An Examination of the Nature of Trust in Buyer-Seller Relationships

19976,165 citationsJournal Article

Authors

Patricia M. Doney · Florida Atlantic University

Abstract

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...

Topics & Keywords

Customer Service Quality and Loyalty Technology Adoption and User Behaviour Digital Marketing and Social Media

UN Sustainable Development Goals

Industry, innovation and infrastructure

Publication Details

Published in: Journal of Marketing

Volume 61, Issue 2, pp. 35-35

DOI: 10.2307/1251829

Field-Weighted Citation Impact: 85.33