An Examination of the Nature of Trust in Buyer-Seller Relationships
Abstract
The authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson. These processes provide a theoretical framework used to identify antecedents of trust. The authors also examine the impact of supplier firm and salesperson trust on a buying firm's current supplier choice and future purchase intentions. The theoretical model is tested on data collected from more than 200 purchasing managers. The authors find that several variables influence the development of supplier firm and salesperson trust. Trust of the supplier firm and trust of the salesperson (operating indirectly through supplier firm trust) influence a buyer's anticipated future interaction with the supplier. However, after controlling for previous experience and supplier performance, neither trust of the selling firm nor its salesperson influence the current supplier selection decision.
Integrity signals
Registry
Cites
Statistics
Claims the paper makes
Claims other papers make about this one
Each is checked against this paper’s own text: does it say what the citing paper says it does?
The original trust scales were validated.
“The original scales were validated.”
From Appropriate Reliance on AI Advice: Conceptualization and the Effect of Explanations (2023) · cites this paper as [17]
Cites
Structural equation modeling in practice: A review and recommended two-step approach
Anderson, J. C., & Gerbing, D. W. (1988) · Psychological Bulletin · doi:10.1037/0033-2909.103.3.411 · Cited by 41,941 · see citing works
Comparative fit indexes in structural models.
Bentler, P. M. (1990) · Psychological Bulletin · doi:10.1037/0033-2909.107.2.238 · Cited by 25,266 · see citing works
The Market for "Lemons": Quality Uncertainty and the Market Mechanism
Akerlof, G. A. (1970) · The Quarterly Journal of Economics · doi:10.2307/1879431 · Cited by 23,016 · see citing works
The commitment-trust theory of relationship marketing
Morgan, R. M., & Hunt, S. D. (1994) · Journal of Marketing · doi:10.1177/002224299405800302 · Cited by 22,355 · see citing works
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139 · see citing works
Regression Diagnostics: Identifying Influential Data and Sources of Collinearity
Belsley, D. A., Kuh, E., & Welsch, R. E. (1980) · Wiley Series in Probability and Statistics · doi:10.1002/0471725153 · Cited by 7,297 · see citing works
Determinants of Long-Term Orientation in Buyer-Seller Relationships
Ganesan, S. (1994) · Journal of Marketing · doi:10.1177/002224299405800201 · Cited by 6,741 · see citing works
Practical issues in structural modeling
BENTLER, P. M., & CHOU, C.-P. (1987) · Sociological Methods & Research · doi:10.1177/0049124187016001004 · Cited by 5,804 · see citing works
Lewis, J. D., & Weigert, A. (1985) · Social Forces · doi:10.2307/2578601 · Cited by 4,163 · see citing works
The use of pledges to build and sustain commitment in distribution channels
Anderson, E., & Weitz, B. (1992) · Journal of Marketing Research · doi:10.1177/002224379202900103 · Cited by 3,431 · see citing works
Moorman, C., Zaltman, G., & Deshpande, R. (1992) · Journal of Marketing Research · doi:10.1177/002224379202900303 · Cited by 1,901 · see citing works
Flagged first, then by citations
Cited by
Sorted by citations
Trust and TAM in Online Shopping: An Integrated Model1
Gefen, D., Karahanna, E., & Straub, D. W. (2003) · MIS Quarterly · doi:10.2307/30036519 · Cited by 8,635 · see citing works
(2003) · International Journal of Electronic Commerce · doi:10.1080/10864415.2003.11044275 · Cited by 5,715 · see citing works
Consumer trust, value, and loyalty in relational exchanges
Sirdeshmukh, D., Singh, J., & Sabol, B. (2002) · Journal of Marketing · doi:10.1509/jmkg.66.1.15.18449 · Cited by 4,196 · see citing works
