How industrial salespeople gain customer trust

Exchange and Power in Social Life.

Robert Bierstedt, Peter M. Blau · American Sociological Review · 1965 · 13.8K citations

Social Sciences, Social Psychology, Sociology +15

The processes of causal attribution.

Harold H. Kelley · American Psychologist · 1973 · 3.9K citations

Social Sciences, Psychology, Causal Inference +7

Interpersonal trust, trustworthiness, and gullibility.

Julian B. Rotter · American Psychologist · 1980 · 1.6K citations

Social Sciences, Psychology, Social Psychology +10

Effectiveness in Sales Interactions: A Contingency Framework

Barton A. Weitz · Journal of Marketing · 1981 · 650 citations

Management, Marketing, Marketing Management +12

Trust development, the GRIT proposal, and the effects of conciliatory acts on conflict and cooperation.

Svenn Lindskold · Psychological Bulletin · 1978 · 389 citations

Social Sciences, Conflict Studies, Social Psychology +7