Trust plays a significant role in business peoples’ choices of negotiating tactics. This study compares the use of … type of negotiation (intra‐cultural vs cross‐cultural) is predictive of the level of trust that a negotiator will place in …

only on contracts but more importantly on the informal safeguards of mutual trust, long‐term orientation and joint actions …

This research focuses on the construct of perceived vulnerability, which is based on the gap between perceived trust … a large extent a significant association between companies' perceived trust and dependence in business relationships … towards their suppliers and customers, i.e. that trust is important in lean business relationships. The contributions of this …

relationships on the focal business relationship. The focal relationship elements are defined by commitment and trust, which capture … of the theoretical model. It depicts that trust increase by vertical connections leading to increased commitment, thus …

implementation factors related to marketing's lack of trust in the data, low perceived data quality and perception of marketing needs …

Purpose – This paper considers ways forward in the study of trust in business relationships and networks. Design …/methodology/approach – The 25 papers focusing on trust previously published in the Journal of Business & Industrial Marketing are categorized as … to their focus and compared to the body of work on trust concluding there is little considering the nature of trust. A …

the two key antecedents of relational behaviors in channel dyads, dependence on and trust in the exchange partner, and to … explore the relative effects of dependence and trust on each of the three major relational behavior forms of flexibility … joint and relative effects of dependence and trust on each relational behavior. Data collected from 192 automobile …

company size influences the temporal orientation of firm‐supplier relationships. Important conclusions related to trust …

safeguard against the betrayal of trust, which could consequently have performance implications for its relationship with its … – A high level of trust placed in an exchange partner does not necessarily ensure greater success of the relationship …. What this means is that firms cannot take performance for granted where trust plays a key role within the professional …

quality. Branding also played another, albeit minor role, in building trust between the supplier and the customers. Practical …