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
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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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