Trustworthiness/Competence of Salesperson

Trustworthiness/Competence of Salesperson

  1. is competent (competence)
  2. is an excellent source of information (competence)
  3. is knowledgeable (competence)
  4. is smart (competence)
  5. is honest (trust)
  6. is someone I feel I can trust (trust)
  7. is always upfront with me (trust)
  8. would never try to mislead me (trust)

1= Strongly Disagree to 7= Strongly Agree

Source: Does it pay to beat around the bush ? The case of the obfuscating salesperson. Barbara Bickart, Maureen Morrin & S. Ratneshwar. Journal of Consumer Psychology, 25(4), 2015, 596-608