Dimensions and levels of trust: Implications for commitment to a relationship

Marketing Letters

Volumn 8, Issue 4, 1997, Pages 439-448

  Ganesan, Shankar ^a   Hess, Ron ^a  

^a PAMPLIN COLLEGE OF BUSINESS   (United States)

Author keywords

Benevolence; Commitment; Credibility; Interpersonal trust; Organizational trust

Indexed keywords

EID: 0010127452     PISSN: 09230645     EISSN: None     Source Type: Journal    
DOI: 10.1023/A:1007955514781     Document Type: Article

References (15)

1. Anderson, Erin, and Barton Weitz. (1989). "Determinants of Continuity in Conventional Industrial Channel Dyads." Marketing Science 8(4), 310-23.
2. _, and _. (1992). "The Use of Pledges to Build and Sustain Commitment in Distribution Channels." Journal of Marketing Research 29, 18-34.
3. Deutsch, Morton. (1973). "Trust and Suspicion." Journal of Conflict Resolution 2(4), 265-79.
4. Ganesan, Shankar. (1994). "Determinants of Long-Term Orientation in Buyer-Seller Relationships." Journal of Marketing 58 (April), 1-19.
5. Jones, E. E., and K. E. Davis. (1965). "From Acts to Dispositions: The Attribution Process in Person Perception." In L. Berkowitz (ed.), Advances in Experimental Social Psychology Vol. 2, New York: Academic Press.
6. Kumar, Nirmalya, Lisa K. Sheer, and Jan-Benedict E. M. Steenkamp. (1995). "The Effects of Perceived Inter-dependence on Dealer Attitudes." Journal of Marketing Research 32 (August), 348-56.
7. Larson, Andrea. (1992). "Network Dyads in Entrepreneurial Settings: A Study of the Governance of Exchange Relationships." Administrative Science Quarterly 37 (March), 76-104.
8. Larzelere, R., and Ted L. Huston. (1980). "The Dyadic Trust Scale: Toward Understanding Interpersonal Trust in Close Relationships." Journal of Marriage and the Family 42, 595-604.
9. Lewin, Kurt (1943). "Defining the 'Field at a Given Time." Psychological Review 50, 292-310.
10. McAllister, Daniel J. (1995). "Affect- and Cognitive-Based Trust as Foundations for Interpersonal Cooperation in Organizations." Academy of Management Journal 38(1), 24-59.
11. Moorman, Christine, Gerald Zaltman, and Rohit Deshpande. (1992). "Relationships Between Providers and Users of Market Research: The Dynamics of Trust Within and Between Organizations" Journal of Marketing Research 29 (August), 314-28.
12. _, Rohit Deshpande, and Gerald Zaltman. (1993). "Factors Affecting Trust in Market Research Relationships." Journal of Marketing 57 (January), 81-101.
13. Morgan, Robert M., and Shelby D. Hunt. (1994). "The Commitment-Trust Theory of Relationship Marketing." Journal of Marketing 58 (July), 20-38.
14. Rempel, John K., John G. Holmes, and Mark P. Zanna. (1985). "Trust in Close Relationships." Journal of Personality and Social Psychology 49(1), 95-112.
15. Rotter, Julian B. (1971). "Generalized Expectancies for Interpersonal Trust." American Psychologist 35, 1-7.