A Scale for Source Credibility; Validated in the Selling Context |
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Authors: | Edwin K. Simpson Ruel C. Kahler |
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Affiliation: | 1. Miami University;2. University of Cincinnati |
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Abstract: | AbstractContributions from the research include: (1) the development of a validated scale to measure the perception of source credibility in personal selling; (2) understanding the underlying dimensions of the perception of source credibility in the selling context; (3) identification of the Sociability factor for the first time in source credibility research; and (4) recognition of the credibility implications associated with salesperson's title. |
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