Exploring the Dark Side of Trust in Business Relationships from the Perspective of the Sales People

Grzegorz Leszczyński , Marek Zieliński

Abstract

As trust is identified as one of the most central factors in business-to-business relationships, sales people devote a lot of time and effort to build it with their customers. However, suggestions that trust may have negative aspects might be found in literature too. The aim of the paper is to identify dark side of trust in the work of sales people. Exploratory data were collected from essays written by sales managers responsible for customer relationships. As a result the negative consequences of trust for the sales people’s attitude and behavior of salespeople were discussed. The managerial implications of these findings were discussed and several directions for future research proposed.
Author Grzegorz Leszczyński (WZ / KSM)
Grzegorz Leszczyński,,
- Department of Marketing Strategies
, Marek Zieliński (WZ / KSM)
Marek Zieliński,,
- Department of Marketing Strategies
Journal seriesJournal of Selling, ISSN 2329-7751, (0 pkt)
Issue year2019
Vol19
No1
Pages5-22
Publication size in sheets0.85
Keywords in Polishzaufanie, ciemne strony, sprzedaż B2B, relacje business-to-business
Keywords in Englishtrust, dark side, B2B salespeople, business-to-business relationships
URL https://www.researchgate.net/publication/331564269_Exploring_the_Dark_Side_of_Trust_in_Business_Relationships_from_the_Perspective_of_Sales_People
Languageen angielski
Score (nominal)5
Score sourcejournalList
ScoreMinisterial score = 5.0, 09-04-2020, ArticleFromJournal
Citation count*1 (2020-09-15)
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