Index
New Insights on Trust in Business-to-Business Relationships
ISBN: 978-1-83867-063-4, eISBN: 978-1-83867-062-7
ISSN: 1069-0964
Publication date: 15 August 2019
This content is currently only available as a PDF
Citation
(2019), "Index", New Insights on Trust in Business-to-Business Relationships (Advances in Business Marketing and Purchasing, Vol. 26), Emerald Publishing Limited, Leeds, pp. 159-164. https://doi.org/10.1108/S1069-096420190000026001
Publisher
:Emerald Publishing Limited
Copyright © 2019 Emerald Publishing Limited
INDEX
Active communication strategies
, 44
Advertising capabilities execution
, 126
Affective commitment
, 11
Agri-food distribution, trust in
as an antecedent to high customer loyalty
, 108–109
in B-to-B relationships
, 105–106
customer loyalty
, 107–108
data analysis
, 110–111
data collection and sample
, 110
discussion and implications
, 113–115
hypotheses
, 109
limitations and future work
, 115
measurement reliability and validity
, 111–112
measures scales
, 111
operational measures
, 110
testing hypotheses
, 112–113
Agri-food industries
, 4
Alibaba
, 45
American Chamber of Commerce
, 19–20
Antecedents
, 12–19
Attitude
, 107
Attitudinal loyalty
, 107–108
Augmenting transparency
, 94
Average variance extracted (AVE)
, 22, 111–112
Behavioral loyalty
, 108, 114
Behavioral trust
, 10
Benevolence
, 93–94, 106
Bidirectional communication flow
, 16
Bootstrapping
, 23
Brand relationships
, 8
Brazilian-American Chambers of Commerce
, 19–20
B-to-C firms
, 132
Business networks
, 1–2
Business performance
, 149
Business-to-business (B-to-B)
electronic commerce
, 1–2, 38
firms
, 132
marketing
, 1–2
relationships
, 10
service systems
, 54
trust in
, 105–106
benevolence
, 106
credibility
, 106
in industrial markets
, 105–106
interpersonal
, 91
Buyers
, 40
prediction comfort
, 14
Buyer − supplier relationships
, 2–3, 10–11, 97
Buying process
, 55–56
Calculative trusting bases
, 42–43, 47
Capabilities
, 124–126
implementation
, 149
inside-out
, 124–126
outside-in
, 124–126
spanning
, 124–126
See also Marketing capabilities and organizational contexts
C-business
, 55–56
Channel-bounding
, 139–141
Character-monitoring process
, 49
Cognitive trust
, 8, 42–43
affective commitment
, 11
antecedents
, 12–19
Brazil’s results
, 27, 28
B-to-B relationships
, 2–3
China’s results
, 26–27
communication frequency
, 16–17
conceptualizing
, 9
confidential communication
, 10
conflict resolution
, 12–16
cooperation
, 10–11
for cultural contexts
, 9–19
data analysis
, 23
measurement
, 20–21
reliability and validity
, 22
research method
, 19–23
sample and data collection
, 19–20
social bond
, 17–19
United States’ results
, 24–25
Cognitive trusting base
, 46
Collectivism
, 9
Commitment
, 9
Common method variance (CMV)
, 132–133
Communication
, 16, 40
frequency
, 2–3, 17, 21
cognitive trust
, 16–17
and trust
, 16
Competence
, 92–93
Competitive intensity
, 126–127, 139–141
Composite reliability (CR)
, 21
Confidential communication
, 9, 10, 21
Configuration, marketing capabilities and organizational contexts
, 124–127
Conflict resolutions
, 2–3, 12–16, 21
and trust relationships
, 15
Congeniality
, 17–18
Consumer needs satisfaction
, 126–127
Convergent validity
, 115
Cooperation
, 21
Coordination marketing activities
, 123
Country-level comparisons
, 19
Credibility
, 10, 106
and benevolence
, 104–105
Cross-border marketing partnerships
, 10
Cross-cultural marketing
, 8, 9
Cultural adaptation
, 9
Customer-focused firm
, 127–128, 149
Customer-linking
, 139–141
Customer loyalty
, 107–108, 113, 134
attitudinal loyalty
, 107–108
behavioral loyalty
, 108
Customer performance
, 129–130, 134
Customer relationship capabilities execution
, 126, 139–142, 148
Customer satisfaction
, 127–128, 129–130
Customer − supplier relationships
, 4, 94
Customer vulnerability
, 93
Data analysis
, 44
Decision-making
, 40
Discriminant validity
, 112
Dissatisfied customers
, 130
Distributor’s attitude
, 114
eBay
, 38–39
e-commerce
, 38–39
Electronic markets for industrial services
, 53–56
conceptual framework
, 58–67
research design
, 56–58
e-marketplaces
, 3
trust factors
, 46–47
