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, Bingley, 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