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Article

Publication date: 1 February 2000

BUILDING TRUST TO DEVELOP COMPETITIVE ADVANTAGE IN E‐BUSINESS RELATIONSHIPS

Traci B. Warrington, Nadia j. Abgrab and Helen M. Caldwell

The intricacies of electronic commerce via the Internet and World Wide Web have provided marketers with a host of interesting challenges. From using the Internet and World Wide…

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3120

Abstract

The intricacies of electronic commerce via the Internet and World Wide Web have provided marketers with a host of interesting challenges. From using the Internet and World Wide Web sites as communication and promotional tools to performing distribution functions, marketers are finding an entirely new world of consumer purchasing behavior. Issues such as store layout, traffic patterns, and salesperson interactions within a retail store are vastly different in E‐Business marketing. As in a direct‐marketing exchange, trust becomes a central issue in the negotiation process. Winning the customers' trust, and keeping their trust, is essential to E‐Business.

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Competitiveness Review: An International Business Journal, vol. 10 no. 2

Type: Research Article

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ISSN: 1059-5422

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Article

Publication date: 1 March 2004

Trading up: The New American Luxury

Traci Warrington

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1882

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Journal of Consumer Marketing, vol. 21 no. 2

Type: Research Article

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ISSN: 0736-3761

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Article

Publication date: 27 June 2008

What Consumers Really Want: Authenticity

Traci Warrington

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1787

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Journal of Consumer Marketing, vol. 25 no. 4

Type: Research Article

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ISSN: 0736-3761

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Article

Publication date: 30 January 2007

Treasure Hunt: Inside the Mind of the New Consumer

Traci Warrington

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555

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Journal of Consumer Marketing, vol. 24 no. 1

Type: Research Article

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ISSN: 0736-3761

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Article

Publication date: 1 July 2002

The Secrets of Word‐of‐Mouth Marketing: How to Trigger Exponential Sales through Runaway Word of Mouth

Traci Warrington

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2370

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Journal of Consumer Marketing, vol. 19 no. 4

Type: Research Article

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ISSN: 0736-3761

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Article

Publication date: 1 June 2004

Everything You Want: Understanding Consumers, Brands & Communications

Traci Warrington

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553

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Journal of Consumer Marketing, vol. 21 no. 4

Type: Research Article

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ISSN: 0736-3761

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Article

Publication date: 1 June 2003

The E‐Privacy Imperative: Protect Your Customers’ Internet Privacy and Ensure Your Company’s Survival in the Electronic Age

Traci Warrington

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486

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Journal of Consumer Marketing, vol. 20 no. 3

Type: Research Article

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ISSN: 0736-3761

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Article

Publication date: 1 January 2005

Pocketbook Power: How to Reach the Hearts and Minds of Today's Most Coveted Consumers – Women

Traci Warrington

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504

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Journal of Consumer Marketing, vol. 22 no. 1

Type: Research Article

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ISSN: 0736-3761

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Article

Publication date: 8 May 2007

Boom. Marketing to the Ultimate Power Consumer – The Baby Boomer Woman

Traci Warrington

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572

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Journal of Consumer Marketing, vol. 24 no. 3

Type: Research Article

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ISSN: 0736-3761

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Article

Publication date: 26 January 2010

Chasing Cool. Standing Out in Today's Cluttered Marketplace

Traci Warrington

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792

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Journal of Consumer Marketing, vol. 27 no. 1

Type: Research Article

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ISSN: 0736-3761

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