Reputation Transfer to Enter New B-to-B Markets : Measuring and Modelling Approaches

Definition of Research Problem. - Introduction;Structure of Work; Objective Targets of Thesis. - Theoretical Framework -- Commitment-Trust Theory and the Nature of Commitment; Resource-Based and Knowledge-Based View; Reputation as a Resource, an Intangible Asset and a Barrier. - Perspectives on Corporate Reputation and Reputation Transfer.-Perspectives of Relationship Marketing; Defining Corporate Reputation in B-to-B Relationships; A Standard Construct of Reputation-Useful and Appropriate?; The Concept of Reputation Transfer; The Relevance of Direct Marketing Media to Build CR; Defining and Quantifying Culture. - Development of Constructs and Related Hypotheses -- The C-OAR-SE Procedure for Scale Development; Formative versus Reflective Measurement Models; Moderating and Mediating Effects in Causal Models; Applying the Bonferroni-Holm’s Procedure; Development of Constructs; Related Hypotheses;Structural Model of Reputation and Reputation Transfer. - Empirical Survey -- Markets Under Consideration; The Measurement Model. - Results and Findings. - Synopsis of Measurement Criteria;Model Validation; Assessment of Research Hypotheses; Findings related to Countries and Stakeholder Groups; Discussion of Research Questions. - Conclusions, Implications and Research Suggestions. - Scientific Implications; Managerial Implications; Conclusions and Outlook. - References. - Annex