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An Examination of the Nature of Trust in Buyer-Seller Relationships

Journal of Marketing · 1997 · Vol. 61(2) · pp. 35–35

Patricia M. Doney✉(Florida Atlantic University)Joseph P. Cannon(Emory University)

Abstract

The authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson. These p...

Customer Service Quality and Loyalty Technology Adoption and User Behaviour Digital Marketing and Social MediaBusinessCognitionIndustrial organizationMarketingPsychology

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6,165

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