Navigating Through Rough Waters: The Importance of Trust in Managing Sales Representatives in Times of Change
- 31 January 1999
- journal article
- Published by Elsevier BV in Industrial Marketing Management
- Vol. 28 (1), 37-49
- https://doi.org/10.1016/s0019-8501(98)00021-2
Abstract
No abstract availableThis publication has 10 references indexed in Scilit:
- Stressors, leadership substitutes, and relations with supervision among industrial salespeopleIndustrial Marketing Management, 1997
- An examination of the nature of trust in buyer-seller relationshipsJournal of Marketing, 1997
- The transformation of industrial selling: Causes and consequencesIndustrial Marketing Management, 1996
- Psychological contracts and fairness: The effect of violations on customer service behaviorJournal of Market-Focused Management, 1996
- New Product Development under Changing Economic ConditionsJournal of Business & Industrial Marketing, 1993
- Organizational Justice: Yesterday, Today, and TomorrowJournal of Management, 1990
- EFFECTS OF PROCEDURAL AND DISTRIBUTIVE JUSTICE ON REACTIONS TO PAY RAISE DECISIONS.The Academy of Management Journal, 1989
- Trust-in-supervisor and perceived fairness and accuracy of performance evaluationsJournal of Business Research, 1985
- Tolerance of Ambiguity as a Discriminating Variable Between Entrepreneurs and Managers.Academy of Management Proceedings, 1982
- Threat Rigidity Effects in Organizational Behavior: A Multilevel AnalysisAdministrative Science Quarterly, 1981