A Model of Salesperson's Trust and Satisfaction Based on the High-priced Products Selling in Retailing

Abstract

After the appearance of related marketing paradise, the emphasis on trust has been applied widespread by more and more researchers. But the role of trust often appears in business-to-business (BtoB) exchanges. Articles about organizations and consumers are very few. Basing on the high-priced products selling in retailing, this article defines the variable of trust and analyzes the ways how to measure it. Furthermore, we construct the SEQ model about salesperson's trust. Based on the investigation of high-priced TV selling in the shops, we checkout the complex relations of variables. We think it will be useful for Chinese corporations in retailing to setup trust tendency between salesman and-consumers