A positive model of consumers' trust of salesperson and manufacturer is developed which provides suggestions for improving relationships and increasing buyer ± seller trust. The findings indicate that buyer ± seller trust results from salesperson competence, lowpressure selling tactics, service quality, manufacturer ethical concern, and a general tendency to trust others. Product familiarity acts to decrease the overall trust of the salesperson. Manufacturer trust is fostered by satisfaction with the ownership experience, through the antecedents of satisfaction (salesperson competence, low-pressure selling tactics, product quality, and manufacturer ethical concern), and a general tendency to trust others. Global managerial implications and directions for future research are provided. D
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About Emerald www.emeraldinsight.comWith over forty years' experience, Emerald Group Publishing is a leading independent publisher of global research with impact in business, society, public policy and education. In total, Emerald publishes over 275 journals and more than 130 book series, as well as an extensive range of online products and services. Emerald is both COUNTER 3 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation.Abstract Outlines the concept of strategic philanthropy, assesses its development and evolution, gives examples of the stakeholder focus, discusses marketing issues and addresses elements to consider in implementation. Organizations have long realized the benefits of benevolent philanthropy in supporting community, employees and the interests of investors. It has only been in recent years that organizations have formalized and integrated the philanthropic decisions with corporate citizenship and other key strategic organizational performance-related decisions. Organizations in the twenty-first century are increasingly concerned about managing societal issues in marketing to benefit key stakeholder interests. A new definition of strategic philanthropy is developed and contrasted with other initiatives that link marketing and society. Finally, suggestions for future research are provided.The research register for this journal is available at
This article investigates socially responsible buying (SRB), a subject that has received little attention in past marketing literature on buyer-seller relationships. On the basis of a brief review of the literature on corporate social responsibility, the article proposes a conceptualization of SRB that accentuates the role of stakeholder and organizational norms, respectively. These conceptual grounds are used to depict various SRB strategies and to advance research propositions outlining their likely antecedents.
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