TRUST: A DETERMINANT OR THE CONSEQUENCE OF A LONG-TERM BUYER-SELLER RELATIONSHIP?

Testing Incentives in a Buyer-Seller Relationship

One of the most celebrated features of modern manufacturing is the newfound capacity for information sharing between firms. Manufacturing guides suggest that buyer-seller communication can help firms achieve more efficient production and trading decisions (Schonberger (1986)), as long as the trading firms truthfully report to one another. In this paper, we study the incentives for firms to stra...

The Influence of Seller Relationship Orientation and Buyer Relationship Proneness on Trust, Commitment, and Behavioral Loyalty in a Consumer Environment

The authors define the constructs of seller relationship orientation and buyer relationship proneness and develop and validate corresponding measurement scales. They propose and empirically test a conceptual model relating the two constructs to relationship effectiveness measured as trust, commitment, and behavioral loyalty in a consumer environment.

Online Consumers' Switching Behavior: A Buyer-Seller Relationship Perspective

AbstrAct Limited studies have investigated online consumer loyalty and retention from a relationship orientation in electronic commerce research. It is important to understand the differences in relationship orientations between people who have the propensity to stick to particular Web sites (" stayers ") and people who have the propensity to switch to alternative Web sites (" switchers "). Thi...

Building Trust and Commitment in the Buyer-seller Adaptation Process

the investigation of the relationship between type a and type b personalities and quality of translation

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