IDEAS home Printed from https://ideas.repec.org/r/oup/jconrs/v11y1985i4p939-53.html
   My bibliography  Save this item

Influence on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness

Citations

Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
as


Cited by:

  1. Tuncer, Ilhami, 2021. "The relationship between IT affordance, flow experience, trust, and social commerce intention: An exploration using the S-O-R paradigm," Technology in Society, Elsevier, vol. 65(C).
  2. Xiaoxu Dong & Huawei Zhao & Tiancai Li, 2022. "The Role of Live-Streaming E-Commerce on Consumers’ Purchasing Intention regarding Green Agricultural Products," Sustainability, MDPI, vol. 14(7), pages 1-13, April.
  3. Ndubisi, Nelson Oly, 2012. "Mindfulness, reliability, pre-emptive conflict handling, customer orientation and outcomes in Malaysia's healthcare sector," Journal of Business Research, Elsevier, vol. 65(4), pages 537-546.
  4. Zhang, Ruijin & Li, Guoxin & Wang, Zhengpei & Wang, Haiyan, 2016. "Relationship value based on customer equity influences on online group-buying customer loyalty," Journal of Business Research, Elsevier, vol. 69(9), pages 3820-3826.
  5. Rui Guo & Lan Tao & Caroline Bingxin Li & Tao Wang, 2017. "A Path Analysis of Greenwashing in a Trust Crisis Among Chinese Energy Companies: The Role of Brand Legitimacy and Brand Loyalty," Journal of Business Ethics, Springer, vol. 140(3), pages 523-536, February.
  6. Claudia Bobâlcă, 2014. "Determinants Of Customer Loyalty. A Theoretical Approach," Economy & Business Journal, International Scientific Publications, Bulgaria, vol. 8(1), pages 995-1005.
  7. Hwang, ShinYoung & Kim Seongcheol, 2017. "What triggers the use of mIM service provider’s sequel O2O service extensions?," 14th ITS Asia-Pacific Regional Conference, Kyoto 2017: Mapping ICT into Transformation for the Next Information Society 168494, International Telecommunications Society (ITS).
  8. Rawwas, Mohammed Y.A. & Iyer, Karthik N.S., 2013. "How do small firms possibly survive? A comparison study of marketing skills and logistics infrastructure of small and large wholesalers," International Business Review, Elsevier, vol. 22(4), pages 687-698.
  9. Torsten Bornemann & Martin Klarmann & Martin Moosbrugger, 2020. "Verhaltenswissenschaftliche Forschung zum organisationalen Einkaufsverhalten: Überblick über die Marketingliteratur [Behavioral B2B Buying Research—An Overview of the Marketing Literature]," Schmalenbach Journal of Business Research, Springer, vol. 72(4), pages 447-478, December.
  10. Paul-Emmanuel Pichon, 2006. "Confiance Et Consommation Alimentaire : De L'Importance De La Confiance Dans Les Emetteurs Des Reducteurs De Risque," Post-Print hal-04097958, HAL.
  11. Gruen, Thomas W., 1995. "The outcome set of relationship marketing in consumer markets," International Business Review, Elsevier, vol. 4(4), pages 447-469.
  12. Hualiang Lu & Shuyi Feng & Jacques H. Trienekens & S.W.F. (Onno) Omta, 2008. "Performance in vegetable supply chains: the role of Guanxi networks and buyer-seller relationships," Agribusiness, John Wiley & Sons, Ltd., vol. 24(2), pages 253-274.
  13. Palmer, Adrian J., 1995. "Relationship marketing: Local implementation of a universal concept," International Business Review, Elsevier, vol. 4(4), pages 471-481.
  14. Meenakshi Sharma & Akanksha Choubey, 2022. "Green banking initiatives: a qualitative study on Indian banking sector," Environment, Development and Sustainability: A Multidisciplinary Approach to the Theory and Practice of Sustainable Development, Springer, vol. 24(1), pages 293-319, January.
  15. Matevž Rašković & Maja Makovec Brenčič & Barbara Moerec, 2011. "Trust and management-to-employee communication in Slovenian companies: Some evidence from the current economic crisis," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 23(2), pages 165-187.
