Analisis Pengaruh Salesperson Variables dan Characteristic of Firm Terhadap Trust of the Salesperson dan Trust of the Selling Firm

Susi, Susi (2010) Analisis Pengaruh Salesperson Variables dan Characteristic of Firm Terhadap Trust of the Salesperson dan Trust of the Selling Firm. Undergraduate thesis, Universitas Internasional Batam.

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Abstract

Trust in this era of changes is a milestone in delivering the speed and efficiency of business. In facing the development of the business which experience shocks and economic problems that led to competition in the business world becomes increasingly, any individual or organization is required to create a high trust in order to generate the speed and efficiency of business. The purpose of this research is to determine whether there is influence between salesperson cues and selling firm cues to trust of the salesperson and trust of the selling firm with likability of salesperson, expertise of salesperson and capability of business as an intervening variable. The population of this research are customers of those service company. The sample used are Batam City’s citizens who have ever used banking services. The sampling method used in this research is non-probability method with purposive sampling technique. Data collection method which is used in this research is survey method with interview technique and questionnaires. The results of this research showed that salesperson cues affects likability of salesperson and expertise of salesperson, selling firm cues affects capability of business, likability of salesperson affects trust of the salesperson, expertise of salesperson did not affect trust of the salesperson, capability of business affects trust of the selling firm, trust of the salesperson affects trust of the selling firm and trust of the selling firm affects trust of the salesperson. Keywords: Trust, Salesperson, Selling firm, Likability, Expertise, Capability

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