The AI-Conditioned Buyer and the Hua Hierarchy of Interpersonal Trust: A Conceptual Framework

This working paper introduces two novel contributions to sales theory: (1) the AI-conditioned buyer — a term describing digitally pre-biased buyers; and (2) the Hua Hierarchy of Interpersonal Trust — a four-dimensional model (credibility, competence, conviction, communication) for understanding rapid trust formation in short-cycle sales contexts.

Publication Details

Journal
Open Science Framework
Published
2025-01-01
DOI
https://doi.org/10.17605/osf.io/cp7hb
Primary Topic
AI in Service Interactions
Type
article
Field-Weighted Citation Impact
0.00
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article

The AI-Conditioned Buyer and the Hua Hierarchy of Interpersonal Trust: A Conceptual Framework

Open Science Framework
AI in Service Interactions
article

The AI-Conditioned Buyer and the Hua Hierarchy of Interpersonal Trust: A Conceptual Framework

article en

Abstract

This working paper introduces two novel contributions to sales theory: (1) the AI-conditioned buyer — a term describing digitally pre-biased buyers; and (2) the Hua Hierarchy of Interpersonal Trust — a four-dimensional model (credibility, competence, conviction, communication) for understanding rapid trust formation in short-cycle sales contexts.

Open Science Framework
Openalex Percentile: Top 78%
AI in Service Interactions
DOIOpen Access PDFOpenAlex
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The AI-Conditioned Buyer and the Hua Hierarchy of Interpersonal Trust: A Conceptual Framework · Open Science Framework (2025) | TGRS Research Map | TGRS