메뉴 건너뛰기




Volumn 16, Issue 7, 2002, Pages 636-655

Trust in industrial service relationships: Behavioral consequences, antecedents and the moderating effect of the duration of the relationship

Author keywords

Empirical study; Relationship marketing; Service quality; Trust

Indexed keywords


EID: 84986116799     PISSN: 08876045     EISSN: None     Source Type: Journal    
DOI: 10.1108/08876040210447351     Document Type: Article
Times cited : (113)

References (65)
  • 1
    • 84951547127 scopus 로고
    • Developing an instrument to measure customer service quality in branch banking
    • Akviran, N. (1994), “Developing an instrument to measure customer service quality in branch banking”, International Journal of Bank Marketing, Vol. 12 No. 6, pp. 10-18.
    • (1994) International Journal of Bank Marketing , vol.12 , Issue.6 , pp. 10-18
    • Akviran, N.1
  • 2
    • 84986157848 scopus 로고
    • The use of pledges to build and sustain commitment in distribution channels
    • February
    • Anderson, E. and Weitz, B. (1992), “The use of pledges to build and sustain commitment in distribution channels”, Journal of Marketing Research, Vol. 28, February, pp. 18-34.
    • (1992) Journal of Marketing Research , vol.28 , pp. 18-34
    • Anderson, E.1    Weitz, B.2
  • 3
    • 84986042807 scopus 로고
    • A model of distributor firm and manufacturing firm working partnership
    • Anderson, J. and Narus, J. (1990), “A model of distributor firm and manufacturing firm working partnership”, Journal of Marketing, Vol. 54 No. 1, pp. 42-58.
    • (1990) Journal of Marketing , vol.54 , Issue.1 , pp. 42-58
    • Anderson, J.1    Narus, J.2
  • 4
    • 0141900606 scopus 로고
    • Moderator variables: a clarification of conceptual, analytic, and psychometric issues
    • April
    • Arnold, H. (1982), “Moderator variables: a clarification of conceptual, analytic, and psychometric issues”, Organisational Behaviour and Human Performance, Vol. 29, April, pp. 143-74.
    • (1982) Organisational Behaviour and Human Performance , vol.29 , pp. 143-174
    • Arnold, H.1
  • 5
    • 84986078184 scopus 로고    scopus 로고
    • SERVQUAL revisited: a critical review of service quality
    • Asubonteng, P., McCleary, K. and Swan, J. (1996), “SERVQUAL revisited: a critical review of service quality”, The Journal of Services Marketing, Vol. 6 No. 6, pp. 62-81.
    • (1996) The Journal of Services Marketing , vol.6 , Issue.6 , pp. 62-81
    • Asubonteng, P.1    McCleary, K.2    Swan, J.3
  • 6
    • 0031231852 scopus 로고    scopus 로고
    • Marketing orientation and company performance: a comparative study of industrial vs consumer goods companies
    • Avlonitis, G. and Gounaris, S. (1997), “Marketing orientation and company performance: a comparative study of industrial vs consumer goods companies”, Industrial Marketing Management, Vol. 26 No. 5, pp. 384-402.
    • (1997) Industrial Marketing Management , vol.26 , Issue.5 , pp. 384-402
    • Avlonitis, G.1    Gounaris, S.2
  • 7
    • 0038846931 scopus 로고
    • Trust, reciprocity and social history
    • unpublished working paper, University of Minnesota, Minneapolis, MN.
    • Berg, J., Dickhaut, J. and McCabe, K. (1995), “Trust, reciprocity and social history”, unpublished working paper, University of Minnesota, Minneapolis, MN.
    • (1995)
    • Berg, J.1    Dickhaut, J.2    McCabe, K.3
  • 8
    • 85131718561 scopus 로고
    • The export behaviour of small sized Wisconin firms
    • Spring/Summer
    • Bilkey, W. (1978), “The export behaviour of small sized Wisconin firms”, Journal of International Business Studies, Vol. 8, Spring/Summer, pp. 93-8.
    • (1978) Journal of International Business Studies , vol.8 , pp. 93-98
    • Bilkey, W.1
  • 9
    • 0002866667 scopus 로고
    • Evaluating service encounters: the effects of physical surroundings and employee responses
    • April
    • Bitner, M.J. (1990), “Evaluating service encounters: the effects of physical surroundings and employee responses”, Journal of Marketing, Vol. 54, April, pp. 69-82.
    • (1990) Journal of Marketing , vol.54 , pp. 69-82
    • Bitner, M.J.1
  • 10
    • 13844284159 scopus 로고
    • Bureaus Scoren slecht op de Belangrijkste Succesfactoren
    • Week 21
    • Bochove, J. (1994), “Bureaus Scoren slecht op de Belangrijkste Succesfactoren”, Nieuwstribune, Week 21, pp. 27-36.
    • (1994) Nieuwstribune , pp. 27-36
    • Bochove, J.1
