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It’s all about Trust and Loyalty: Partner Selection Mechanisms in Tourism Networks

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Author Info

  • Pesämaa, Ossi
  • Örtqvist, Daniel
  • Hair Jr, Josph F

Abstract

Does expected partner or task related criteria affect how trust and loyalty is developed between tourism firms? This paper poses a model, which is developed on the assumption that well defined partner and task related partner expectations and experienced trust, should build loyalty between tourism firms. The model provides a more precise assessment for scholars, which believes that trust is related to the risk that is associated with personal relationships between two or more firms, and that risk depends on expectations that are derived from personal relationships. The model also integrates the role of experienced trust in transforming different partner selection criteria into loyalty. The contribution of the model is that it provides insights into cooperative relationships by examining the role of trust between small tourism firms when cooperation is established. Data from a sample of 96 tourism firms in the Northern U.S. is used to test the model. The findings provide implications for tourism scholars and policy-makers who are interested in developing managerial strategies that are based on personal relationships.

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File URL: http://mpra.ub.uni-muenchen.de/8428/
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Bibliographic Info

Paper provided by University Library of Munich, Germany in its series MPRA Paper with number 8428.

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Date of creation: 2007
Date of revision: 2007
Handle: RePEc:pra:mprapa:8428

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Related research

Keywords: Loyalty; partner selection; trust; tourism; Experience stratos;

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References

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  1. Gounaris, Spiros P., 2005. "Trust and commitment influences on customer retention: insights from business-to-business services," Journal of Business Research, Elsevier, Elsevier, vol. 58(2), pages 126-140, February.
  2. J Michael Geringer & Louis Hebert, 1991. "Measuring Performance of International Joint Ventures," Journal of International Business Studies, Palgrave Macmillan, vol. 22(2), pages 249-263, June.
  3. Mavondo, Felix T. & Rodrigo, Elaine M., 2001. "The effect of relationship dimensions on interpersonal and interorganizational commitment in organizations conducting business between Australia and China," Journal of Business Research, Elsevier, Elsevier, vol. 52(2), pages 111-121, May.
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Cited by:
  1. Pesämaa, Ossi & Hair Jr, Joseph F, 2008. "Cooperative Strategies for Improving the Tourism Industry in Remote Geographic Regions: An Addition to Trust and Commitment Theory with one Key Mediating Construct," MPRA Paper 8794, University Library of Munich, Germany.
  2. Pesämaa, Ossi, 2007. "Development of relationships in interorganizational networks: studies in the tourism and construction industries," MPRA Paper 8478, University Library of Munich, Germany.

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