TRUST GOES THE OTHER WAY TOO: SELLERS’ TRUST IN BUYERS AND ITS INFLUENCE ON SALE PROCESS EFFICIENCY

Ozan PENEKLIOGLU; Ayse Banu ELMADAG

doi:https://doi.org/10.17261/Pressacademia.2020.1195

Article Details

TRUST GOES THE OTHER WAY TOO: SELLERS’ TRUST IN BUYERS AND ITS INFLUENCE ON SALE PROCESS EFFICIENCY

Authors:

Ozan PENEKLIOGLU | Ayse Banu ELMADAG

Publisher:

PressAcademia

Main Topics:

Management

Journal:

Journal of Management Marketing and Logistics 2020 Vol.7 Issue 1, pp.28-41

Document Type:

Article

Publication Date:

3/2020

Document Language:

English

Document ID (Org No.):

2000742161

Frequency:

Quarterly

eISSN:

2148-6670

DOI:

https://doi.org/10.17261/Pressacademia.2020.1195

Abstract:

 

Purpose- This research aims to discover the effect of interpersonal factors on seller’s trust to buyer and in turn to the sales process effectiveness. Sales specific factors such as time risk and purchase importance are also considered when determining the effects of interpersonal factors.
Methodology- A quantitative research method involving salespeople is employed. 
Findings- The findings indicate the presence of a positive relationship between interpersonal factors (similarity, expertise task orientation) and trust to buyer and sales process effectiveness. The sales specific factors (time risk and purchase importance) also have a moderation effect to the relationship between trust and sales process effectiveness. 
Conclusion- Through the sellers’ perspective, this study investigated the antecedents and consequences of trust in a business-to-business sale relationship. Recommendations to both sales team managers and procurement team managers to increase the sales process effectiveness under specific situations is provided based on study findings.

Article Details

TRUST GOES THE OTHER WAY TOO: SELLERS’ TRUST IN BUYERS AND ITS INFLUENCE ON SALE PROCESS EFFICIENCY

Authors: Ozan PENEKLIOGLU | Ayse Banu ELMADAG

Publisher: PressAcademia

Main Topics: Management

Journal: Journal of Management Marketing and Logistics 2020 Vol.7 Issue 1, pp.28-41

Document Type: Article

Publication Date: 3/2020

Document Language: English

Document ID (Org No.): 2000742161

Frequency: Quarterly

eISSN: 2148-6670

DOI: https://doi.org/10.17261/Pressacademia.2020.1195

Issues

Authors:

Ozan PENEKLIOGLU | Ayse Banu ELMADAG

Publisher:

PressAcademia

Main Topics:

Management

Journal:

Journal of Management Marketing and Logistics 2020 Vol.7 Issue 1, pp.28-41

Document Type:

Article

Publication Date:

3/2020

Document Language:

English

Document ID (Org No.):

2000742161

Frequency:

Quarterly

eISSN:

2148-6670

DOI:

https://doi.org/10.17261/Pressacademia.2020.1195