  16. Arvind K. Tripathi & Young-Jin Lee & Amit Basu, 2022. "Analyzing the Impact of Public Buyer–Seller Engagement During Online Auctions," Information Systems Research, INFORMS, vol. 33(4), pages 1264-1286, December.
  17. Cheng, Xusen & Gu, Yu & Shen, Jia, 2019. "An integrated view of particularized trust in social commerce: An empirical investigation," International Journal of Information Management, Elsevier, vol. 45(C), pages 1-12.
  18. Borhan, Muhamad Nazri & Ibrahim, Ahmad Nazrul Hakimi & Miskeen, Manssour A. Abdulasalm, 2019. "Extending the theory of planned behaviour to predict the intention to take the new high-speed rail for intercity travel in Libya: Assessment of the influence of novelty seeking, trust and external inf," Transportation Research Part A: Policy and Practice, Elsevier, vol. 130(C), pages 373-384.
  19. Odekerken-Schröder, G.J. & Bloemer, J.M.M., 2002. "Constraints and dedication as drivers for relationship commitment: an empirical study in a health-care context," Research Memorandum 056, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
  20. Premazzi, Katia & Castaldo, Sandro & Grosso, Monica & Hofacker, Charles, 2010. "Supporting retailers to exploit online settings for internationalization: The different role of trust and compensation," Journal of Retailing and Consumer Services, Elsevier, vol. 17(3), pages 229-240.
  21. Putthiwanit, Chutinon & Ho, Shu-Hsun, 2011. "Buyer success and failure in bargaining and its consequences," MPRA Paper 33588, University Library of Munich, Germany.
  22. Liao, Chechen & Palvia, Prashant & Lin, Hong-Nan, 2006. "The roles of habit and web site quality in e-commerce," International Journal of Information Management, Elsevier, vol. 26(6), pages 469-483.
  23. Munawwer Husain, 2015. "The Role of Brand Loyalty: The Case Study of Telekom Malaysia," International Review of Management and Marketing, Econjournals, vol. 5(3), pages 173-179.
  24. Hajli, Nick & Sims, Julian & Zadeh, Arash H. & Richard, Marie-Odile, 2017. "A social commerce investigation of the role of trust in a social networking site on purchase intentions," Journal of Business Research, Elsevier, vol. 71(C), pages 133-141.
  25. Kurt T. Dirks & Donald L. Ferrin, 2001. "The Role of Trust in Organizational Settings," Organization Science, INFORMS, vol. 12(4), pages 450-467, August.
  26. Celuch, Kevin & Bantham, John H. & Kasouf, Chickery J., 2011. "The role of trust in buyer-seller conflict management," Journal of Business Research, Elsevier, vol. 64(10), pages 1082-1088, October.
  27. Hong, Ilyoo B. & Cho, Hwihyung, 2011. "The impact of consumer trust on attitudinal loyalty and purchase intentions in B2C e-marketplaces: Intermediary trust vs. seller trust," International Journal of Information Management, Elsevier, vol. 31(5), pages 469-479.
  28. Nadeem, Waqar & Khani, Amir H. & Schultz, Carsten D. & Adam, Nawal Abdalla & Attar, Razaz Waheeb & Hajli, Nick, 2020. "How social presence drives commitment and loyalty with online brand communities? the role of social commerce trust," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
  29. Chun-Chu Liu & Chien-min Huang, 2012. "The Relationship between Work Satisfaction and Service Satisfaction in Perspective of Financial Specialist-Customer Relationship," Information Management and Business Review, AMH International, vol. 4(8), pages 434-443.
  30. Yang, Jie & Wang, Jinjun & Wong, Christina W.Y. & Lai, Kee-Hung, 2008. "Relational stability and alliance performance in supply chain," Omega, Elsevier, vol. 36(4), pages 600-608, August.
  31. Yong Ming Wang & Hafiz Muhammad Fakhar Zaman & Abdul Khaliq Alvi, 2022. "Linkage of Green Brand Positioning and Green Customer Value With Green Purchase Intention: The Mediating and Moderating Role of Attitude Toward Green Brand and Green Trust," SAGE Open, , vol. 12(2), pages 21582440221, June.
