Buyer’s Trust of the Salesperson: An Item-Level Meta-Analysis
- UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
- James S. Boles, Professor (Creator)
- Institution
- The University of North Carolina at Greensboro (UNCG )
- Web Site: http://library.uncg.edu/
Abstract: The issue of trust is an important one in the marketing literature. To assess the nomological validity of trust-related measures, this research uses an item-level measurement meta-analysis based on correlations from 32 studies that measure trust-related constructs in the context of a buyer’s assessments of sellers. Analysis reveals that 16-item measures converge into three constructs that are indicative of the seller’s credibility, expertise, and compatibility and three items each that are indicative of trust and trustworthiness. In a structural equation model based on the meta-analysis, a seller’s characteristics are predictive of trust and trustworthiness.
Buyer’s Trust of the Salesperson: An Item-Level Meta-Analysis
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Created on 12/20/2021
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Additional Information
- Publication
- Journal of Personal Selling and Sales Management, Vol. 3 (Number 3, Summer 2008) pp 263-284
- Language: English
- Date: 2008
- Keywords
- salespeople, seller trustworthiness, buyer trust