Gaining Customer Trust: A Conceptual Guide for the Salesperson

By J. Swan, J. Nolan. 2013

150 citations recorded by the source corpus.

Subfields: Information Systems and Management, Organizational Behavior and Human Resource Management, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/79c6ab9a27d1ef25131b2ffb2f4bc0c91ebb38e5

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In Sociology and Political Science

1. Tanya Drollinger
2. Lucette B. Comer

Citations in the corpus

• Salesperson's listening ability as an antecedent to relationship selling (2013, background): “Developing trust between buyers and sellers facilitates the exchange relationship whereas mistrust hinders it (Swan and Nolan, 1985).”