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Inter-personal and inter-organizational trust in business relationships : an attitude-behavior-outcome model

Ashnai, Bahar; Henneberg, Stephan; Naudé, Peter; … - In: Industrial marketing management : the international … 52 (2016), pp. 128-139

Persistent link: https://www.econbiz.de/10011447503

Dyadic operationalization in business relationships : the empirical example of marketing-purchasing collaboration

Ashnai, Bahar; Smirnova, Maria; Henneberg, Stephan; … - In: Journal of business-to-business marketing 26 (2019) 1, pp. 19-42

Persistent link: https://www.econbiz.de/10012196260

Different recipes for success in business relationships

Zaefarian, Ghasem; Thiesbrummel, Christoph; Henneberg, … - In: Industrial marketing management : the international … 63 (2017), pp. 69-81

Persistent link: https://www.econbiz.de/10011730119

Network picturing : an action research study of strategizing in business networks

Abrahamsen, Morten H.; Henneberg, Stephan; Huemer, Lars; … - In: Industrial marketing management : the international … 59 (2016), pp. 107-119

Persistent link: https://www.econbiz.de/10011622832

The importance of trust vis‐à‐vis reliance in business relationships: some international findings

Jiang, Zhizhong; Henneberg, Stephan C.; Naudé, Peter - In: International Marketing Review 28 (2011) 4, pp. 318-339

Purpose – The purpose of this paper is to investigate the levels of trust and reliance in different international business markets. The paper aims to obtain empirical evidence regarding the importance of relational aspects (trust) vis‐à‐vis organisational ones (reliance) for building...

Persistent link: https://www.econbiz.de/10014827526