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Determinants of intra‐firm trust in buyer‐seller relationships in the international travel trade

John C. Crotts (School of Business and Economics, College of Charleston, Charleston, South Carolina, USA)
Gregory B. Turner (School of Business and Economics, College of Charleston, Charleston, South Carolina, USA)

International Journal of Contemporary Hospitality Management

ISSN: 0959-6119

Article publication date: 1 April 1999

2285

Abstract

Creating and sustaining trust in buyer‐seller relationships constitutes a critical strategic skill in the international travel trade. After conceptualizing the importance of trust between wholesale buyers and suppliers in a tourism context, this paper proposes a model composed of the factors that influence both the level and type of trust. Trust is an essential part of successful buyer‐supplier relationships and this model identifies and explains a number of factors known to influence supplier trust in the business‐to‐business relationship.

Keywords

Citation

Crotts, J.C. and Turner, G.B. (1999), "Determinants of intra‐firm trust in buyer‐seller relationships in the international travel trade", International Journal of Contemporary Hospitality Management, Vol. 11 No. 2/3, pp. 116-123. https://doi.org/10.1108/09596119910251020

Publisher

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MCB UP Ltd

Copyright © 1999, MCB UP Limited

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