-
1
-
-
0039811801
-
Factors influencing customer trust in salespersons in a developing country
-
Andaleeb, Syed Saad and Syed Ferhat Anwar (1996), "Factors Influencing Customer Trust in Salespersons in a Developing Country," Journal of International Marketing, 4 (4), 35-52.
-
(1996)
Journal of International Marketing
, vol.4
, Issue.4
, pp. 35-52
-
-
Andaleeb, S.S.1
Anwar, S.F.2
-
2
-
-
0000505474
-
Determinants of continuity in conventional industrial channel dyads
-
Anderson, Erin and Barton Weitz (1989), "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, 8 (4), 310-23.
-
(1989)
Marketing Science
, vol.8
, Issue.4
, pp. 310-323
-
-
Anderson, E.1
Weitz, B.2
-
3
-
-
0037794368
-
Do chinese trust chinese? a study of chinese buyers and sellers in Malaysia
-
Armstrong, Robert W. and Siew Min Yee (2001), "Do Chinese Trust Chinese? A Study of Chinese Buyers and Sellers in Malaysia," Journal of International Marketing, 9 (3), 63-86.
-
(2001)
Journal of International Marketing
, vol.9
, Issue.3
, pp. 63-86
-
-
Armstrong, R.W.1
Yee, S.M.2
-
5
-
-
0003747864
-
-
Hong Kong: Oxford University Press
-
Bond, Michael H. (1991), Beyond the Chinese Face. Hong Kong: Oxford University Press
-
(1991)
Beyond the Chinese Face
-
-
Bond, M.H.1
-
6
-
-
0003161569
-
The social psychology of chinese people
-
Michael H. Bond, ed. Hong Kong: Oxford University Press
-
_ and Kwang-Kuo Hwang (1987), "The Social Psychology of Chinese People," in The Psychology of the Chinese People, Michael H. Bond, ed. Hong Kong: Oxford University Press.
-
(1987)
The Psychology of the Chinese People
-
-
Hwang, K.-K.1
-
7
-
-
0642345077
-
Cross-cultural social and organizational psychology
-
_ and P.B. Smith (1996), "Cross-Cultural Social and Organizational Psychology," Annual Review of Psychology, 47, 205-235.
-
(1996)
Annual Review of Psychology
, vol.47
, pp. 205-235
-
-
Smith, P.B.1
-
8
-
-
22144465338
-
Chinese strategic behavior: Some general principles
-
Ralph Bolton, ed. New Haven, CT: Human Relations Area Files Press
-
Chiao, C. (1989), "Chinese Strategic Behavior: Some General Principles," in The Content of Culture Constants and Variants, Ralph Bolton, ed. New Haven, CT: Human Relations Area Files Press, 525-37.
-
(1989)
The Content of Culture Constants and Variants
, pp. 525-537
-
-
Chiao, C.1
-
10
-
-
0003056894
-
Relationship quality in services selling: An interpersonal influence perspective
-
Crosby, Lawrence A., Kenneth R. Evans, and Deborah Cowles (1990), "Relationship Quality in Services Selling: An Interpersonal Influence Perspective," Journal of Marketing, 54 (July), 68-81.
-
(1990)
Journal of Marketing
, vol.54
, Issue.JULY
, pp. 68-81
-
-
Crosby, L.A.1
Evans, K.R.2
Cowles, D.3
-
11
-
-
0031502147
-
An examination of the nature of trust in buyer-seller relationships
-
Doney, Patricia M. and Joseph P. Cannon (1997), "An Examination of the Nature of Trust in Buyer-Seller Relationships," Journal of Marketing, 61 (April), 35-51.
-
(1997)
Journal of Marketing
, vol.61
, Issue.APRIL
, pp. 35-51
-
-
Doney, P.M.1
Cannon, J.P.2
-
13
-
-
0000797560
-
A comparative analysis of two structural equation models: LISREL and PLS applied to market data
-
Measurement and Evaluation, C. Fornell, ed. Westport, CT: CBS Educational and Professional Publishing, Praeger Publishers
-
Fornell, Claes and L. Bookstein (1982), "A Comparative Analysis of Two Structural Equation Models: LISREL and PLS Applied to Market Data," in A Second Generation of Multivariate Analysis, Vol. 1, Measurement and Evaluation, C. Fornell, ed. Westport, CT: CBS Educational and Professional Publishing, Praeger Publishers.
