000			01421cam a2200253 4500500
005			20250112061219.0
041			_afre
042			_adc
100	1	0	_aGouteron, Joël _eauthor
245	0	0	_aCreating, developing, and maintaining trust during the buying process: When does trust come in? A study of the consulting sector
260			_c2021.
500			_a45
520			_aAlthough defined as a process, the concept of trust has been the focus of relatively little empirical research. Our works examine the hypothesis that trust evolves throughout the buying process. We surveyed customers of a financial management consulting firm, a sector that is very dependent on customer trust. Through this research, we establish how to identify the moments when trust is created, developed, and maintained. It is possible to associate both a direction and level of trust to each phase of the buying process. This framework allows companies to better manage customer trust and actively engage with it through time.
690			_aservices
690			_asatisfaction
690			_atrust
690			_abuying process
690			_aTrust
690			_aProcess of purchase
690			_aServices
690			_aSatisfaction
786	0		_nLa Revue des Sciences de Gestion | 306 | 6 | 2021-04-22 | p. 19-29 | 1160-7742
856	4	1	_uhttps://shs.cairn.info/journal-revue-des-sciences-de-gestion-2020-6-page-19?lang=en
999			_c226048 _d226048