New Insights on Trust in Business-To-Business Relationships : A Multi-Perspective Approach.

Front Cover -- New Insights on Trust In Business-To-Business Relationships: A Multi-Perspective Approach -- Copyright Page -- Contents -- List of Contributors -- Series Editor Foreword -- Focusing on Case Outcomes Rather than Variable Relationships -- References -- Acknowledgments -- Trust in Buyer-Supplier Relationships: Evidence from Advanced, Emerging, and Developing Markets -- References -- A Global Examination of Cognitive Trust in Business-to-Business Relationships -- Introduction -- Modeling Cognitive Trust Building for Cultural Contexts in the Expansion Stage -- Conceptualizing Cognitive Trust -- Cognitive Trust Outcomes -- Confidential Communication -- Cooperation -- Affective Commitment -- Cognitive Trust Antecedents -- Conflict Resolution -- Communication Frequency -- Social Bond -- Research Method -- Sample and Data Collection -- Measurement -- Reliability and Validity -- Data Analysis -- Findings, Discussion, and Managerial Implications -- United States' Results -- United States' Discussion and Managerial Implications -- China's Results -- China's Discussion and Managerial Implications -- Brazil's Results -- Brazil's Discussion and Managerial Implications -- Conclusion -- References -- Appendix 1 -- Appendix 2 -- Appendix 3 -- Appendix 4 -- A Model to Enhance the Perceived Trustworthiness of Small and Medium Enterprises Selling Natural Essential Oils through e-M... -- Introduction -- Trust and e-Marketplaces -- Theoretical Framework -- Factors of Trust during the Entry Phase -- The Initial Trust Formation Model -- The Evolution of Trust Model -- Factors of Trust during the Personal Phase -- Research Method -- Data Collection -- Research Findings -- The Profile of Researched SMEs -- Factors of Trust on e-Marketplaces -- Entry Phase Factors -- Passive Strategy -- Cognitive Trusting Base -- Institutional Trusting Bases.

Calculative Trusting Bases -- Personal Phase Factors of Trust -- A Proposed Model for Enhancing Trust in e-Marketplaces -- The Entry Phase -- Personal Phase -- Conclusion -- References -- Enhancing Electronic Markets for Industrial Services by Trust Features -- Introduction -- Importance of Services -- Trust Problem in Services Purchasing -- Trust Problem in Services e-Markets -- Structure of Work -- Research Design -- Research Goal -- Method -- Conceptual Framework -- Introduction to Trust -- Signaling Trustworthiness -- Foundations for Service Trust -- The Theory of Credence Goods -- The Principal Agent Theory -- Service Marketing -- Relationship Marketing -- Service Quality -- e-Commerce -- Conceptual Trust Model -- Signaling Trust in Service e-Markets - Results of an Empirical Process -- Reputation -- Customer References -- Known Customer -- Unknown Customer -- Certifications -- Publications -- Friends -- Jobs -- Resource -- Employees -- Systems -- Facilities/Locations -- Legal Data -- Firm Size -- History Objects -- Terms Objects -- Summary and Conclusions -- Quantitative Results -- Qualitative Results -- Prototypical Implementation Trust Enhancing e-Marketplaces for Industrial Services -- Aim of the Prototype -- Implementation of Trust Features to Search Functionality -- Trust Filter -- Trust Algorithm/Trust Computation -- Provider Trust Profile -- Trust Functionalities -- Rating by Market Participants -- Identity Check by Webservice -- Use of System Data -- Data Security -- Expert Interviews -- Conclusion -- References -- Interpersonal and Inter-organizational Trust in High-involvement Customer-Supplier Relationships: Antecedents, Consequences... -- Introduction -- Theoretical Background: The Process of Trust -- Trust Levels -- Conceptual Framework and Research Propositions.

Antecedents of Inter-organizational and Interpersonal Trust in High-involvement Relationships -- Perceptions of Trustworthiness and Intended Suspension of Vulnerability -- Competence -- Honesty -- Benevolence -- Transparency -- Foreseeing Conflicts -- Moderators of Trust Levels -- Consequences of Interpersonal and Inter-organizational Trust for Trusting Behaviors -- Discussion, Conclusions, and Implications -- Final Remarks and Limitations -- References -- Trust in Relationships with Agri-food Distribution -- Introduction -- Conceptual Background and Hypotheses -- Trust in B-to-B Relationships -- Trust in Industrial Markets -- Credibility -- Benevolence -- Customer Loyalty -- Attitudinal Loyalty -- Behavioral Loyalty -- Trust as an Antecedent to High Customer Loyalty -- Hypotheses -- Method -- Data Collection and Sample -- Operational Measures -- Data Analysis -- Results -- Measurement Reliability and Validity -- Testing Hypotheses -- Conclusion -- Discussion and Implications -- Limitations and Future Work -- References -- Window to New Research Approaches: How Using Simon's Scissors Cuts Perplexity in Strategy Theory, Research, and Practice -- Introduction -- Configurational Nature of Marketing Capabilities and Organizational Contexts -- Configuration Elements of Marketing Organizational Capabilities and Marketing Execution Capabilities Fit with Organization ... -- Marketing Organizational Capabilities and Their Fit with Organizational Context and Performance -- Marketing Capabilities and Their Fit with Organizational Context and Market Performance and Profit Margin -- High Market Performance and High-profit Margin -- High Market Performance and Low-profit Margin -- Low Market Performance and Low-profit Margin -- Low Market Performance and High-profit Margin.

Marketing Capabilities and Their Execution Fit with Organizational Context and Customer Performance -- High Customer Performance and High-profit Margin -- High Customer Performance and Low-profit Margin -- Low Customer Performance and Low-profit Margin -- Low Customer Performance and High-profit Margin -- The Effect of a Competitive Environment -- The Effect of Firm Demographics -- Firm Size -- Service vs Production Orientation -- Data and Methods -- Data -- Analysis -- Calibration of Set Memberships -- Outcomes -- High-profit Margin, High Market Performance, High Customer Performance -- Not-high-profit Margin, Not-high Market Performance, Not-high Customer Performance -- Performance Outcomes with Contrarian Cases -- Marketing Organizational Capabilities and Marketing Execution Capabilities Quality -- Firm Contingencies -- Findings -- Configurations for Achieving High Market Performance and High-profit Margin versus Configurations for Low Market Performanc... -- Configurations for Achieving High Market Performance and Low-profit Margin versus Configurations for Low Market Performance... -- Configurations for Achieving High Customer Performance and High-profit Margin versus Configurations for Low Customer Perfor... -- Configurations for Achieving High Customer Performance and Low-profit Margin versus Configurations for Low Customer Perform... -- Discussion -- Managerial Implications -- Limitation and Future Research Avenues -- Notes -- References -- Appendix 1: Sample Distribution -- Appendix 2: Measurement Items and Standardized Loadings -- Appendix 3: Set Memberships and Calibration Measures/Measures and Sample Descriptives -- Index.

New Insights on Trust in Business-to-Business Relationshipsprovides readers with advanced original insights on trust antecedents, processes and consequences within the B2B marketing context and offers practical tools alongside suggestions for future research.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.