Rankings
Publications
Sources
Publishers
Scholars
Organizations
About
Login
Register
Home
Publications
An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad
Home
Publications
An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad
An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad
PB
Paul Busch
Paul Busch
DW
David T. Wilson
David T. Wilson
Publisher Website
Google Scholar
Cite
Download
Share
Download
1 February 1976
journal article
Published by
JSTOR
in
Journal of Marketing Research
Vol. 13
(1)
https://doi.org/10.2307/3150896
Abstract
A salesman's expert and referent social power bases are analyzed experimentally to assess their impact on the customer's trust in the salesman, attitude...
Keywords
ATTITUDE
TRUST
EXPERIMENTAL ANALYSIS
DYAD
BUYER
SELLER
SALESMAN'S EXPERT
All Articles
Open Access
Cited by 117 articles