-
(1982)
A Second Generation of Multivariate Analysis, Vol. 1 Measurement and Evaluation
, vol.1
-
-
Fornell, C.1
Bookstein, L.2
-
14
-
-
0000009769
-
Evaluating structural equation models with unobservable variables and measurement error
-
_ and David F. Larcker (1981), "Evaluating Structural Equation Models with Unobservable Variables and Measurement Error," Journal of Marketing Research, 18 (February), 39-50.
-
(1981)
Journal of Marketing Research
, vol.18
, Issue.FEBRUARY
, pp. 39-50
-
-
Larcker, D.F.1
-
16
-
-
0002263023
-
Chinese social interaction: Harmony and hierarchy on the good earth
-
Michael Harris Bond, ed. Hong Kong: Oxford University Press
-
Gabrenya, William K. and Kwang-Kuo Hwang (1996), "Chinese Social Interaction: Harmony and Hierarchy on the Good Earth," in The Handbook of Chinese Psychology, Michael Harris Bond, ed. Hong Kong: Oxford University Press, 309-321.
-
(1996)
The Handbook of Chinese Psychology
, pp. 309-321
-
-
Gabrenya, W.K.1
Hwang, K.-K.2
-
17
-
-
21744448471
-
Determinants of long-term orientation in buyer-seller relationships
-
Ganesan, Shankar (1994), "Determinants of Long-Term Orientation in Buyer-Seller Relationships," Journal of Marketing, 58 (April), 1-19.
-
(1994)
Journal of Marketing
, vol.58
, Issue.APRIL
, pp. 1-19
-
-
Ganesan, S.1
-
18
-
-
77049256627
-
On face-work: An analysis of ritual elements in social interaction
-
Goffman, E. (1955), "On Face-Work: An Analysis of Ritual Elements in Social Interaction," Psychiatry, 18, 213-31.
-
(1955)
Psychiatry
, vol.18
, pp. 213-231
-
-
Goffman, E.1
-
20
-
-
0010901228
-
The organizational foundations of western and chinese commerce: A historical and comparative analysis
-
Cary Hamilton, ed. Hong Kong: Centre of Asian Studies, University of Hong Kong
-
Hamilton, G. Cary (1991), "The Organizational Foundations of Western and Chinese Commerce: A Historical and Comparative Analysis," in Business Networks and Economic Development in East and Southeast Asia, Cary Hamilton, ed. Hong Kong: Centre of Asian Studies, University of Hong Kong, 48-65.
-
(1991)
Business Networks and Economic Development in East and Southeast Asia
, pp. 48-65
-
-
Hamilton, G.C.1
-
24
-
-
84980107014
-
The chinese concepts of 'Face,'
-
Hu, H.C. (1944), "The Chinese Concepts of 'Face,'" American Anthropologist, 46, 45-64.
-
(1944)
American Anthropologist
, vol.46
, pp. 45-64
-
-
Hu, H.C.1
-
25
-
-
84965728988
-
Individualism-collectivism: A study of cross-cultural researchers
-
Hui, C.H. and H.C. Triandis (1986), "Individualism-Collectivism: A Study of Cross-Cultural Researchers," Journal of Cross-Cultural Psychology, 17(2), 225-48.
-
(1986)
Journal of Cross-cultural Psychology
, vol.17
, Issue.2
, pp. 225-248
-
-
Hui, C.H.1
Triandis, H.C.2
-
26
-
-
84936628470
-
Face and favor: The chinese power game
-
Hwang, Kwang-kuo (1987), "Face and Favor: The Chinese Power Game," American Journal of Sociology, 92 (January), 944-74.
-
(1987)
American Journal of Sociology
, vol.92
, Issue.JANUARY
, pp. 944-974
-
-
Hwang, K.-K.1
-
27
-
-
84972273745
-
A preliminary model of particularistic ties in chinese political alliances: Kan-ching and kuan-his in a rural taiwanese township
-
Jacobs, J.B. (1979), "A Preliminary Model of Particularistic Ties in Chinese Political Alliances: Kan-ching and Kuan-his in a Rural Taiwanese Township," China Quarterly, 78, 237-73.
