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基于外显特征和互动过程的信任影响因素研究 被引量：6

The Analysis of Trust Affecting Factors Based on Observed Characteristics and Interaction Processes
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摘要 收集了来自制造企业152位采购人员的实证证据,通过实证研究,考察了供应商组织特征、供应商销售人员特征、组织互动以及人际互动对因变量"采购商对供应商的信任"的影响。 Based on empirical data collected from152 salespersons in manufacturing enterprises, this paper analyzed the affecting factors of characteristics of supplier＇s organization, supplier＇s salespersons, organization interaction and personal interaction.
作者 吴长顺 齐成斌
机构地区 中山大学管理学院
出处 《软科学》 CSSCI 2007年第5期22-26,共5页 Soft Science
关键词 信任 销售人员的专业性 供应品质 供应商的声誉 情感性关系 trust expertise of salesperson quality of supplying supplier＇s reputation emotional relationship
分类号 F713 [经济管理—产业经济]
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参考文献14

  • 1张钢,张东芳.国外信任源模型评介[J].外国经济与管理,2004,26(12):21-25. 被引量：36
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  • 3Robert M Morgan,Shelby D Hunt.The Commitment-Trust Theory of Relationship Marketing[J].Journal of Marketing,1994,58(July):20-38.
  • 4Mayer R C,Davis J H,Schoorman F D.An Integrative Model of Organization Trust[J].Academy of Management Review,1995,20(3):709-734.
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  • 6Castaldo S.La Fiducia Nelle Relazioni Di Mercato.Il Caso Dell'innovazione Diprodotto[A].Tesi Di Dottorato[M].Università Bocconi,Milano,1994.49-53.
  • 7Patricia M Doney,Joseph P Cannon.An Examination of the Nature of Trust in Buyer-seller Relationships[J].Journal of Marketing,1997,61(Apr):35-51.
  • 8Anderson J C,Narus J A.A Model of Distributor Firms and Manufacturer Firm Working Partnerships[J].Journal of Marketing,1990(54):42-58.
  • 9Peter J Batt.Modelling Buyer-seller Relationships in Agribusiness in South East Asia[C].U.K:The 16th IMP-conference in Bath,2000.
  • 10Busch Paul,David T Wilson.An Experimental Analysis of Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad[J].Journal of Marketing Research,1976,13 (Feb):3-11.

二级参考文献6

  • 1Akber Z, Venkatraman N. Relational government as an interorganizational strategy: an empirical test of the role of trust in economic exchange [J]. Strategic Management Journal, 1995,16:373-392.
  • 2Beeerra M,Guper A K. Perceived trustworthiness within the organization: the moderating impact of communication frequency on trustor and trustee effeets[J]. Organization Science 2003,14(1) :32-44.
  • 3Blois K J. Trust in business to business relationships: an evolution of its status [J]. Journal of Management Studies, 1999,36(2): 197-215.
  • 4Chind J, Mollering G. Contextual confidence and active development in the chinese business environment [JJ. Organization Science, 2003,14 ( 1 ) : 69-80.
  • 5David J H, Schoorman F D, Mayer,G C,Tan H H, The trusted general manager and business unit performance: empirical evidence of a competitive advantage[J]. Strategic Management Journal, 2000,21 : 563-576.
  • 6Dyer J H,Chu,W. The determinants of trust in supplier-automaker relationships in U S,Japan and Korea [J]. Journal of International Business Studies, 2000,31 (2) : 259-285.

共引文献414

同被引文献87

引证文献6

二级引证文献198

软科学
2007年 第5期

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