Personal Characteristics, Trust, Conflict, And Effectiveness In Marketing/sales Working Relationships

Emerald Group Publishing Limited
Publication Type:
Journal Article
European Journal Of Marketing, 2007, 41 (9/10), pp. 1117 - 1145
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Purpose - The key objective of this research is to test how two trust dimensions (cognition-based trust and affect-based trust) mediate the effects of three personal characteristics (psychological distance, the marketing manager's sales experience, and t
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