-
(1979)
China Quarterly
, vol.78
, pp. 237-273
-
-
Jacobs, J.B.1
-
28
-
-
0003267816
-
Personal trust in the large businesses in Taiwan: A traditional foundation for contemporary economic activities
-
Cary Hamilton, ed. Hong Kong: Centre of Asian Studies, University of Hong Kong
-
Kao, Chen-shu (1991), "Personal Trust in the Large Businesses in Taiwan: A Traditional Foundation for Contemporary Economic Activities," in Business Networks and Economic Development in East and Southeast Asia, Cary Hamilton, ed. Hong Kong: Centre of Asian Studies, University of Hong Kong, 66-76.
-
(1991)
Business Networks and Economic Development in East and Southeast Asia
, pp. 66-76
-
-
Kao, C.-S.1
-
31
-
-
0004512426
-
-
Durham, NC: Duke University Press
-
Kipnis, Andrew B. (1997), Producing Guanxi. Durham, NC: Duke University Press.
-
(1997)
Producing Guanxi
-
-
Kipnis, A.B.1
-
32
-
-
0002695530
-
Trust in relationships: A model of development and decline
-
Barbara B. Bunder and Jeffrey Z. Rubin, eds. San Francisco: Jossey-Bass
-
Lewicki, Roy J. and Barbara B. Bunker (1995), "Trust in Relationships: A Model of Development and Decline," in Conflict, Cooperation, and Justice, Barbara B. Bunder and Jeffrey Z. Rubin, eds. San Francisco: Jossey-Bass.
-
(1995)
Conflict, Cooperation, and Justice
-
-
Lewicki, R.J.1
Bunker, B.B.2
-
33
-
-
84963063075
-
Trust as a social reality
-
Lewis, J.D. and A. Weigert (1985), "Trust as a Social Reality," Social Forces, 63 (4), 967-85.
-
(1985)
Social Forces
, vol.63
, Issue.4
, pp. 967-985
-
-
Lewis, J.D.1
Weigert, A.2
-
34
-
-
0001204380
-
Trust development, the GRIT proposal and the effects of conciliatory acts on conflict and cooperation
-
Lindskold, Svenn (1978), "Trust Development, the GRIT Proposal and the Effects of Conciliatory Acts on Conflict and Cooperation," Psychological Bulletin, 85 (4), 772-93.
-
(1978)
Psychological Bulletin
, vol.85
, Issue.4
, pp. 772-793
-
-
Lindskold, S.1
-
36
-
-
0033471933
-
Guanxi versus the market: Ethics and efficiency
-
Lovett, S., L.C. Simmons, and R. Kali (1999), "Guanxi Versus the Market: Ethics and Efficiency," Journal of International Business Studies, 30 (2), 231-48.
-
(1999)
Journal of International Business Studies
, vol.30
, Issue.2
, pp. 231-248
-
-
Lovett, S.1
Simmons, L.C.2
Kali, R.3
-
37
-
-
0003052062
-
Methodological issues in cross-cultural marketing research: A state-of-the-art review
-
Malhotra, Naresh K., James Agarwal, and Mark Peterson (1996), "Methodological Issues in Cross-Cultural Marketing Research: A State-of-the-Art Review," International Marketing Review, 13 (5), 7-43.
-
(1996)
International Marketing Review
, vol.13
, Issue.5
, pp. 7-43
-
-
Malhotra, N.K.1
Agarwal, J.2
Peterson, M.3
-
38
-
-
0037981779
-
Affect- And cognition-based trust as foundations for interpersonal cooperation in organizations
-
McAllister, Daniel J. (1995), "Affect- and Cognition-Based Trust as Foundations for Interpersonal Cooperation in Organizations," Academy of Management Journal, 38 (1), 24-59.