Kim, D. J., Ferrin, D. L., & Rao, H. R. (2008) · Decision Support Systems · doi:10.1016/j.dss.2007.07.001 · Cited by 3,613 · see citing works
Consumer trust in an Internet store
Jarvenpaa, S. L., Tractinsky, N., & Vitale, M. (2000) · Information Technology and Management · doi:10.1023/a:1019104520776 · Cited by 2,577 · see citing works
Building Effective Online Marketplaces with Institution-Based Trust
Pavlou, P. A., & Gefen, D. (2004) · Information Systems Research · doi:10.1287/isre.1040.0015 · Cited by 2,516 · see citing works
E-satisfaction and e-loyalty: A contingency framework
Anderson, R. E., & Srinivasan, S. S. (2003) · Psychology & Marketing · doi:10.1002/mar.10063 · Cited by 2,310 · see citing works
Hennig-Thurau, T., Gwinner, K. P., & Gremler, D. D. (2002) · Journal of Service Research · doi:10.1177/1094670502004003006 · Cited by 2,301 · see citing works
eTailQ: dimensionalizing, measuring and predicting etail quality
Wolfinbarger, M., & Gilly, M. C. (2003) · Journal of Retailing · doi:10.1016/s0022-4359(03)00034-4 · Cited by 2,340 · see citing works
Brave new world: service robots in the frontline
Wirtz, J., Patterson, P. G., Kunz, W. H., Gruber, T., Lu, V. N., Paluch, S., & Martins, A. (2018) · Journal of Service Management · doi:10.1108/josm-04-2018-0119 · Cited by 2,315 · see citing works
Harrison McKnight, D., Choudhury, V., & Kacmar, C. (2002) · The Journal of Strategic Information Systems · doi:10.1016/s0963-8687(02)00020-3 · Cited by 2,164 · see citing works
Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration
De Wulf, K., Odekerken-Schröder, G., & Iacobucci, D. (2001) · Journal of Marketing · doi:10.1509/jmkg.65.4.33.18386 · Cited by 2,083 · see citing works
A trust model for consumer Internet shopping
Lee, M. K. O., & Turban, E. (2001) · International Journal of Electronic Commerce · doi:10.1080/10864415.2001.11044227 · Cited by 2,012 · see citing works
Consumer trust in an internet store: a cross-cultural validation
Jarvenpaa, S. L., Tractinsky, N., & Saarinen, L. (2006) · Journal of Computer-Mediated Communication · doi:10.1111/j.1083-6101.1999.tb00337.x · Cited by 1,882 · see citing works
Lam, S. Y., Shankar, V., Erramilli, M. K., & Murthy, B. (2004) · Journal of the Academy of Marketing Science · doi:10.1177/0092070304263330 · Cited by 1,828 · see citing works
The role played by perceived usability, satisfaction and consumer trust on website loyalty
Flavián, C., Guinalíu, M., & Gurrea, R. (2006) · Information & Management · doi:10.1016/j.im.2005.01.002 · Cited by 1,684 · see citing works
Understanding the influence of national culture on the development of trust
Doney, P. M., Cannon, J. P., & Mullen, M. R. (1998) · The Academy of Management Review · doi:10.2307/259297 · Cited by 1,844 · see citing works
Self-citationConsumer perceived risk: conceptualisations and models
Mitchell, V. (1999) · European Journal of Marketing · doi:10.1108/03090569910249229 · Cited by 1,582 · see citing works
The four levels of loyalty and the pivotal role of trust: a study of online service dynamics
Harris, L. C., & Goode, M. M. H. (2004) · Journal of Retailing · doi:10.1016/j.jretai.2004.04.002 · Cited by 1,425 · see citing works
Bart, Y., Shankar, V., Sultan, F., & Urban, G. L. (2005) · Journal of Marketing · doi:10.1509/jmkg.2005.69.4.133 · Cited by 1,482 · see citing works
Individual Trust in Online Firms: Scale Development and Initial Test
(2002) · Journal of Management Information Systems · doi:10.1080/07421222.2002.11045715 · Cited by 1,347 · see citing works
Understanding online purchase intentions: contributions from technology and trust perspectives
van der Heijden, H., Verhagen, T., & Creemers, M. (2003) · European Journal of Information Systems · doi:10.1057/palgrave.ejis.3000445 · Cited by 1,230 · see citing works
Trust and risk in e-government adoption
