Exploring the Dark Side of Trust in Business Relationships from the Perspective of the Sales People
Grzegorz Leszczyński , Marek Zieliński
AbstractAs 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.
|Journal series||Journal of Selling, ISSN 2329-7751, (0 pkt)|
|Publication size in sheets||0.85|
|Keywords in Polish||zaufanie, ciemne strony, sprzedaż B2B, relacje business-to-business|
|Keywords in English||trust, dark side, B2B salespeople, business-to-business relationships|
|Score||= 5.0, 09-04-2020, ArticleFromJournal|
|Citation count*||1 (2020-07-02)|
* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.