Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels
This article was published in the International Journal of Research in Marketing [©1995 Published by Elsevier Inc.] and the definite version is available at: http://doi.org/10.1016/0167-8116(94)00020-O The Article's website is at: http://www.sciencedirect.com/science/article/pii/016781169400020...
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© 1995 Published by Elsevier Inc.
2016
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| Acesso em linha: | http://hdl.handle.net/10361/5521 |
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10361-55212016-12-04T09:51:00Z Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels Andaleeb, Syed Saad Trust Dependence Control Cooperation Negotiations Resource dependence Transaction cost This article was published in the International Journal of Research in Marketing [©1995 Published by Elsevier Inc.] and the definite version is available at: http://doi.org/10.1016/0167-8116(94)00020-O The Article's website is at: http://www.sciencedirect.com/science/article/pii/016781169400020O This paper examines how the behavioral intentions of channel members are likely to be moderated by trust perceptions when dependence is high or low. An experimental research methodology using a 2 × 2 factorial design was employed in a contrived marketing channel. Data were collected in two stages; first from business-school students in a behavioral laboratory and subsequently from managers representing an array of firms. The results indicate the important role of trust in explaining intentions to cooperate, exert controls, and adopt a strong influence stance in a buyer-seller dyad. Dependence also influenced intent to corporate and willingness to adopt a strong stance but had no effect on intentions to exert controls. Published 2016-06-29T12:37:25Z 2016-06-29T12:37:25Z 1995 Article Andaleeb, S. S. (1995). Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels. International Journal of Research in Marketing, 12(2), 157-172. doi:10.1016/0167-8116(94)00020-O http://hdl.handle.net/10361/5521 en http://doi.org/10.1016/0167-8116(94)00020-O © 1995 Published by Elsevier Inc. |
| institution |
Brac University |
| collection |
Institutional Repository |
| language |
English |
| topic |
Trust Dependence Control Cooperation Negotiations Resource dependence Transaction cost |
| spellingShingle |
Trust Dependence Control Cooperation Negotiations Resource dependence Transaction cost Andaleeb, Syed Saad Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels |
| description |
This article was published in the International Journal of Research in Marketing [©1995 Published by Elsevier Inc.] and the definite version is available at: http://doi.org/10.1016/0167-8116(94)00020-O The Article's website is at: http://www.sciencedirect.com/science/article/pii/016781169400020O |
| format |
Article |
| author |
Andaleeb, Syed Saad |
| author_facet |
Andaleeb, Syed Saad |
| author_sort |
Andaleeb, Syed Saad |
| title |
Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels |
| title_short |
Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels |
| title_full |
Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels |
| title_fullStr |
Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels |
| title_full_unstemmed |
Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels |
| title_sort |
dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels |
| publisher |
© 1995 Published by Elsevier Inc. |
| publishDate |
2016 |
| url |
http://hdl.handle.net/10361/5521 |
| work_keys_str_mv |
AT andaleebsyedsaad dependencerelationsandthemoderatingroleoftrustimplicationsforbehavioralintentionsinmarketingchannels |
| _version_ |
1814309680351019008 |