-
(1995)
Academy of Management Journal
, vol.38
, Issue.1
, pp. 24-59
-
-
McAllister, D.J.1
-
39
-
-
68449101160
-
Using trust transference as a persuasion technique: An empirical field investigation
-
Milliman Ronald E. and Douglas L. Fugate (1988), "Using Trust Transference as a Persuasion Technique: An Empirical Field Investigation," Journal of Personal Selling & Sales Management, 8 (2), 1-7.
-
(1988)
Journal of Personal Selling & Sales Management
, vol.8
, Issue.2
, pp. 1-7
-
-
Milliman Ronald, E.1
Fugate, D.L.2
-
40
-
-
0039656230
-
Factors affecting trust in market research relationships
-
Moorman, Christine, Rohit Deshpandé, and Gerald Zaltman (1993), "Factors Affecting Trust in Market Research Relationships," Journal of Marketing, 57 (January), 81-101.
-
(1993)
Journal of Marketing
, vol.57
, Issue.JANUARY
, pp. 81-101
-
-
Moorman, C.1
Deshpandé, R.2
Zaltman, G.3
-
41
-
-
21344475322
-
The commitment-trust theory of relationship marketing
-
Morgan, Robert M. and Shelby D. Hunt (1994), "The Commitment-Trust Theory of Relationship Marketing," Journal of Marketing, 58 (July), 20-38.
-
(1994)
Journal of Marketing
, vol.58
, Issue.JULY
, pp. 20-38
-
-
Morgan, R.M.1
Hunt, S.D.2
-
42
-
-
0003116555
-
Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships
-
Noordewier, Thomas G., George John, and John R. Nevin (1990), "Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships," Journal of Marketing, 54 (October), 80-94.
-
(1990)
Journal of Marketing
, vol.54
, Issue.OCTOBER
, pp. 80-94
-
-
Noordewier, T.G.1
John, G.2
Nevin, J.R.3
-
43
-
-
0012369006
-
Guanxi and organizational dynamics: Organizational networking in chinese firms
-
Park, Seung Ho and Yadong Luo (2001), "Guanxi and Organizational Dynamics: Organizational Networking in Chinese Firms," Strategic Management Journal, 22 (May), 455-77.
-
(2001)
Strategic Management Journal
, vol.22
, Issue.MAY
, pp. 455-477
-
-
Park, S.H.1
Luo, Y.2
-
44
-
-
2442454406
-
Kinship networks and entrepreneurs in china's transitional economy
-
Peng, Yusheng (2004), "Kinship Networks and Entrepreneurs in China's Transitional Economy," The American Journal of Sociology, 109 (5), 1047-1074.
-
(2004)
The American Journal of Sociology
, vol.109
, Issue.5
, pp. 1047-1074
-
-
Peng, Y.1
-
46
-
-
0002250435
-
Weak organizations and strong linkages: Managerial ideology and chinese family business networks
-
Cary Hamilton, ed. Hong Kong: Centre of Asian Studies, University of Hong Kong
-
_ (1991), "Weak Organizations and Strong Linkages: Managerial Ideology and Chinese Family Business Networks," in Business Networks and Economic Development in East and Southeast Asia, Cary Hamilton, ed. Hong Kong: Centre of Asian Studies, University of Hong Kong, 30-47.
-
(1991)
Business Networks and Economic Development in East and Southeast Asia
, pp. 30-47
-
-
-
47
-
-
79960964694
-
The role of 'Face' in the organizational perceptions of chinese managers
-
_ and Michael Ng (1982), "The Role of 'Face' in the Organizational Perceptions of Chinese Managers," Organization Studies, 3 (3), 201-219.
-
(1982)
Organization Studies
, vol.3
, Issue.3
, pp. 201-219
-
-
Ng, M.1
-
48
-
-
0001215541
-
The psychology of chinese organizational behavior
-
Michael H. Bond, ed. Hong Kong: Oxford University Press
-
_ and Gilbert Y.Y. Wong (1986), "The Psychology of Chinese Organizational Behavior," in The Psychology of the Chinese People, Michael H. Bond, ed. Hong Kong: Oxford University Press, 267-95.
