Perceived trust in business-to-business sales: a new measure

Article Abstract:

The authors have developed a 10-item, 3-factor scale to measure perceived trust in business-to-business transactions. Conceptualizing trust in a business context and correlating salesperson, company, and product trust are discussed.

Psychological aspects, Social aspects, Trust (Psychology)

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Service quality and the sales force: a tool for competitive advantage

Article Abstract:

This article discusses connections between customer service quality and personal selling. Use of service quality as a diagnostic tool in managing sales personnel and competitive service quality assessment are explored.

Analysis, Customer service, Competition (Psychology)

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Empowered selling teams: how shared leadership can contribute to selling team outcomes

Article Abstract:

The article defines empowered selling teams and describes how shared leadership is key to this concept. A limited model of effectiveness for selling teams is presented.

Leadership

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