Journal of the Academy of Marketing Science

, 31:189

An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships


  • Thomas G. Brashear
    • University of Massachusetts-Amherst
  • James S. Boles
    • Georgia State University
  • Danny N. Bellenger
    • Georgia State University
  • Charles M. Brooks
    • Quinnipiac University
Research Notes

DOI: 10.1177/0092070302250902

Cite this article as:
Brashear, T.G., Boles, J.S., Bellenger, D.N. et al. J. of the Acad. Mark. Sci. (2003) 31: 189. doi:10.1177/0092070302250902


This study examines three trust-building processes and outcomes in sales manager-salesperson relationships. This study, based on a sample of more than 400 business-to-business salespeoples from a variety of industries, shows two trust-building processes (predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism, and indirectly related to organizational commitment and turnover intention.



Copyright information

© Academy of Marketing Science 2003