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Development-based trust: proposing and validating a new trust measurement model for buyer-seller relationships

By José Mauro da Costa HERNANDEZ and Claudia Cincotto dos SANTOS

Abstract

This study proposes and validates a trust measurement model for buyer-seller relationships. Baptized as development-based trust, the model encompasses three dimensions of trust: calculus-based, knowledge-based and identification-based. In addition to recognizing that trust is a multidimensional construct, the model also assumes that trust can evolve to take on a different character depending on the stage of the relationship. In order to test the proposed model and compare it to the characteristic-based trust measurement model, the measure most frequently used in the buyer-seller relationship literature, data were collected from 238 clients of an IT product wholesaler. The results show that the scales are valid and reliable and the proposed development-based trust measurement model is superior to the characteristic-based trust measurement model in terms of its ability to explain certain variables of interest in buyer-seller relationships (long-term relationship orientation, information sharing, behavioral loyalty and future intentions). Implications for practice, limitations and suggestions for future studies are discussed

Topics: Marketing, Relationship marketing, Trust, Channel relationships, Scale development
Publisher: Associação Nacional de Pós-Graduação e Pesquisa em Administração
Year: 2010
DOI identifier: 10.1590/S1807-76922010000200005
OAI identifier: oai:www.producao.usp.br:BDPI/2732
Journal:

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