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Development-based trust: proposing and validating a new trust measurement model for buyer-seller relationships
| Content Provider | Scilit |
|---|---|
| Author | Hernandez, José Mauro da Costa Santos, Claudia Cincotto dos |
| Copyright Year | 2010 |
| Description | 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 |
| Related Links | http://www.scielo.br/pdf/bar/v7n2/v7n2a05.pdf http://www.scielo.br/scielo.php?script=sci_pdf&pid=S1807-76922010000200005&lng=en&nrm=iso&tlng=en |
| Ending Page | 197 |
| Page Count | 26 |
| Starting Page | 172 |
| ISSN | 18077692 |
| e-ISSN | 18077692 |
| DOI | 10.1590/s1807-76922010000200005 |
| Journal | Bar - Brazilian Administration Review |
| Issue Number | 2 |
| Volume Number | 7 |
| Language | English |
| Publisher | FapUNIFESP (SciELO) |
| Publisher Date | 2010-06-01 |
| Access Restriction | Open |
| Subject Keyword | Brazilian Administration Review Business and Management Relationship Marketing Channel Relationships Scale Development |
| Content Type | Text |
| Resource Type | Article |
| Subject | Strategy and Management |