Bélanger, F., & Carter, L. (2008) · The Journal of Strategic Information Systems · doi:10.1016/j.jsis.2007.12.002 · Cited by 1,235 · see citing works
On-line trust: concepts, evolving themes, a model
Corritore, C. L., Kracher, B., & Wiedenbeck, S. (2003) · International Journal of Human-Computer Studies · doi:10.1016/s1071-5819(03)00041-7 · Cited by 1,200 · see citing works
The development of initial trust in an online company by new customers
Koufaris, M., & Hampton-Sosa, W. (2004) · Information & Management · doi:10.1016/j.im.2003.08.004 · Cited by 1,114 · see citing works
Trust Transfer on the World Wide Web
Stewart, K. J. (2003) · Organization Science · doi:10.1287/orsc.14.1.5.12810 · Cited by 1,067 · see citing works
Trust and e-commerce: a study of consumer perceptions
Corbitt, B. J., Thanasankit, T., & Yi, H. (2003) · Electronic Commerce Research and Applications · doi:10.1016/s1567-4223(03)00024-3 · Cited by 1,069 · see citing works
Kim, S., & Park, H. (2013) · International Journal of Information Management · doi:10.1016/j.ijinfomgt.2012.11.006 · Cited by 1,037 · see citing works
Kim, D. J., Ferrin, D. L., & Rao, H. R. (2009) · Information Systems Research · doi:10.1287/isre.1080.0188 · Cited by 990 · see citing works
Schlosser, A. E., White, T. B., & Lloyd, S. M. (2006) · Journal of Marketing · doi:10.1509/jmkg.70.2.133 · Cited by 947 · see citing works
Pavlou, P. A., & Dimoka, A. (2006) · Information Systems Research · doi:10.1287/isre.1060.0106 · Cited by 930 · see citing works
The Role of Customer Gratitude in Relationship Marketing
Palmatier, R. W., Jarvis, C. B., Bechkoff, J. R., & Kardes, F. R. (2009) · Journal of Marketing · doi:10.1509/jmkg.73.5.1 · Cited by 912 · see citing works
Customer-based corporate reputation of a service firm: scale development and validation
Walsh, G., & Beatty, S. E. (2007) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-007-0015-7 · Cited by 899 · see citing works
Fang, Y., Qureshi, I., Sun, H., McCole, P., Ramsey, E., & Lim, K. H. (2014) · MIS Quarterly · doi:10.25300/misq/2014/38.2.04 · Cited by 770 · see citing works
Ulaga, W., & Eggert, A. (2006) · European Journal of Marketing · doi:10.1108/03090560610648075 · Cited by 762 · see citing works
Beldad, A., de Jong, M., & Steehouder, M. (2010) · Computers in Human Behavior · doi:10.1016/j.chb.2010.03.013 · Cited by 754 · see citing works
Awad, N. F., & Ragowsky, A. (2008) · Journal of Management Information Systems · doi:10.2753/mis0742-1222240404 · Cited by 648 · see citing works
Hong, I. B., & Cho, H. (2011) · International Journal of Information Management · doi:10.1016/j.ijinfomgt.2011.02.001 · Cited by 590 · see citing works
What makes an online consumer review trustworthy?
Filieri, R. (2016) · Annals of Tourism Research · doi:10.1016/j.annals.2015.12.019 · Cited by 587 · see citing works
Ling, K. C., Chai, L. T., & Piew, T. H. (2010) · International Business Research · doi:10.5539/ibr.v3n3p63 · Cited by 569 · see citing works
Yim, C. K. (., Tse, D. K., & Chan, K. W. (2008) · Journal of Marketing Research · doi:10.1509/jmkr.45.6.741 · Cited by 563 · see citing works
Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty
Palmatier, R. W., Scheer, L. K., & Steenkamp, J.-B. E. M. (2007) · Journal of Marketing Research · doi:10.1509/jmkr.44.2.185 · Cited by 555 · see citing works
Pavlou, P. A. (2002) · The Journal of Strategic Information Systems · doi:10.1016/s0963-8687(02)00017-3 · Cited by 510 · see citing works
Shiau, W.-L., & Luo, M. M. (2012) · Computers in Human Behavior · doi:10.1016/j.chb.2012.07.030 · Cited by 471 · see citing works
EVERARD, A., & GALLETTA, D. F. (2005) · Journal of Management Information Systems · doi:10.2753/mis0742-1222220303 · Cited by 451 · see citing works
A Comparison of Online Trust Building Factors between Potential Customers and Repeat Customers
