An Empirical Test of Trust-Building Processes and Outcomes in Sales Manager–Salesperson Relationships

2003/04/01 by Thomas G. Brashear, James S. Boles, Danny N. Bellenger +1 · 266 citations
Business, Management and Accounting · Psychology · Social Sciences · #Business #Computer science #Customer Service Quality and Loyalty #Empirical research #Identification (biology) #Interpersonal communication #Interpersonal relationship #Job Satisfaction and Organizational Behavior #Job satisfaction #Knowledge Management and Sharing #Marketing #Organizational commitment #Organizational identification #Psychology #Sales management #Sample (material) #Social psychology #Test (biology) #Variety (cybernetics)

paper · doi:10.1177/0092070302250902

published in Journal of the Academy of Marketing Science 31(2), 189-200 (Springer Science+Business Media)

openalex publication_date 2003/04/01 · openalex created_date 2025/10/10 · openalex updated_date 2026/07/28

Citations

• The measurement of organizational commitment
• Structural equation modeling in practice: A review and recommended two-step approach.
• AFFECT- AND COGNITION-BASED TRUST AS FOUNDATIONS FOR INTERPERSONAL COOPERATION IN ORGANIZATIONS.
• Evaluating Structural Equation Models with Unobservable Variables and Measurement Error