Trust in B-to-B: Toward a Dynamic and Integrative Approach

Akrout, Wafa; Akrout, Houcine

doi:10.1177/205157071102600101

Cited by 15 publications

(29 citation statements)

References 123 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…Nonetheless, research shows that what represents the potentially strongest determinant of performance is trust, with high-trust relationships being recognized as one of the most important sources of firm performance (e.g. Akrout and Akrout, 2011; Gulati and Nickerson, 2008; Kusari et al, 2013; Palmatier et al, 2008). Therefore, trust may represent a stronger determinant of performance than humor, and because trust is affected by humor, trust may mediate the effect of humor on PABP.…”

Section: Theoretical Backgroundmentioning

confidence: 99%

Humor usage by sellers and sales performance: The roles of the exploration relationship phase and types of humor

Lunardo

Bompar

Saintives³

2018

Recherche et Applications en Marketing (English Edition)

View full text Add to dashboard Cite

For sellers, the efficacy of humor to create trusty relationships and achieve performance with buyers remains unknown. Specifically, the question of if – and when – sellers should use humor still deserves examination. To answer this question, this research builds on the four phases that characterize long-term relationships (exploration, buildup, maturity, and decline) to argue that humor might be inefficient when used in the exploration phase. Two studies conducted among buyers ( n = 322) then reveal that although constructive humor has overall positive effects on the performance of the sellers through a mediating effect of trust, this effect is not observed during the exploration phase. The other type of humor – offensive humor – has a negative effect regardless of the phase in which it is used. Taken together, these results first indicate that sellers may gain from using humor only if the relationship with their buyers is not at the exploration phase since this particular phase is the only one when a negative effect of humor on trust and subsequent performance is observed. Furthermore, these results indicate that offensive should be avoided in all the relationship phases.

show abstract

Section: Theoretical Backgroundmentioning

confidence: 99%

Humor usage by sellers and sales performance: The roles of the exploration relationship phase and types of humor

Lunardo

Bompar

Saintives³

2018

Recherche et Applications en Marketing (English Edition)

View full text Add to dashboard Cite

show abstract

“…Trust is a cornerstone in the progression of the relationship between buyer and seller (Morgan and Hunt, 1994), and a key influencer of the efficiency of relationships (Johnson and Grayson, 2005). However, in many trust centric relationship studies, trust is used as a single-sided construct: buyers' trust in sellers (Akrout and Akrout, 2011). Any sale process, nevertheless, includes a certain degree of uncertainty both for buyers and sellers, which can be reduced by building trust (Gao, Sirgy and Bird, 2005).…”

Section: Trust In B-to-b Sales Relationshipsmentioning

confidence: 99%

Trust goes the other way too: sellers trust in buyers and its influence on sale process efficiency

Peneklioglu¹,

Elmadağ²

2020

Pressacademia

View full text Add to dashboard Cite

Purpose-This research aims to discover the effect of interpersonal factors on seller's trust to buyer and in turn to the sales process effectiveness. Sales specific factors such as time risk and purchase importance are also considered when determining the effects of interpersonal factors. Methodology-A quantitative research method involving salespeople is employed. Findings-The findings indicate the presence of a positive relationship between interpersonal factors (similarity, expertise task orientation) and trust to buyer and sales process effectiveness. The sales specific factors (time risk and purchase importance) also have a moderation effect to the relationship between trust and sales process effectiveness. Conclusion-Through the sellers' perspective, this study investigated the antecedents and consequences of trust in a business-to-business sale relationship. Recommendations to both sales team managers and procurement team managers to increase the sales process effectiveness under specific situations is provided based on study findings.

show abstract

“…(1995); Doney i Cannon (1997); Sako i Helper (1998) Podejście behawioralne (intencje behawioralne) Rotter (1967); Dwyer, Schurr i Oh (1987); Hardin (1993); McAllister (1995); Mayer, Davis i Schoorman (1995); Li (2015) Podejście integracyjne Swan i in. (1988); Moorman, Zaltman i Deshpande (1992); Andaleeb (1992); Smith i Barclay (1997) Źródło: Na podstawie: (Akrout i Akrout, 2011).…”

Section: Podejście Do Zaufania Autorzyunclassified

Zaufanie w relacjach business-to-business. Perspektywa dynamiczna

Zieliński¹

2019

View full text Add to dashboard Cite

Książka ma charakter teoretyczno-empiryczny i trzy główne cele. Pierwszy z nich to wyjaśnienie i systematyzacja pojęć związanych z zaufaniem w relacjach business-to-business (B2B). W warstwie metodycznej celem było rozwinięcie metody pomiaru zaufania w ujęciu dynamicznym oraz konceptualizacja i operacjonalizacja kluczowych pojęć. Jako trzeci (poznawczy) cel wybrano określenie charakteru zmian zaufania z uwzględnieniem perspektywy nabywcy i dostawcy oraz identyfikację wpływu dynamiki zaufania na funkcjonowanie relacji business-to-business i osiąganych efektów. Część teoretyczna powstała na podstawie krytycznego, pogłębionego i interdyscyplinarnego przeglądu literatury. Większość materiału źródłowego stanowiły artykuły publikowane w anglojęzycznych czasopismach naukowych. Na potrzeby monografii zaprojektowano i przeprowadzono badania z wykorzystaniem zróżnicowanych metod badawczych: eseju, indywidualnych wywiadów pogłębionych oraz kontekstowo osadzonych w środowisku projektowym badań ankietowych (CATI). Oryginalny wkład monografii do badań nad zaufaniem można szczególnie odnieść do pogłębionego rozpoznania zmienności zaufania w czasie w relacjach B2B, zwłaszcza w kontekście relacji budowanych wokół projektów, jako obszaru zarządzania. Dowiedziono, że w badaniach nad zaufaniem istotne jest uwzględnienie czasu i etapu cyklu życia relacji. Ważne teoretycznie, a także praktycznie jest dowiedzenie poprzez badania empiryczne wpływu zmienności zaufania na efekty ekonomiczne i pozaekonomiczne relacji biznesowych, a jednocześnie powiązanie zmienności zaufania z innymi mechanizmami budującymi relacje B2B. Ujęcie zaufania w monografii wpisuje się w nurt relacyjnego badania zaufania jako jednego ze zjawisk pozostających w zainteresowaniu nauk społecznych.

show abstract

Trust in B-to-B: Toward a Dynamic and Integrative Approach

Cited by 15 publications

References 123 publications

Humor usage by sellers and sales performance: The roles of the exploration relationship phase and types of humor

Humor usage by sellers and sales performance: The roles of the exploration relationship phase and types of humor

Trust goes the other way too: sellers trust in buyers and its influence on sale process efficiency

Zaufanie w relacjach business-to-business. Perspektywa dynamiczna

Contact Info

Product

Resources

About