| Publikationstyp: | Konferenz: Paper |
| Art der Begutachtung: | Keine Begutachtung |
| Titel: | How gender influences trust assessments in sales negotiations |
| Autor/-in: | Rozumowski, Anna Beurer-Züllig, Bettina Hari, Jürg J. |
| Angaben zur Konferenz: | 10th FINT Workshop on Trust Within and Between Organizations, St. Gallen, Switzerland, 9-11 January 2019 |
| Erscheinungsdatum: | 2019 |
| Verlag / Hrsg. Institution: | First International Network on Trust (FINT) |
| Sprache: | Englisch |
| Schlagwörter: | Gender; Likeability; Stereotype content model |
| Fachgebiet (DDC): | 658.8: Marketingmanagement |
| Zusammenfassung: | This study aimed to analyse differences in gender in a sales setting by building on Wood, Boles, and Babin’s (2008) trust model. The results revealed no significant differences regarding perceptions of likability, competence, and trustworthiness between the genders. Female salespersons received higher judgements in the likability, competence, and trust dimensions than did their male counterparts. Generally, female subjects rated more favourably than men, which accords with Cuddy, Glick, and Beninger’s (2011) findings. Both likability and competence had an influence on trust, whereas competence showed a stronger impact. All correlations were significant and positive. The results suggest that gender has no significant impact on trust perception in the specific sales setting of clothing retail. |
| URI: | https://digitalcollection.zhaw.ch/handle/11475/16021 |
| Volltext Version: | Publizierte Version |
| Lizenz (gemäss Verlagsvertrag): | Lizenz gemäss Verlagsvertrag |
| Departement: | School of Management and Law |
| Organisationseinheit: | Institut für Marketing Management (IMM) |
| Enthalten in den Sammlungen: | Publikationen School of Management and Law |
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Zur Langanzeige
Rozumowski, A., Beurer-Züllig, B., & Hari, J. J. (2019). How gender influences trust assessments in sales negotiations. 10th FINT Workshop on Trust within and between Organizations, St. Gallen, Switzerland, 9-11 January 2019.
Rozumowski, A., Beurer-Züllig, B. and Hari, J.J. (2019) ‘How gender influences trust assessments in sales negotiations’, in 10th FINT Workshop on Trust Within and Between Organizations, St. Gallen, Switzerland, 9-11 January 2019. First International Network on Trust (FINT).
A. Rozumowski, B. Beurer-Züllig, and J. J. Hari, “How gender influences trust assessments in sales negotiations,” in 10th FINT Workshop on Trust Within and Between Organizations, St. Gallen, Switzerland, 9-11 January 2019, 2019.
ROZUMOWSKI, Anna, Bettina BEURER-ZÜLLIG und Jürg J. HARI, 2019. How gender influences trust assessments in sales negotiations. In: 10th FINT Workshop on Trust Within and Between Organizations, St. Gallen, Switzerland, 9-11 January 2019. Conference paper. First International Network on Trust (FINT). 2019
Rozumowski, Anna, Bettina Beurer-Züllig, and Jürg J. Hari. 2019. “How Gender Influences Trust Assessments in Sales Negotiations.” Conference paper. In 10th FINT Workshop on Trust within and between Organizations, St. Gallen, Switzerland, 9-11 January 2019. First International Network on Trust (FINT).
Rozumowski, Anna, et al. “How Gender Influences Trust Assessments in Sales Negotiations.” 10th FINT Workshop on Trust within and between Organizations, St. Gallen, Switzerland, 9-11 January 2019, First International Network on Trust (FINT), 2019.
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