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Cited by 6,822Customer Service Quality and LoyaltyQuality and Supply ManagementOutsourcing and Supply Chain Management

The DOI matches its Crossref record; 11 of the 11 references it cites were found in a registry or an index.

An Examination of the Nature of Trust in Buyer-Seller Relationships

Doney, Patricia M., Cannon, Joseph P.·1997·Journal of Marketing
DOI 10.2307/1251829
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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.

Overview

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Crossref · 10.2307/1251829

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11 of 11 references verified0 citation errors · 0 not checkable

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Metadata

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)
DOI
10.2307/1251829
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 › Marketing › 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

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