National University of Singapore, S., Kim, H.-W., Xu, Y., National University of Singapore, S., Koh, J., & Electronics, S. (2004) · Journal of the Association for Information Systems · doi:10.17705/1jais.00056 · Cited by 452 · see citing works
Homburg, C., Stierl, M., & Bornemann, T. (2013) · Journal of Marketing · doi:10.1509/jm.12.0089 · Cited by 427 · see citing works
The role of system trust in business-to-consumer transactions
PENNINGTON, R., WILCOX, H. D., & GROVER, V. (2003) · Journal of Management Information Systems · doi:10.1080/07421222.2003.11045777 · Cited by 407 · see citing works
The quest for citations: Drivers of article impact
Stremersch, S., Verniers, I., & Verhoef, P. C. (2007) · Journal of Marketing · doi:10.1509/jmkg.71.3.171 · Cited by 400 · see citing works
Online Trust: State of The Art, New Frontiers, and Research Potential
Urban, G. L., Amyx, C., & Lorenzon, A. (2009) · Journal of Interactive Marketing · doi:10.1016/j.intmar.2009.03.001 · Cited by 393 · see citing works
Zhang, M., Ren, C., Wang, G. A., & He, Z. (2018) · Electronic Commerce Research and Applications · doi:10.1016/j.elerap.2018.02.002 · Cited by 370 · see citing works
The role of consumer innovativeness and perceived risk in online banking usage
Aldás‐Manzano, J., Lassala‐Navarré, C., Ruiz‐Mafé, C., & Sanz‐Blas, S. (2009) · International Journal of Bank Marketing · doi:10.1108/02652320910928245 · Cited by 364 · see citing works
An analysis of antecedents and consequences of trust in a corporate brand
Sichtmann, C. (2007) · European Journal of Marketing · doi:10.1108/03090560710773318 · Cited by 334 · see citing works
Consumer acceptance of internet banking: The influence of internet trust
Grabner‐Kräuter, S., & Faullant, R. (2008) · International Journal of Bank Marketing · doi:10.1108/02652320810913855 · Cited by 316 · see citing works
Understanding the intention to follow the advice obtained in an online travel community
Casaló, L. V., Flavián, C., & Guinalíu, M. (2011) · Computers in Human Behavior · doi:10.1016/j.chb.2010.04.013 · Cited by 318 · see citing works
Cho, Y. C., & Sagynov, E. (2015) · International Journal of Management & Information Systems (IJMIS) · doi:10.19030/ijmis.v19i1.9086 · Cited by 313 · see citing works
Casaló, L., Flavián, C., & Guinalíu, M. (2008) · Computers in Human Behavior · doi:10.1016/j.chb.2007.01.017 · Cited by 308 · see citing works
Bendapudi, N., & Leone, R. P. (2002) · Journal of Marketing · doi:10.1509/jmkg.66.2.83.18476 · Cited by 303 · see citing works
Explaining physicians’ acceptance of EHCR systems: An extension of TAM with trust and risk factors
Ortega Egea, J. M., & Román González, M. V. (2011) · Computers in Human Behavior · doi:10.1016/j.chb.2010.08.010 · Cited by 287 · see citing works
Signaling the Trustworthiness of Small Online Retailers
Wang, S., Beatty, S. E., & Foxx, W. (2004) · Journal of Interactive Marketing · doi:10.1002/dir.10071 · Cited by 287 · see citing works
Lee, J. A., Sudarshan, S., Sussman, K. L., Bright, L. F., & Eastin, M. S. (2022) · International Journal of Advertising · doi:10.1080/02650487.2021.1964226 · Cited by 265 · see citing works
When guests trust hosts for their words: Host description and trust in sharing economy
Tussyadiah, I. P., & Park, S. (2018) · Tourism Management · doi:10.1016/j.tourman.2018.02.002 · Cited by 264 · see citing works
Qureshi, I., Fang, Y., Ramsey, E., McCole, P., Ibbotson, P., & Compeau, D. (2009) · European Journal of Information Systems · doi:10.1057/ejis.2009.15 · Cited by 262 · see citing works
Trust transference in brick and click retailers: An investigation of the before-online-visit phase
Kuan, H.-H., & Bock, G.-W. (2007) · Information & Management · doi:10.1016/j.im.2006.12.002 · Cited by 259 · see citing works
Kim, D. J. (2008) · Journal of Management Information Systems · doi:10.2753/mis0742-1222240401 · Cited by 250 · see citing works
