An Integrated Model of Buyer-Seller Relationships

Wilson, David T.

doi:10.1177/009207039502300414

Cited by 1,431 publications

(197 citation statements)

References 31 publications

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“…Doney and Cannon (1997) define trust as "the perceived credibility and benevolence of a target" (p. 36). Wilson (1995) states "Trust is a fundamental relationship model building block". Numerous researchers have concluded the importance of trust.…”

Section: Trustmentioning

confidence: 99%

Exploring the Relationships among Service Quality, Satisfaction, Trust and Store Loyalty among Retail Customers

Çerri¹

2012

JOC

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The purpose of the study is to investigate the relationships among service quality, satisfaction, trust, and store loyalty in a retailing context. All these variables have considerable importance on store performance, measured by financial indicators or market ones. The data were collected from a sample of 258 students at two universities in Albania, during the first quarter of 2012. The items included in the survey measured the variables of the study as well as demographic characteristics of the sample. Confirmatory factor analysis (CFA) and structural equation modeling (SEM) were used to evaluate the hypotheses regarding relationships among model constructs. All the hypotheses developed in the study were positively confirmed, reinforcing the theory and previous research on this field. The study also reveals interesting implications in service quality, satisfaction, trust, and store loyalty, useful to both academics and practitioners. Managers will find this research helpful in better understanding these variables and their roles on their companies' performance.

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Section: Trustmentioning

confidence: 99%

Exploring the Relationships among Service Quality, Satisfaction, Trust and Store Loyalty among Retail Customers

Çerri¹

2012

JOC

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“…Within the framework of constructing models for managing the relationships portfolio, various ways to assess the market entities and the relationships with them are offered, for example, on the basis of: attractiveness of the partner and the degree of dependence on it (Olsen & Ellarm, 1997); coherence of interests and values of relationships with partners (Kusch, 2008;Yuldasheva & Gorodilov, 2009); the risk of doing business and the added value of the counterparty product (Wilson, 1995); the attractiveness of the partner and its strategic compatibility with the company (Gurkov, 2008) and others.…”

Section: Analysis Of the Experience In Managing Interaction Of Marketmentioning

confidence: 99%

Features of Forming an Interaction Network of an Entrepreneurial Structure

Gumerov¹,

Fatikhova²,

Kolpakov³

et al. 2015

RES

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The purpose of this article is aimed at identifying features of forming an interaction network of an entrepreneurial structure for developing real competition. The presented article defines the formation of different types of cross-cutting strategic management processes of an entrepreneurial structure with divergent interests of employers and hired managers. The basis of the presented work appears to be the use of modeling in the theory of relations between business structures. The paper presents a mechanism for forming an interaction network of an entrepreneurial structure with counterparties of direct exposure environment. This article is intended for managers, executives, researchers involved in entrepreneurial structures development.

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“…Wilson (1995) outlined a list of key variables that contribute to successful buyer-seller relationships and found that commitment was the most common dependent variable in that list. Commitment is also relevant to this research because retailers may be satisfied with the manufacturers, but it may not necessarily mean that they are willing to make sacrifices to accrue long-term benefits and have desire to maintain a positive relationship, if they do not show commitment to the manufacturers.…”

Section: Retailer's Commitmentmentioning

confidence: 99%

The Impact of Retailer’s Economic and Social Satisfaction on Its Commitment, and the Moderating Effect of Manufacturer Brands’ Strength

Goaill¹,

Perumal²,

Noor³

2014

ASS

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Available literatures have confirmed that there are unstable and complex relationship between manufacturers and large retailers especially in the growing strength of retail organizations in the global context. This study thus examines the impacts of retailer's satisfaction dimensions on its commitment, and the moderating effect of the manufacturer brands' strength on the relationships between retailer's satisfaction dimensions, and its commitment. This quantitative study presents the empirical findings from a survey of 140 large retailers using partial least squares (PLS). The results indicate that retailer's economic and social satisfaction have strong positive influence on retailer's commitment, and surprisingly, the retailer's social satisfaction is more influential on its commitment than retailer's economic satisfaction. The study also found that the strength of manufacturer's brands enhances the relationship between retailer's economic satisfaction and its commitment, but not the relationship between retailer's social satisfaction and its commitment. Theoretical and managerial implications are extracted from these findings.

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An Integrated Model of Buyer-Seller Relationships

Cited by 1,431 publications

References 31 publications

Exploring the Relationships among Service Quality, Satisfaction, Trust and Store Loyalty among Retail Customers

Exploring the Relationships among Service Quality, Satisfaction, Trust and Store Loyalty among Retail Customers

Features of Forming an Interaction Network of an Entrepreneurial Structure

The Impact of Retailer’s Economic and Social Satisfaction on Its Commitment, and the Moderating Effect of Manufacturer Brands’ Strength

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