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| Format: | Artículo científico |
| Language: | en |
| Published: |
Associação Nacional de Pós-Graduação e Pesquisa em Administração
2010
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| Subjects: | |
| Online Access: | https://www.redalyc.org/articulo.oa?id=84112372005 |
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Table of Contents:
- Development-based Trust: Proposing and Validating a New Trust Measurement Model for Buyer-Seller Relationships José Mauro da Costa Hernandez Claudia Cincotto dos Santos Administración y Contabilidad trust Marketing scale development channel relationships relationship marketing 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. 2010 artículo científico 1807-7692 https://www.redalyc.org/articulo.oa?id=84112372005 en http://www.redalyc.org/revista.oa?id=841 BAR - Brazilian Administration Review application/pdf Associação Nacional de Pós-Graduação e Pesquisa em Administração BAR - Brazilian Administration Review (Brasil) Num.2 Vol.7