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An Examination of the Nature of Trust in Buyer-Seller Relationships

The authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson.…

Patricia M. Doney, Joseph P. Cannon
https://resea.org/10.2307/1251829
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Abstract

The authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson. These p...