trust in
, 39, 48–49
Equifinality
, 133
e-trust
, 3–4
Facebook
, 45
Face-to-face interactions
, 38
Firm performance
, 124, 127
Firm size
, 126–127, 131
First-order equifinality
, 133–134
Foreseeing conflicts
, 94
“Formulation-implementation dichotomy”
, 122
“Four-corner outcome analysis”
, 123–124
Guanxi development process
, 26, 29
High context (HC) cultures
, 16–17
High-involvement relationships
, 88
Hofstede’s Country Scores
, 19
Honesty
, 93, 106
Human rational behavior
, 122
Human resource management
, 147
Independent subcontractors
, 88
Individualist cultures
, 11
Industrial marketing literature
, 108
Industrial-product-service-systems (IPSS)
, 54
Industry 4.0
, 55–56
Information asymmetries
, 54–55, 62, 63–64, 89
Initial trust formation model
, 41
Inside-out capabilities
, 124–126
Institutional trusting bases
, 42–43, 46–47
Intercultural challenges
, 1–2
Interfirm relationship and trust
, 88
Internal marketing support assets
, 132–133
Inter-organizational relationships
, 91
Inter-organizational trust
, 1–2, 91, 92
Interpersonal and inter-organizational trust
benevolence
, 93–94
committed relationships
, 98
competence
, 92–93
foreseeing conflicts
, 94
honesty
, 93
integrative model of
, 96
“leap of faith”
, 98–99
limitations
, 99
origins/antecedents
, 97–98
relational signaling
, 98
transparency
, 94
trusting behaviors
, 95–97
trustworthiness and vulnerability
, 92
Interpersonal cooperation
, 89
Inter-personal relationships
, 17–18
Interpersonal trust
, 1–2, 91, 92
in business-to-business (B2B) context
, 91
Japanese managers
, 14
Japanese marketing alliances
, 10
Key mediating variable (KMV)
, 20–21
Knowledge gap
, 123
“Leap of faith”
, 98–99
Likeability
, 17–18
Likert scale
, 110
Loyalty
, 127–128
attitudinal
, 107–108
behavioral
, 108, 114
customer
, 107–108
Marketing capabilities and organizational contexts
, 123
analysis
, 133–134
bivariate correlations
, 137
competitive environment effect
, 131
configuration elements of
, 124–127
customer performance and
, 129–130
customer relationship capability execution
, 148
data
, 132–133
firm demographics effect
, 131
fuzzy-set analysis
, 136–138, 139–141, 146–148
limitation and future research avenues
, 149–150
managerial implications
, 149
marketing strategy, planned
, 146, 147–148
market performance and profit margin
, 124–131, 136–145
market share building strategies
, 145–147
and performance
, 127–128
qualitative comparative approach
, 145
satisfied customers
, 147, 148–149
set memberships, calibration of
, 134–136
structural alignment of
, 145
theoretical considerations and findings
, 145–146
Marketing execution capabilities
assessment
, 135
deployment
, 145–146
enhancement
, 143
fit with organization context
, 124–127
marketing organizations
, 127
quality
, 135–136
types
, 135–136
Marketing organizational capabilities
, 149
Marketing processes and capabilities
, 124–126
Marketing strategy
objectives
, 126
planned
, 146, 147–148
Market-oriented firm
, 149
Market performance
, 134
and profit margin
, 124–131, 136–145
Market share
, 128–129
building strategies
, 145–147
and profitability
, 128
Medium-price policy
, 128–129
Methodological pluralism
, 2
Monopoly protection
, 131
Moroccan agri-food industries
, 104–105
Multinational partnership performance
, 8
Multiple-case study approach
, 3
Natural essential oils, SMEs in
, 38–39
data collection
, 44–45
e-Marketplaces, trust in
, 48–49
initial trust formation model
, 41
research findings
, 45–48
research method
, 44–45
research SMEs, profile
, 45
theoretical framework
, 40–44
trust and e-marketplaces
, 39
trust factors
e-Marketplaces
, 46–47
entry phase
, 40
personal phase
, 47–48
trust mode, evolution
, 41–44
Neutral permutations
, 133–134
Non-linearity
, 133
Non-response bias
, 132
Non-rotated principal component analysis
, 132–133
Online market-places
, 3–4
Organizational (firm) context capabilities
, 124, 125
Organization-situational normality
, 41
Organization-structural assurance
, 41
Outside-in capabilities
, 124–126
Passive strategies
, 42–43, 46
Personality trusting base
, 42–43
Perceptions of trustworthiness
, 88, 90, 92–93, 95