-
(1986)
The Psychology of the Chinese People
, pp. 267-295
-
-
Wong, G.Y.Y.1
-
49
-
-
0002663321
-
Gaining customer trust: A conceptual guide for the salesperson
-
Swan, John E. and Johannah Jones Nolan (1985), "Gaining Customer Trust: A Conceptual Guide for the Salesperson," Journal of Personal Selling & Sales Management, 5 (2), 39-48.
-
(1985)
Journal of Personal Selling & Sales Management
, vol.5
, Issue.2
, pp. 39-48
-
-
Swan, J.E.1
Nolan, J.J.2
-
50
-
-
0347504458
-
Guanxi bases, xinyong and chinese business networks
-
Tong, Chee Kiong and Young Pit Kee (1998), "Guanxi Bases, Xinyong and Chinese Business Networks," British Journal of Sociology, 19 (March), 75-96.
-
(1998)
British Journal of Sociology
, vol.19
, Issue.MARCH
, pp. 75-96
-
-
Tong, C.K.1
Kee, Y.P.2
-
51
-
-
20444397456
-
Can guanxi be a source of sustained competitive advantage for doing business in China?
-
Tsang, Eric W.K. (1998), "Can Guanxi Be a Source of Sustained Competitive Advantage for Doing Business in China?" Academy of Management Executive, 12 (2), 64-73.
-
(1998)
Academy of Management Executive
, vol.12
, Issue.2
, pp. 64-73
-
-
Tsang, E.W.K.1
-
52
-
-
0002025287
-
Achieving business success in confucian societies: The importance of guanxi (connections)
-
Tung, Rosalie L. and I.Y.M. Yeung (1996), "Achieving Business Success in Confucian Societies: The Importance of Guanxi (Connections)," Organizational Dynamics, 25 (2), 54-65.
-
(1996)
Organizational Dynamics
, vol.25
, Issue.2
, pp. 54-65
-
-
Tung, R.L.1
Yeung, I.Y.M.2
-
54
-
-
0041385347
-
The changing role of marketing in the corporation
-
Webster, Frederick E., Jr. (1992), "The Changing Role of Marketing in the Corporation," Journal of Marketing, 56 (October), 1-17.
-
(1992)
Journal of Marketing
, vol.56
, Issue.OCTOBER
, pp. 1-17
-
-
Webster Jr., F.E.1
-
55
-
-
21844507233
-
Relationship marketing and distribution channels
-
Weitz, Barton A. and Sandy D. Jap (1995), "Relationship Marketing and Distribution Channels," Journal of the Academy of Marketing Science, 23 (Fall), 305-320.
-
(1995)
Journal of the Academy of Marketing Science
, vol.23
, Issue.FALL
, pp. 305-320
-
-
Weitz, B.A.1
Jap, S.D.2
-
56
-
-
77951511906
-
An integrated model of buyer-seller relationships
-
Wilson, David T. (1995), "An Integrated Model of Buyer-Seller Relationships," Journal of the Academy of Marketing Science, 23 (Fall), 335-45.
-
(1995)
Journal of the Academy of Marketing Science
, vol.23
, Issue.FALL
, pp. 335-345
-
-
Wilson, D.T.1
-
58
-
-
0000781020
-
Partial least squares
-
S. Kots and N.L. Johnson, eds. New York: John Wiley & Sons
-
Wold, H. (1986), "Partial Least Squares," in Encyclopedia of Statistical Sciences, Vol. 6, S. Kots and N.L. Johnson, eds. New York: John Wiley & Sons, 581-91.
-
(1986)
Encyclopedia of Statistical Sciences
, vol.6
, pp. 581-591
-
-
Wold, H.1
-
60
-
-
0002116850
-
The production of trust: Institutional sources of economic structure, 1840-1920
-
B.M. Staw and L.L. Cummings, eds. Greenwich, CT: JAI Press
-
Zucker, L.G. (1986), "The Production of Trust: Institutional Sources of Economic Structure, 1840-1920," in Research in Organizational Behavior, Vol. 8, B.M. Staw and L.L. Cummings, eds. Greenwich, CT: JAI Press, 55-111.
-
(1986)
Research in Organizational Behavior
, vol.8
, pp. 55-111
-
-
Zucker, L.G.1
|