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|dc.contributor.author||Hari, Jürg J.||-|
|dc.description.abstract||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.||de_CH|
|dc.publisher||First International Network on Trust (FINT)||de_CH|
|dc.rights||Licence according to publishing contract||de_CH|
|dc.subject||Stereotype content model||de_CH|
|dc.title||How gender influences trust assessments in sales negotiations||de_CH|
|zhaw.departement||School of Management and Law||de_CH|
|zhaw.organisationalunit||Institut für Marketing Management (IMM)||de_CH|
|zhaw.conference.details||10th FINT Workshop on "Trust Within and Between Organizations", St. Gallen, 9 - 11 January 2019||de_CH|
|Appears in Collections:||Publikationen School of Management and Law|
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