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| Author: | Harris, S. Dibben, M. |
| Title: | Trust and cooperation in business relationship development: exploring the influence of national values |
| Journal: | Journal of Marketing Management
1999 : JUL, VOL. 15:6, p. 463-483 |
| Index terms: | MANAGEMENT MARKETING DEMOGRAPHY |
| Language: | eng |
| Abstract: | This paper makes an initial exploration of whether and to what extent different national values may affect the development of business relationships between individuals in different countries, by specifically examining the development of trust and cooperation between people. It first identifies key factors that may determine the nature and effect of trust in business relationships. Trust based on calculus, knowledge, and identification are distinguished. |
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