  32. Mattison Thompson, Frauke & Tuzovic, Sven & Braun, Corina, 2019. "Trustmarks: Strategies for exploiting their full potential in e-commerce," Business Horizons, Elsevier, vol. 62(2), pages 237-247.
  33. Shim, Gyu-yeol & Lee, Seung-hwan & Kim, Yong-man, 2008. "How investor behavioral factors influence investment satisfaction, trust in investment company, and reinvestment intention," Journal of Business Research, Elsevier, vol. 61(1), pages 47-55, January.
  34. Mukherjee, Sudipta & Pandelaere, Mario, 2023. "The influence of self-decided prices on expected quality," Journal of Business Research, Elsevier, vol. 160(C).
  35. Gökçe Esenduran & James A. Hill & In Joon Noh, 2020. "Understanding the Choice of Online Resale Channel for Used Electronics," Production and Operations Management, Production and Operations Management Society, vol. 29(5), pages 1188-1211, May.
  36. Chiou, Jyh-Shen & Wu, Lei-Yu & Chuang, Min-Chieh, 2010. "Antecedents of retailer loyalty: Simultaneously investigating channel push and consumer pull effects," Journal of Business Research, Elsevier, vol. 63(4), pages 431-438, April.
  37. Borislav Rajković & Ivan Đurić & Vlade Zarić & Thomas Glauben, 2021. "Gaining Trust in the Digital Age: The Potential of Social Media for Increasing the Competitiveness of Small and Medium Enterprises," Sustainability, MDPI, vol. 13(4), pages 1-22, February.
  38. Verhagen, T., 2008. "Investigating the impact of C2C electronic marketplace quality on trust," Serie Research Memoranda 0008, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.
  39. Kim, Sanghyun & Park, Hyunsun, 2013. "Effects of various characteristics of social commerce (s-commerce) on consumers’ trust and trust performance," International Journal of Information Management, Elsevier, vol. 33(2), pages 318-332.
  40. Hill, Ronald Paul, 2010. "A naturological approach to marketing exchanges: Implications for the bottom of the pyramid," Journal of Business Research, Elsevier, vol. 63(6), pages 602-607, June.
  41. Mittal, Sarah & Silvera, David H., 2021. "It grows on you: Perceptions of sales/service personnel with facial hair," Journal of Business Research, Elsevier, vol. 132(C), pages 604-613.
  42. Ajimon George & Prajod Sunny, 2021. "Developing a Research Model for Mobile Wallet Adoption and Usage," IIM Kozhikode Society & Management Review, , vol. 10(1), pages 82-98, January.
  43. Gaby Odekerken-Schröder & Bloemer Josée, 2002. "Constraints and Dedication as Drivers for Relationship Commitment: An Empirical Study in a Health-Care Context," Research Memorandum 078, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
  44. Chieh-Peng Lin & Cherng Ding, 2009. "Comparing the main effects and moderating effects of education among three models in IT service: a quantitative approach," Quality & Quantity: International Journal of Methodology, Springer, vol. 43(4), pages 617-633, July.
  45. Poushneh, Atieh, 2021. "Impact of auditory sense on trust and brand affect through auditory social interaction and control," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
  46. Yahia, Imene Ben & Al-Neama, Nasser & Kerbache, Laoucine, 2018. "Investigating the drivers for social commerce in social media platforms: Importance of trust, social support and the platform perceived usage," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 11-19.
  47. Yue-Ming Guo & Wai-Ling Ng & Fei Hao & Chen Zhang & Shu-Xu Liu & Adil Masud Aman, 2023. "Trust in Virtual Interaction: The Role of Avatars in Sustainable Customer Relationships," Sustainability, MDPI, vol. 15(18), pages 1-17, September.
  48. Seongho Kang & Won‐Moo Hur, 2012. "Investigating the Antecedents of Green Brand Equity: A Sustainable Development Perspective," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 19(5), pages 306-316, September.
  49. Jie, Ferry, 2011. "Australian Lamb Supply Chain: A Conceptual Framework," 2011 Conference (55th), February 8-11, 2011, Melbourne, Australia 113738, Australian Agricultural and Resource Economics Society.
