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| Author: | Doney, P.M. Barry, J.M. Abratt, R. |
| Title: | Trust determinants and outcomes in global B2B services |
| Journal: | European Journal of Marketing
2007 : VOL. 41:9/10 p. 1096-1116 |
| Index terms: | relationship marketing trust culture business-to-business marketing |
| Language: | eng |
| Abstract: | The main purpose of this study is to identify and analyze factors surrounding trusting relationships between buyers and suppliers in a global b2b services context. The authors build a conceptual framework for the trust formation process and relational outcomes of trust by using the results of qualitative interviews and literature review on the topic. The study finds the link with the influence of trust building behavior and service outcomes on the development and formation of trust. Trust is indicated to have a positive impact on key relational outcomes, loyalty commitment and amount of purchases. |
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