Nadelson, L., Jorcyk, C., Yang, D., Jarratt Smith, M., Matson, S., Cornell, K., & Husting, V. (2014) · School Science and Mathematics · doi:10.1111/ssm.12051 · Cited by 235 · see citing works
Wang, W., & Benbasat, I. (2008) · Journal of Management Information Systems · doi:10.2753/mis0742-1222240410 · Cited by 241 · see citing works
Kim, D., & Benbasat, I. (2006) · Information Systems Research · doi:10.1287/isre.1060.0093 · Cited by 239 · see citing works
Grayson, K., Johnson, D., & Chen, D.-F. R. (2008) · Journal of Marketing Research · doi:10.1509/jmkr.45.2.241 · Cited by 234 · see citing works
On the Need to Include National Culture as a Central Issue in E-Commerce Trust Beliefs
Gefen, D., & Heart, T. H. (2006) · Journal of Global Information Management · doi:10.4018/jgim.2006100101 · Cited by 229 · see citing works
Gretry, A., Horváth, C., Belei, N., & van Riel, A. C. R. (2017) · Journal of Business Research · doi:10.1016/j.jbusres.2017.01.012 · Cited by 229 · see citing works
Trust and distrust on the web: User experiences and website characteristics
Seckler, M., Heinz, S., Forde, S., Tuch, A. N., & Opwis, K. (2015) · Computers in Human Behavior · doi:10.1016/j.chb.2014.11.064 · Cited by 223 · see citing works
Effects of communication style and culture on ability to accept recommendations from robots
Rau, P. L. P., Li, Y., & Li, D. (2009) · Computers in Human Behavior · doi:10.1016/j.chb.2008.12.025 · Cited by 221 · see citing works
Wetzel, H. A., Hammerschmidt, M., & Zablah, A. R. (2014) · Journal of Marketing · doi:10.1509/jm.12.0167 · Cited by 216 · see citing works
Delbufalo, E. (2012) · Supply Chain Management: An International Journal · doi:10.1108/13598541211246549 · Cited by 214 · see citing works
Trust transfer in the continued usage of public e-services
Belanche, D., Casaló, L. V., Flavián, C., & Schepers, J. (2014) · Information & Management · doi:10.1016/j.im.2014.05.016 · Cited by 204 · see citing works
Antecedents and consequences of trust in a social media brand: A cross-cultural study of Twitter
Pentina, I., Zhang, L., & Basmanova, O. (2013) · Computers in Human Behavior · doi:10.1016/j.chb.2013.01.045 · Cited by 198 · see citing works
A comprehensive model of customer trust in two retail stores
Guenzi, P., Johnson, M. D., & Castaldo, S. (2009) · Journal of Service Management · doi:10.1108/09564230910964408 · Cited by 191 · see citing works
Appropriate Reliance on AI Advice: Conceptualization and the Effect of Explanations
Schemmer, M., Kuehl, N., Benz, C., Bartos, A., & Satzger, G. (2023) · Proceedings of the 28th International Conference on Intelligent User Interfaces · doi:10.1145/3581641.3584066 · Cited by 208 · see citing works
“In our study, we define trust as a belief in the integrity, benevolence, trustworthiness, and predictability of the AI advisor following [15, 17, 21, 49].”
BackgroundKim, H., Hur, W.-M., & Yeo, J. (2015) · Sustainability · doi:10.3390/su7043683 · Cited by 166 · see citing works
“In other words, consumers would experience the betrayal of their own trust if a company exhibits opportunistic behavior [17].”
BackgroundCRM in Data-Rich Multichannel Retailing Environments: A Review and Future Research Directions <sup/>
Verhoef, P. C., Venkatesan, R., McAlister, L., Malthouse, E. C., Krafft, M., & Ganesan, S. (2010) · Journal of Interactive Marketing · doi:10.1016/j.intmar.2010.02.009 · Cited by 160 · see citing works
Chen, X., Huang, Q., Davison, R. M., & Hua, Z. (2015) · International Journal of Electronic Commerce · doi:10.1080/10864415.2016.1087828 · Cited by 156 · see citing works
Rodríguez, N. G., Pérez, M. J. S., & Gutiérrez, J. A. T. (2008) · Journal of Business Research · doi:10.1016/j.jbusres.2007.06.011 · Cited by 145 · see citing works
Customer loyalty to one service worker: Should it be discouraged?
