Trust and direct marketing environments: A consumer perspective

Journal of Marketing Management

Volumn 13, Issue 6, 1997, Pages 523-539

  Fletcher, Keith P ^a   Peters, Linda D ^a  

^a UNIVERSITY OF EAST ANGLIA   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0009144350     PISSN: 0267257X     EISSN: 14721376     Source Type: Journal    
DOI: 10.1080/0267257X.1997.9964491     Document Type: Article

References (21)

1. Andaleeb, S., 1992. “The Trust Concept:Research Issues for Channels of Distribution”. In Research in Marketing, Edited by:Sheth and Jagdish. Vol. 11, 1–34. London:JAI Press.
2. Anderson, E., and Weitz, B., 1992. “The Use of Pledges to Build and Sustain Commitment in Distribution Channels”. Journal of Marketing Research, 29 February:18–34.
3. Butler Jr, J.K., 1991. “Toward Understanding and Measuring Conditions of Trust:Evolution of a Conditions of Trust Inventory”. Journal of Management, 17 (3):643–663.
4. Cespedes, F.V., and Smith, J., 1993. “Database Marketing:New Rules for Policy and Practice”. Sloan Management Review, Summer:7–22.
5. Dasgupta, P., 1988. “Trust as a Commodity”. In Trust:The Making and Breaking of Co-operative Relationships, Edited by:Gambetta, D., 49–72. Oxford:Basil Blackwell.
6. Doucette, W., 1995. “Distrust in Exchange Relationships”. In Marketing Theory and Applications, Vol. 6, AMA Winter Educators’ Conference. 1995
7. Dwyer, R.F., Schurr, P.H., and Oh, S., 1987. “Developing Buyer-Seller Relationships”. Journal of Marketing, 51 April:11–27.
8. Fulk, J., 1993. “Social Construction of Communication Technology”. Academy of Management Journal, 36 (5):921–950.
9. Gambetta, D., 1988. “Can We Trust Trust?”. In Trust:The Making and Breaking of Co-operative Relationships, Edited by:Gambetta, D., 213–237. Oxford:Basil Blackwell.
10. Ganesan, S., 1994. “Determinants of Long-Term Orientation in Buyer-Seller Relationships”. Journal of Marketing, 58 April:1–19.
11. Gardiner Jones, M., 1991. “Privacy:A Significant Marketing Issue for the 1990's”. Journal of Public Policy & Marketing, 10 (1):133–148.
12. Goodwin, C., 1991. “Privacy:Recognition of a Consumer Right”. Journal of Public Policy & Marketing, 10 (1):149–166.
13. Gronroos, C., 1994. “From Marketing Mix to Relationship Marketing:Towards a Paradigm Shift in Marketing”. Management Decision, 32 (2):4–20.
14. Gundlach, G.T., and Murphy, P.E., 1993. “Ethical and Legal Foundations of Relational Marketing Exchanges”. Journal of Marketing, 57 October:35–46.
15. Hair, J., Anderson, R., Tatham, R., and Black, W., 1995. Multivariate Data Analysis with Readings, New Jersey:Prentice Hall.
16. Krapfel, R., Salmond, D., and Spekman, R., 1991. “A Strategic Approach to Managing Buyer-Seller Relationships”. European Journal of Marketing, 25 (9):22–37.
17. Morgan, R., and Hunt, S., 1994. “The Commitment-Trust Theory of Relationship Marketing”. Journal of Marketing, 58 July:20–38.
18. Perse, E., and Courtright, J., 1993. “Normative Images of Communication Media, Mass and Interpersonal Channels in the New Media Environment”. Human Communication Research, 19 (4):485–503.
19. Prost, A., and Vincent, G., 1991. A History of Private Life, Harvard:Belknap Press.
20. Smith-Ring, P., and van de Ven, A., 1992. “Structuring Cooperative Relationships Between Organizations”. Strategic Management Journal, 13 April:483–498.
21. Zucker, L., 1986. “Production of Trust:Institutional Sources of Economic Structure 19840–1920”. Research in Organizational Behaviour, 8:53–111.