Developing trust in buyer-seller relationships

Article Abstract:

Relationship marketing has become an important endeavor in the service, consumer goods and business-to-business sectors. Although relationship has always been an ingredient of business since time immemorial, research on this topic started in earnest only in the late 1970s and 1980s. Three recently published studies contributed to the furtherance of this branch of management research. Doney and Cannon (1997) examined the impact of trust in relationships on customer behavior. On the other hand, Leuthesser (1997) investigated buyer and seller behavior, and ascertained the behavior that can improve the quality of the relationship. Finally, Ramsey and Sohi (1997) focused on the effect of the listening behavior of salespeople on perceptions of trust and satisfaction among buyers.

Research, Marketing management, Consumer behavior

---

Monkey business

Article Abstract:

Best practices in management are examined.

United Kingdom, Management Development, Analysis, Usage, Management, Best practices

---

Similar abstracts:

• Abstracts: Developing a process model of problem recognition. Strategic control: a new perspective
• Abstracts: Developing efffective management skills. The route to savings
• Abstracts: Protecting your retirement nest egg. COBRA strikes business in the jugular. Fitness programs: hefty expense or wise investment?
• Abstracts: After Tiananmen: what is the future for foreign business in China? The emergence of free market retailing in the People's Republic of China: promises and consequences
• Abstracts: Control charts in the presence of data correlation. Goal setting for effective corporate planning

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.