Bove, L. L., & Johnson, L. W. (2006) · International Journal of Research in Marketing · doi:10.1016/j.ijresmar.2006.01.007 · Cited by 140 · see citing works
Technology acceptance research: Meta-analysis
Marikyan, D., Papagiannidis, S., & Stewart, G. (2026) · Journal of Information Science · doi:10.1177/01655515231191177 · Cited by 140 · see citing works
Leonidou, L. C., Kvasova, O., Leonidou, C. N., & Chari, S. (2013) · Journal of Business Ethics · doi:10.1007/s10551-012-1267-9 · Cited by 138 · see citing works
Role of Green Self-Identity and Peer Influence in Fostering Trust towards Organic Food Retailers
Khare, A., & Pandey, S. (2017) · International Journal of Retail & Distribution Management · doi:10.1108/ijrdm-07-2016-0109 · Cited by 140 · see citing works
Connolly, R., & Bannister, F. (2007) · Journal of Information Technology · doi:10.1057/palgrave.jit.2000071 · Cited by 132 · see citing works
In community we trust: Online security communication at eBay
Boyd, J. (2006) · Journal of Computer-Mediated Communication · doi:10.1111/j.1083-6101.2002.tb00147.x · Cited by 132 · see citing works
The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence
Scheer, L. K., Miao, C. F., & Garrett, J. (2010) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-008-0129-6 · Cited by 127 · see citing works
Guo, Y., Bao, Y., Stuart, B. J., & Le‐Nguyen, K. (2018) · Information Systems Journal · doi:10.1111/isj.12144 · Cited by 127 · see citing works
Wang, C., Li, Y., Fu, W., & Jin, J. (2023) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2023.103325 · Cited by 126 · see citing works
Xie, E., Teo, H.-H., & Wan, W. (2006) · Marketing Letters · doi:10.1007/s11002-006-4147-1 · Cited by 122 · see citing works
Huang, D., Markovitch, D. G., & Stough, R. A. (2024) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2023.103600 · Cited by 125 · see citing works
Lippert, S. K., & Davis, M. (2006) · Journal of Information Science · doi:10.1177/0165551506066042 · Cited by 119 · see citing works
Bhat, S. A., & Darzi, M. A. (2016) · International Journal of Bank Marketing · doi:10.1108/ijbm-11-2014-0160 · Cited by 115 · see citing works
E-government diffusion: a comparison of adoption constructs
Carter, L. (2008) · Transforming Government: People, Process and Policy · doi:10.1108/17506160810902167 · Cited by 112 · see citing works
The impact of positive valence and negative valence on social commerce purchase intention
Hajli, N. (2019) · Information Technology & People · doi:10.1108/itp-02-2018-0099 · Cited by 112 · see citing works
Liu, Y., & Tang, X. (2018) · Information Technology & People · doi:10.1108/itp-10-2016-0242 · Cited by 111 · see citing works
Shen, A., & Dwayne Ball, A. (2009) · Journal of Services Marketing · doi:10.1108/08876040910946341 · Cited by 105 · see citing works
- Authors
- Doney, P. M., & Cannon, J. P.
- Affiliations
- Florida Atlantic University (US)
- Emory University (US)
- ORCID
- Cannon, Joseph P.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1997-04
- Volume
- 61
- Issue
- 2
- Pages
- 35
- ISSN
- 0022-2429 (ISSN-L)
- OpenAlex
- W2030483771
- Cited by
- 6,822
- References
- 11
- Citations by year
- 2026: 60 · 2025: 141 · 2024: 194 · 2023: 214 · 2022: 242 · 2021: 307 · 2020: 291 · 2019: 316 · 2018: 259 · 2017: 315 · 2016: 302 · 2015: 388 · 2014: 414 · 2013: 378 · 2012: 387
- FWCI
- 92.00
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Marketing (publishedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Customer Service Quality and Loyalty
- Social Sciences › Business, Management and Accounting › Management Information Systems › Quality and Supply Management
- Social Sciences › Business, Management and Accounting › Management Information Systems › Outsourcing and Supply Chain Management
- Keywords
- trust, buyer-seller relationships, industrial buyers, cognitive processes, supplier trust, relationship marketing
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
