An Examination of the Nature of Trust in Buyer-Seller Relationships
Patricia M. DoneyFlorida Atlantic U, Boca Raton, FL, USJoseph P. CannonGoizueta Business School, Emory University
1997en
ABI
Аннотация
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...
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