The DOI matches its Crossref record; 6 of the 6 references it cites were found in a registry or an index.
Customer Trust in the Salesperson
Overview
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Statistics
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Claims the paper makes
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Citations
Cites
The commitment-trust theory of relationship marketing
Morgan, R. M., & Hunt, S. D. (1994) · Journal of Marketing · doi:10.1177/002224299405800302 · Cited by 22,355
An Examination of the Nature of Trust in Buyer-Seller Relationships
Doney, P. M., & Cannon, J. P. (1997) · Journal of Marketing · doi:10.2307/1251829 · Cited by 6,822
Determinants of Long-Term Orientation in Buyer-Seller Relationships
Ganesan, S. (1994) · Journal of Marketing · doi:10.1177/002224299405800201 · Cited by 6,741
Relationship Quality in Services Selling: An Interpersonal Influence Perspective
Crosby, L. A., Evans, K. R., & Cowles, D. (1990) · Journal of Marketing · doi:10.1177/002224299005400306 · Cited by 4,763
Meta-Analytic Procedures for Social Research
Rosenthal, R. (1991) · doi:10.4135/9781412984997 · Cited by 4,635
A Fail-Safe N for Effect Size in Meta-Analysis
Orwin, R. G. (1983) · Journal of Educational Statistics · doi:10.2307/1164923 · Cited by 2,064
Cited by
Kim, D. J., Ferrin, D. L., & Rao, H. R. (2008) · Decision Support Systems · doi:10.1016/j.dss.2007.07.001 · Cited by 3,613
“In traditional commerce, the trust-building process is affected by the characteristics of customers, salespersons, the company, and interactions between the two parties involved [25,50,128,134].”
BackgroundThe Effects of Personalization and Familiarity on Trust and Adoption of Recommendation Agents1
Komiak, S. Y. X., & Benbasat, I. (2006) · MIS Quarterly · doi:10.2307/25148760 · Cited by 1,374
An analysis of antecedents and consequences of trust in a corporate brand
Sichtmann, C. (2007) · European Journal of Marketing · doi:10.1108/03090560710773318 · Cited by 334
Technology Adaptation in E-commerce:
Chen, L.-D., & Tan, J. (2004) · European Management Journal · doi:10.1016/j.emj.2003.11.014 · Cited by 306
Signaling the Trustworthiness of Small Online Retailers
Wang, S., Beatty, S. E., & Foxx, W. (2004) · Journal of Interactive Marketing · doi:10.1002/dir.10071 · Cited by 287
Metadata
- Authors
- Swan, J. E., Bowers, M. R., & Richardson, L. D.
- Venue
- Journal of Business Research
- Publisher
- Elsevier BV
- Published
- 1999-02
- Volume
- 44
- Issue
- 2
- Pages
- 93-107
- ISSN
- 0148-2963 (ISSN-L)
- OpenAlex
- W1544866813
- Cited by
- 402
- References
- 6
- FWCI
- 17.63
- Type
- journal article
- Language
- en
- Open access
- closed
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
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How to cite
Cite CoChat for the checks on this page, and the paper for its own findings.
- This page
- CoChat. (2026). Citation check: Customer Trust in the Salesperson. https://app.cochat.ai/papers/10.1016/s0148-2963(97)00244-0
- The paper
- Swan, J. E., Bowers, M. R., & Richardson, L. D. (1999). Customer Trust in the Salesperson. Journal of Business Research. https://doi.org/10.1016/s0148-2963(97)00244-0
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
