The role of interpersonal liking in building trust in long-term channel relationships

By Carolyn Y. Nicholson, L. Compeau, Rajesh Sethi. 2001

519 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management, Social Psychology

View Paper: https://www.semanticscholar.org/paper/563813d5d0fb2e0efa7cde480c194880326f4506

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

1. Zhilin Yang
2. Chenting Su
3. Wenyu Dou
4. Ayelet Fishbach
5. Kaitlin Woolley
6. Nan Zhou

In Organizational Behavior and Human Resource Management

1. L. Scheer
2. C. Fred Miao
3. T. Travaglione
4. G. O'Neill
5. Jason Garrett
6. Zhilin Yang
7. Chenting Su
8. Wenyu Dou

In Social Psychology

1. C. Fred Miao
2. Zhilin Yang
3. Ye Li
4. Chenting Su
5. Ayelet Fishbach
6. Dingjun Li
7. Kaitlin Woolley
8. Pei-Luen Patrick Rau

Citations in the corpus

• Relationship marketing: The impact of emotional intelligence and trust on bank performance (2008, background): “However, trust is widely acknowledged as the most critical component in the successful functioning of a relationship ( Nicholson et al. , 2001”
• The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence (2010, background): “Examples of operationalizations that emphasize positive motives include sales/ profit concentration (Heide and John 1988; Kale 1989; Kim and Frazier 1997; Lewis and Lambert 1991; Nicholson et al. 2001; Rokkan et al. 2003), partner importance (Ferguson et al. 2005; Hallen et al. 1987), role perform”
• Customers' need for uniqueness theory versus brand congruence theory: The impact on satisfaction with social network sites (2020, unknown): “Interpersonal similarity between members gives rise to a form of interpersonal liking between members (Nicholson, Compeau, and Sethi, 2001).”
• Understanding Customer Trust in Agent-Mediated Electronic Commerce, Web-Mediated Electronic Commerce, and Traditional Commerce (2004, unknown): “salesperson Competence [29] d,m , [35] d,m , [93] d,m , [23] a , [92] a,c [37] d,m , [ 73 ] a”
• A Cross-cultural Study: Effect of Robot Appearance and Task (2010, background): “defined trust as “confidence in the other party’s reliability and integrity” [39].”
• Consumer-Retailer Emotional Attachment: Some Antecedents and the Moderating Role of Attachment Anxiety (2010, unknown): “Interpersonal likeability An attraction to other consumers or service staff such that the consumer would desire to be around the other out of choice, even if shopping activities were to terminate (Nicholson et al., 2001)”