Planned marketing strategy
, 122–123
Principal agent theory (PAT)
, 64
Proactive sales expansion
, 127–128
Production-oriented firms
, 131
Product quality and market share
, 129–130
Profit Impact of Market Strategies (PIMS) study
, 128
Profit margin
, 134
Profit-maximization
, 126–127
Purchases-to-sales ratio
, 128
Qualitative research methodology
, 3
Reciprocation
, 10–11
Regression method
, 23
Regrouping credibility
, 106
Relational marketing
, 104
Relational signaling
, 90–91, 92, 95, 97–98
Relational signaling theory, trust
, 90–91
Relationship-keeping
, 139–141
Relationship lifecycle
, 8, 9
Relationship marketing
, 8, 20–21, 24–25, 28–29, 65
Relationship quality
, 114
Reliability and validity tests
, 22
Reputation
, 131
Sales volume and market share
, 149
Sample distribution
, 20
Satisfaction enhancement activities
, 130
Satisfied customers
, 129, 130, 147, 148–149
Second-order equifinality
, 133–134
Self-damaging information
, 10
“Seller side” method
, 115
Seller’s trust complements
, 40
Selling
, 8
Service decision-making
, 54–55
Service marketing
, 64–65
Service-oriented businesses
, 53–54
Service society
, 53–54
Service trust
, 63–66
Service vs. production orientation
, 131
Signaling trustworthiness
, 62–63
Small and medium enterprises (SMEs)
, 38–39
data collection
, 44–45
e-Marketplaces, trust in
, 48–49
initial trust formation model
, 41
research findings
, 45–48
research method
, 44–45
research SMEs, profile
, 45
theoretical framework
, 40–44
trust and e-marketplaces
, 39
trust factors
e-Marketplaces
, 46–47
entry phase
, 40
personal phase
, 47–48
trust mode, evolution
, 41–44
Social bond
, 17–18, 21
in building buyer
, 2–3
and trust relationships
, 18
Social psychology
, 88, 93
Spanning capabilities
, 124–126
Standard Industrial Classification (SIC) codes
, 132
Standardized loadings
, 111–112
Superior business performance
, 149
Supplier’s competence
, 9
Sympathy
, 17–18
Technological turbulence
, 126–127, 131, 139–141
Temporary team workers
, 88–89
Thematic analysis
, 44
Theory of credence goods
, 63–64
Tipping-point tenet
, 133
Transparency
, 94
Trust
agri-food. See Agri-food distribution, trust in
building process
, 3, 8
and commitment relationships
, 13–14
conceptual framework and research propositions
, 92–97
and cooperation relationships
, 12
customer loyalty, determinant of
, 109
definition
, 90
in e-marketplaces
, 39
and information technology
, 38–39
interfirm relationship
, 88
in inter-organizational relationships and supply chains
, 88
levels, moderators of
, 94–95
mode, evolution
, 41–44
process
, 90–92
relational signaling theory
, 90–91
and risk
, 90
signals on websites
, 73
Trust-commitment
, 14–15
Trustee
, 92
Trust factors
, 3
e-Marketplaces
, 46–47
entry phase
, 40
personal phase
, 47–48
Trust formation model
, 41
Trust in buyer − supplier relationship
, 1–2
intercultural perspective
, 1–2
Trusting behaviors
, 92, 95–97
Trust object
certifications
, 68
customer references
, 67
employees
, 69
facilities
, 70
firm size
, 71
friends
, 69
history
, 71
legal data
, 70
produced services
, 68
publications
, 68
systems
, 70
terms
, 71
Trust-related management
, 2
Trustworthiness
, 3, 10
and vulnerability
, 92
Uncertainty avoidance (UA)
, 9
Uncertainty reduction theory (URT)
, 38–39, 40
US-Mexican alliances
, 18
US Standard Industrial Classification (SIC) codes
, 132
Value cocreation
, 54–55
Vulnerability acceptance
, 90
- Prelims
- Trust in Buyer–Supplier Relationships: Evidence from Advanced, Emerging, and Developing Markets
- A Global Examination of Cognitive Trust in Business-to-Business Relationships
- A Model to Enhance the Perceived Trustworthiness of Small and Medium Enterprises Selling Natural Essential Oils through e-Marketplaces
- Enhancing Electronic Markets for Industrial Services by Trust Features
- Interpersonal and Inter-organizational Trust in High-involvement Customer–Supplier Relationships: Antecedents, Consequences, and Moderators
- Trust in Relationships with Agri-food Distribution
- Window to New Research Approaches: How Using Simon’s Scissors Cuts Perplexity in Strategy Theory, Research, and Practice
- Index