@article{Newman:244672,
      recid = {244672},
      author = {Newman, Claire and Briggeman, Brian C.},
      title = {Farmers’ Perceptions of Building Trust},
      journal = {International Food and Agribusiness Management Review},
      address = {2016-08-15},
      number = {1030-2016-83136},
      series = {Volume 19},
      pages = {20},
      month = {Aug},
      year = {2016},
      note = {The IFAMR is published quarterly my IFAMA. For more  information visit: www.ifama.org.},
      abstract = {Trust is an integral part of maintaining any successful  business relationship, especially within agriculture.  Yet,  there is minimal research on how to best build and enhance  a trusted relationship.  To identify how sales reps can  deepen trusted relationships with farmers, a novel,  best-worst survey approach is used.  Results show that  sales representatives should focus on their own personal  development to build more trusted relationships as opposed  to things largely outside of their control. Farmers did not  care as much about age, years working, or even the  reputation of the sales rep’s employer. In short, our  research shows that agricultural sales representatives can  build more trusted relationships with farmers.},
      url = {http://ageconsearch.umn.edu/record/244672},
      doi = {https://doi.org/10.22004/ag.econ.244672},
}