  50. Yin Ma & Athapol Ruangkanjanases & Shih-Chih Chen, 2019. "Investigating the Impact of Critical Factors on Continuance Intention towards Cross-Border Shopping Websites," Sustainability, MDPI, vol. 11(21), pages 1-17, October.
  51. Kitikorn Dowpiset & Chompu Nuangjamnong, 2021. "An Investigation of Factors Affecting Intention to Comply Thailand PDPA with E-Services in Private University towards Social Media," International Journal of Economics & Business Administration (IJEBA), International Journal of Economics & Business Administration (IJEBA), vol. 0(2), pages 374-393.
  52. Yacine Ouzrout & S. A. Hossain & Olivier Lavastre & Ludivine Chaze-Magnan & Carine Dominguez-Pery, 2010. "Multi-Agent Model of Supply Chain Management Trust in PLM," Post-Print halshs-00641242, HAL.
  53. Gefen, David, 2002. "Nurturing clients' trust to encourage engagement success during the customization of ERP systems," Omega, Elsevier, vol. 30(4), pages 287-299, August.
  54. Chi Chiang & Mei-Chen Chuang, 2024. "Effect of Sustainable Supply Chain Management on Procurement Environmental Performance: A Perspective on Resource Dependence Theory," Sustainability, MDPI, vol. 16(2), pages 1, January.
  55. Yu-Shan Chen, 2010. "The Drivers of Green Brand Equity: Green Brand Image, Green Satisfaction, and Green Trust," Journal of Business Ethics, Springer, vol. 93(2), pages 307-319, May.
  56. Davies, Mark A.P. & Lassar, Walfried & Manolis, Chris & Prince, Melvin & Winsor, Robert D., 2011. "A model of trust and compliance in franchise relationships," Journal of Business Venturing, Elsevier, vol. 26(3), pages 321-340, May.
  57. Grah Miran & Tominc Polona, 2015. "Relationships among Store Image and Store Loyalty in Slovenia," Naše gospodarstvo/Our economy, Sciendo, vol. 61(6), pages 28-37, December.
  58. Marco Francesco Mazzù & Angelo Baccelloni & Ludovico Lavini, 2022. "Injecting trust in consumer purchase intention through blockchain: evidences from the food supply chain," Italian Journal of Marketing, Springer, vol. 2022(4), pages 459-482, December.
  59. Jie, Ferry, 2012. "The roles of trust and commitment in the Australian Lamb Retailers/Wholesalers," AFBM Journal, Australasian Farm Business Management Network, vol. 9(1), pages 1-8.
  60. Pham, Thanh-Thao T. & Ho, Jonathan C., 2015. "The effects of product-related, personal-related factors and attractiveness of alternatives on consumer adoption of NFC-based mobile payments," Technology in Society, Elsevier, vol. 43(C), pages 159-172.
  61. Sascha Alavi & Johannes Habel & Paolo Guenzi & Jan Wieseke, 2018. "The role of leadership in salespeople’s price negotiation behavior," Journal of the Academy of Marketing Science, Springer, vol. 46(4), pages 703-724, July.
  62. Gefen, David, 2000. "E-commerce: the role of familiarity and trust," Omega, Elsevier, vol. 28(6), pages 725-737, December.
  63. Bozic, Branko & Kuppelwieser, Volker G., 2019. "Customer trust recovery: An alternative explanation," Journal of Retailing and Consumer Services, Elsevier, vol. 49(C), pages 208-218.
  64. Bloemer, Josée & Pluymaekers, Mark & Odekerken, Armand, 2013. "Trust and affective commitment as energizing forces for export performance," International Business Review, Elsevier, vol. 22(2), pages 363-380.
  65. Puspa, Jofi & Kuhl, Rainer, 2006. "Building Consumer's Trust through Persuasive Interpersonal Communication in a Saturated Market: The Role of Market Mavens," 99th Seminar, February 8-10, 2006, Bonn, Germany 7752, European Association of Agricultural Economists.
  66. Sierra, Jeremy J. & Jillapalli, Ravi K. & Badrinarayanan, Vishag A., 2013. "Determinants of a lasting purchase: The case of the tattoo patron," Journal of Retailing and Consumer Services, Elsevier, vol. 20(4), pages 389-399.
