| Revista: | BAR - Brazilian Administration Review |
| Base de datos: | CLASE |
| Número de sistema: | 000335440 |
| ISSN: | 1807-7692 |
| Autores: | Hernandez, Jose Mauro da Costa1 Santos, Claudia Cincotto dos2 |
| Instituciones: | 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 |
| Año: | 2010 |
| Periodo: | Abr-Jun |
| Volumen: | 7 |
| Número: | 2 |
| Paginación: | 172-197 |
| País: | Brasil |
| Idioma: | Inglés |
| Tipo de documento: | Artículo |
| Enfoque: | Analítico, descriptivo |
| Resumen en inglés | 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 |
| Disciplinas: | Administración y contaduría |
| Palabras clave: | Mercadotecnia, Relaciones de mercadotecnia, Confianza, Comprador-vendedor, Canales de relacionamiento, Escala de desarrollo, Modelos de medición |
| Texto completo: | Texto completo (Ver PDF) |
