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  2. School of Management and Law
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  4. Publikationen School of Management and Law
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dc.contributor.authorRozumowski, Anna-
dc.contributor.authorBeurer-Züllig, Bettina-
dc.contributor.authorHari, Jürg J.-
dc.date.accessioned2019-03-13T13:59:55Z-
dc.date.available2019-03-13T13:59:55Z-
dc.date.issued2019-
dc.identifier.urihttps://digitalcollection.zhaw.ch/handle/11475/16021-
dc.description.abstractThis 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.de_CH
dc.language.isoende_CH
dc.publisherFirst International Network on Trust (FINT)de_CH
dc.rightsLicence according to publishing contractde_CH
dc.subjectGenderde_CH
dc.subjectLikeabilityde_CH
dc.subjectStereotype content modelde_CH
dc.subject.ddc658.8: Marketingmanagementde_CH
dc.titleHow gender influences trust assessments in sales negotiationsde_CH
dc.typeKonferenz: Paperde_CH
dcterms.typeTextde_CH
zhaw.departementSchool of Management and Lawde_CH
zhaw.organisationalunitInstitut für Marketing Management (IMM)de_CH
zhaw.conference.details10th FINT Workshop on Trust Within and Between Organizations, St. Gallen, Switzerland, 9-11 January 2019de_CH
zhaw.funding.euNode_CH
zhaw.originated.zhawYesde_CH
zhaw.publication.statuspublishedVersionde_CH
zhaw.publication.reviewKeine Begutachtungde_CH
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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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