Development-based Trust: Proposing and Validating a New Trust Measurement Model for Buyer-Seller Relationships
Journal Title: BAR: Brazilian Administration Review - Year 2010, Vol 7, Issue 2
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.
Authors and Affiliations
Hernandez, José Mauro da Costa; Santos, Claudia Cincotto dos
Keywords
Related Articles
- EP ID EP40467
- DOI -
- Views 287
- Downloads 0
Fostering Linkages between Transnational Corporations and Small to Medium-Sized Enterprises in Brazil
When large Transnational Corporations (TNCs) enter a host country, consequent development of local Small and Medium Enterprises (SMEs) is expected. The public sector may play an important role by fostering Business Lin...
Globalization and International Management: In Search of an Interdisciplinary Approach
This paper, based on the international relations and international political economy literature, shows that the international management field has been influenced by certain national interests, particularly from the Uni...
The Impact of Credit Rating Changes in Latin American Stock Markets
Our objective is to examine whether a rating change or Credit Watch announcement has a significant impact on Latin American stock prices. We conducted an event study to analyze stock market reaction to such news in the...
Estimating Total Claim Size in the Auto Insurance Industry: a Comparison between Tweedie and Zero-Adjusted Inverse Gaussian Distribution
The objective of this article is to estimate insurance claims from an auto dataset using the Tweedie and zeroadjusted inverse Gaussian (ZAIG) methods. We identify factors that influence claim size and probability, and c...
Public policies on innovation and small businesses in a swinging economy
The purpose of this paper is to analyze the adequacy of public policies that support innovation in small businesses in a swinging economy, particularly in Brazil.1 In order to make our case for more adequate public polic...