles, Robert McMurrian (1996)
Development and validation of work–family conflict and family–work conflict scales.Journal of Applied Psychology, 81
-
Knowlton Johnson (1998)
Structural Equation Modeling in Practice: Testing a Theory for Research UseJournal of Social Service Research, 24
-
C. Moorman, G. Zaltman, Rohit Deshpandé (1992)
Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between OrganizationsJournal of Marketing Research, 29
-
P. Shrout (1980)
Quasi-experimentation: Design and analysis issues for field settings: by Thomas D. Cook and Donald T. Campbell. Chicago: Rand McNally, 1979Evaluation and Program Planning, 3
-
Gregory Gundlach, R. Achrol, J. Mentzer (1995)
The Structure of Commitment in ExchangeJournal of Marketing, 59
-
(1999)
Top Reasons for Voluntarily Turnover? -
J. Armstrong, Terry Overton (1977)
Estimating Nonresponse Bias in Mail SurveysJournal of Marketing Research, 14
-
Murali Chandrashekaran, Kevin Mcneilly, Frederick Russ, Detelina Marinova (2000)
From Uncertain Intentions to Actual Behavior: A Threshold Model of Whether and When Salespeople QuitJournal of Marketing Research, 37
-
Carole Wells, D. Kipnis (2001)
Trust, Dependency, and Control in the Contemporary OrganizationJournal of Business and Psychology, 15
-
R. Netemeyer, James Boles, D. McKee, Robert McMurrian (1997)
An Investigation into the Antecedents of Organizational Citizenship Behaviors in a Personal Selling ContextJournal of Marketing, 61
-
R. Howell, K. Jöreskog, D. Sörbom, P. Bentler (1987)
LISREL-PC and PRELIS [Computer Software]@@@EQS/PC [Computer Software]Journal of Marketing Research, 24
-
Ellen Garbarino, Mark Johnson (1999)
The Different Roles of Satisfaction, Trust, and Commitment in Customer RelationshipsJournal of Marketing, 63
- Publisher
- Springer Journals
- Copyright
- Copyright © Academy of Marketing Science 2003
- Subject
- Economics / Management Science; Business/Management Science, general; Marketing; Social Sciences, general
- ISSN
- 0092-0703
- eISSN
- 1552-7824
- DOI
- 10.1177/0092070302250902
- Publisher site
- See Article on Publisher Site
Abstract
This study examines three trust-building processes and outcomes in sales manager-salesperson relationships. This study, based on a sample of more than 400 business-to-business salespeoples from a variety of industries, shows two trust-building processes (predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism, and indirectly related to organizational commitment and turnover intention.
Journal
Journal of the Academy of Marketing Science – Springer Journals
Published: Mar 1, 2003
Keywords: trust; sales; relationships; satisfaction