  67. Choi, Miju & Law, Rob & Heo, Cindy Yoonjoung, 2016. "Shopping destinations and trust – Tourist attitudes: Scale development and validation," Tourism Management, Elsevier, vol. 54(C), pages 490-501.
  68. V. Kumar & Ashutosh Dixit & Rajshekar (Raj) G. Javalgi & Mayukh Dass, 2016. "Research framework, strategies, and applications of intelligent agent technologies (IATs) in marketing," Journal of the Academy of Marketing Science, Springer, vol. 44(1), pages 24-45, January.
  69. Guda Sridhar & Teidorlang Lyngdoh, 2019. "Flow and Information Sharing as Predictors of Ethical Selling Behavior," Journal of Business Ethics, Springer, vol. 158(3), pages 807-823, September.
  70. Verhagen, Tibert & Meents, Selmar & Tan, Yao-Hua, 2006. "Perceived risk and trust associated with purchasing at Electronic Marketplaces," Serie Research Memoranda 0001, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.
  71. Irina V. Kozlenkova & Ju-Yeon Lee & Diandian Xiang & Robert W. Palmatier, 2021. "Sharing economy: International marketing strategies," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 52(8), pages 1445-1473, October.
  72. Claudia Stoian (Bobalca) & Magdalena Danilet, 2017. "Customer Satisfaction And Trust - Are They Related With Buying Frequency And The Length Of The Relation?," Annals of Faculty of Economics, University of Oradea, Faculty of Economics, vol. 1(1), pages 853-860, July.
  73. Kim, Kyung Hoon & Kim, Kang Sik & Kim, Dong Yul & Kim, Jong Ho & Kang, Suk Hou, 2008. "Brand equity in hospital marketing," Journal of Business Research, Elsevier, vol. 61(1), pages 75-82, January.
  74. Waris, Idrees & Hameed, Irfan, 2019. "Using Extended Model of Theory of Planned Behavior to Predict Purchase Intention of Energy Efficient Home Appliances in Pakistan," MPRA Paper 109612, University Library of Munich, Germany.
  75. Smit, W. & van Bruggen, G.H. & Wierenga, B., 2002. "Building Stronger Channel Relationships Through Information Sharing," ERIM Report Series Research in Management ERS-2002-84-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  76. Jae-Jang Yang & Rajesh Iyer & Yong-Ki Lee, 2022. "Why Do Local Foodscapes Matter in Building Tourist Trust and Loyalty?," Sustainability, MDPI, vol. 14(4), pages 1-16, February.
  77. Abosag, Ibrahim & Baker, Thomas L. & Hall, Kristina Lindsey & Voulgari, Aliki-Dimitra & Zheng, Xiaoyuan, 2017. "Antecedents and consequences of liking in retail service relationships in China and Greece," International Business Review, Elsevier, vol. 26(3), pages 566-578.
  78. Dai, Yunhao & Kong, Dongmin & Wang, Maobin, 2013. "Investor reactions to food safety incidents: Evidence from the Chinese milk industry2We thank Colin Poulton (Managing Editor), two anonymous referees, Martin Qiu, Shasha Liu, and Yan Sheng for helpful," Food Policy, Elsevier, vol. 43(C), pages 23-31.
  79. Menkhoff, Thomas & Gerke, Solvay & Evers, Hans-Dieter & Chay, Yue Wah, 2009. "Wissensbasierte Entwicklung in Singapur und Malaysia [Knowledge-based development in Singapore and Malaysia]," MPRA Paper 13797, University Library of Munich, Germany.
  80. Yung-Hsin Lee & Shui-Lien Chen, 2019. "Effect of Green Attributes Transparency on WTA for Green Cosmetics: Mediating Effects of CSR and Green Brand Concepts," Sustainability, MDPI, vol. 11(19), pages 1-15, September.
  81. Deniz Zeren & Ali Kara, 2020. "Effects of Brand Heritage on Intentions to Buy of Airline Services: The Mediating Roles of Brand Trust and Brand Loyalty," Sustainability, MDPI, vol. 13(1), pages 1-15, December.
IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.