| Journal: | BAR - Brazilian Administration Review |
| Database: | CLASE |
| System number: | 000335440 |
| ISSN: | 1807-7692 |
| Authors: | Hernandez, Jose Mauro da Costa1 Santos, Claudia Cincotto dos2 |
| Institutions: | 1Universidade de Sao Paulo, Escola de Artes, Ciencias e Humanidades, Sao Paulo. Brasil 2Universidade Nove de Julho, Programa de Pos-Graduacao em Administracao, Sao Paulo. Brasil |
| Year: | 2010 |
| Season: | Abr-Jun |
| Volumen: | 7 |
| Number: | 2 |
| Pages: | 172-197 |
| Country: | Brasil |
| Language: | Inglés |
| Document type: | Artículo |
| Approach: | Analítico, descriptivo |
| English abstract | This study proposes and validates a trust measurement model for buyer-seller relationships. Baptized as development-based trust, the model encompasses three dimensions of trust: calculus-based, knowledge-based and identification-based. In addition to recognizing that trust is a multidimensional construct, the model also assumes that trust can evolve to take on a different character depending on the stage of the relationship. In order to test the proposed model and compare it to the characteristic-based trust measurement model, the measure most frequently used in the buyer-seller relationship literature, data were collected from 238 clients of an IT product wholesaler. The results show that the scales are valid and reliable and the proposed development-based trust measurement model is superior to the characteristic-based trust measurement model in terms of its ability to explain certain variables of interest in buyer-seller relationships (long-term relationship orientation, information sharing, behavioral loyalty and future intentions). Implications for practice, limitations and suggestions for future studies are discussed |
| Disciplines: | Administración y contaduría |
| Keyword: | Mercadotecnia, Relaciones de mercadotecnia, Confianza, Comprador-vendedor, Canales de relacionamiento, Escala de desarrollo, Modelos de medición |
| Full text: | Texto completo (Ver PDF) |
