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Methods in Sales Research : Perceived Trust in Business-to-Business Sales: A New Measure
Abstract
Measures of trust in the selling literature have usually relied on general measures of trust developed from other contexts which then may have been modified to fit the sales or sales management context. In this paper, trust is conceptualized specifically within a business-to-business sales context as containing three correlated components: salesperson trust, company trust, and product/service trust. A ten-item, three- factor scale is developed that demonstrates the appropriate reliability and validity for use in future studies incorporating the concept of perceived trust in business-to-business buyer-seller contexts.
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Hawlitschek, F., Teubner, T., & Weinhardt, C. (2016) · Die Unternehmung · doi:10.5771/0042-059x-2016-1-26 · Cited by 217
Metadata
- Authors
- Comer, J. M., Plank, R. E., Reid, D. A., & Pullins, E. B.
- Affiliations
- University of Cincinnati (US)
- ) is Professor of Marketing at the
- Binghamton University (US)
- ) is an Assistant Professor of Marketing at The
- Venue
- Journal of Personal Selling & Sales Management
- Publisher
- Informa UK Limited
- Published
- 1999-01
- Volume
- 19
- Issue
- 3
- Pages
- 61-71
- ISSN
- 0885-3134 (ISSN-L)
- 1557-7813
- OpenAlex
- W7133804594
- Cited by
- 48
- References
- 0
- Citations by year
- 2026: 3 · 2025: 2 · 2024: 3 · 2023: 6 · 2022: 4 · 2021: 2 · 2020: 3 · 2019: 2 · 2018: 3 · 2017: 5 · 2016: 5 · 2015: 3 · 2013: 2 · 2012: 4
- FWCI
- 0.00
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Personal Selling and Sales Management (publishedVersion)
- Journal of Personal Selling and Sales Management
- Topics
- Social Sciences › Business, Management and Accounting › Marketing › Customer Service Quality and Loyalty
- Social Sciences › Business, Management and Accounting › Marketing › Marketing and Advertising Strategies
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Employee Performance and Motivation
- Keywords
- perceived trust, B2B sales, trust measurement, scale development, buyer-seller relationships, trust dimensions
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- The paper
- Comer, J. M., Plank, R. E., Reid, D. A., & Pullins, E. B. (1999). Methods in Sales Research : Perceived Trust in Business-to-Business Sales: A New Measure. Journal of Personal Selling & Sales Management. https://doi.org/10.1080/08853134.1999.10754182
