Buyer-seller relationships and selling effectiveness: The moderating influence of buyer expertise and product competitive position

Article Abstract:

A field experiment using computer-interactive interviews is applied to test the effects of buyer-seller relationships on selling effectiveness in the context of an individual purchase decision. The results show that when buyers are in a relational exchange with a seller, they evaluate the sellerEs product more highly and are more likely to consider and choose the sellerEs product for purchase.

Analysis, Vendor relations

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Cognitive and affective trust in service relationships

Article Abstract:

The relative impact of provider expertise, product performance, firm reputation, satisfaction, and similarity in influencing customerEs perception of these dimensions of trust in a service provider is examined. The results suggest that cognitive and affective dimensions of trust could be empirically distinguished and have both common and unique antecedents.

Models, Customer satisfaction

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The effects of appropriateness of service contact personnel dress on customer expectations of service quality and purchase intention: The moderating influences of involvement and gender

Article Abstract:

An experiment is conducted to test the effects of the appropriateness of service personnel dress on customer expectations of a firm's service quality and intent to purchase banking services. The moderating effects of involvement and customer gender on the aforementioned relationships are explored.

Customer Relations, Behavior, Clothing, Marketing executives

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