development-based trust: proposing and validating a new trust measurement model for buyer-seller relationships

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ID: 211868
2010
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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.
Reference Key
hernandez2010bar:development-based Use this key to autocite in the manuscript while using SciMatic Manuscript Manager or Thesis Manager
Authors José Mauro da Costa Hernandez, Claudia Cincotto dos Santos
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Journal journal of crystal and molecular structure
Year 2010
DOI
DOI not found
URL
http://www.anpad.org.br/periodicos/arq_pdf/a_1049.pdf
Keywords
business trust scale development marketing

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