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...
Keywords
BusinessCognitionIndustrial organizationMarketingPsychology
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Publication Info
- Year
- 1997
- Type
- article
- Volume
- 61
- Issue
- 2
- Pages
- 35-35
- Citations
- 6158
- Access
- Closed
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Cite This
Patricia M. Doney,
Joseph P. Cannon
(1997).
An Examination of the Nature of Trust in Buyer-Seller Relationships.
Journal of Marketing
, 61
(2)
, 35-35.
https://doi.org/10.2307/1251829
Identifiers
- DOI
- 10.2307/1251829