  • 11
    • 4644248151 scopus 로고
    • Organisational understanding – a basis for effective industrial marketing
    • Hart, N.A. (Ed.) 2nd ed. McGraw-Hill, London
    • Brown, M. (1984), “Organisational understanding – a basis for effective industrial marketing”, in Hart, N.A. (Ed.), The Marketing on Industrial Products, 2nd ed., McGraw-Hill, London, pp. 11-23.
    • (1984) The Marketing on Industrial Products , pp. 11-23
    • Brown, M.1
  • 12
    • 0001369142 scopus 로고
    • Test of equality between sets of coefficients in two linear regressions
    • July
    • Chow, G. (1960), “Test of equality between sets of coefficients in two linear regressions”, Econometrika, Vol. 28, July, pp. 591-605.
    • (1960) Econometrika , vol.28 , pp. 591-605
    • Chow, G.1
  • 14
    • 84986097123 scopus 로고
    • Relationship quality in services selling: an interpersonal influence perspective
    • Crosby, L., Evans, K. and Cowels, D. (1990), “Relationship quality in services selling: an interpersonal influence perspective”, Journal of Marketing, Vol. 54 No. 3, pp. 68-81.
    • (1990) Journal of Marketing , vol.54 , Issue.3 , pp. 68-81
    • Crosby, L.1    Evans, K.2    Cowels, D.3
  • 16
    • 0010792934 scopus 로고
    • A factor analysis study of criteria examined in the first-lines sales manager promotion process
    • Walker, B. et al. (Eds) AMA Educator's Conference Proceedings, Chicago, IL
    • Dubinsky, A. and Ingram, T. (1982), “A factor analysis study of criteria examined in the first-lines sales manager promotion process”, in Walker, B. et al. (Eds), An Assessment of Marketing Thought and Practice, AMA Educator's Conference Proceedings, Chicago, IL, pp. 224-7.
    • (1982) An Assessment of Marketing Thought and Practice , pp. 224-227
    • Dubinsky, A.1    Ingram, T.2
  • 17
    • 84986070897 scopus 로고
    • Determinants of long term orientation in buyer-seller relationships
    • Ganesan, S. (1994), “Determinants of long term orientation in buyer-seller relationships”, Journal of Marketing, Vol. 58 No. 2, pp. 1-19.
    • (1994) Journal of Marketing , vol.58 , Issue.2 , pp. 1-19
    • Ganesan, S.1
  • 18
    • 0442310132 scopus 로고
    • An investigation into the joint effects of trust and dependence on relationship commitment: a cross national study
    • Katholieke Universiteit, Leuven
    • Geyskens, I. and Steenkamp, J. (1994), “An investigation into the joint effects of trust and dependence on relationship commitment: a cross national study”, Onderzoeksrapport Nr. 9432 Katholieke Universiteit, Leuven.
    • (1994) Onderzoeksrapport Nr. 9432
    • Geyskens, I.1    Steenkamp, J.2
  • 19
    • 0014120054 scopus 로고
    • The contribution of studies of source credibility to a theory of interpersonal trust in the communication process
    • August
    • Giffin, K. (1967), “The contribution of studies of source credibility to a theory of interpersonal trust in the communication process”, Psychological Bulletin, Vol. 68, August, pp. 104-20.
    • (1967) Psychological Bulletin , vol.68 , pp. 104-120
    • Giffin, K.1
  • 22
    • 0002667437 scopus 로고
    • Service quality: six criteria of good perceived service quality
    • Gronroos, C. (1988), “Service quality: six criteria of good perceived service quality”, Review of Business, Vol. 9 No. 3, pp. 10-13.
    • (1988) Review of Business , vol.9 , Issue.3 , pp. 10-13
    • Gronroos, C.1
  • 24
    • 0003127884 scopus 로고
    • Towards a theory of professional services marketing
    • Gummesson, E. (1978), “Towards a theory of professional services marketing”, Industrial Marketing Management, Vol. 7 No. 2, pp. 89-95.
    • (1978) Industrial Marketing Management , vol.7 , Issue.2 , pp. 89-95
    • Gummesson, E.1
  • 25
    • 0003752813 scopus 로고
    • Exchange relationship in professional services; a study of relationship development in the advertising sector
    • Published Dissertation Project, Sarja/Series A-6, Turku School of Economics and Business Administration, Turku
    • Halinen, A. (1994), “Exchange relationship in professional services; a study of relationship development in the advertising sector”, Published Dissertation Project, Sarja/Series A-6, Turku School of Economics and Business Administration, Turku.
    • (1994)
    • Halinen, A.1
  • 28
    • 0001822783 scopus 로고
    • The marketing concept: putting the theory into practice
    • Hooley, G., Lynch, J. and Shepherd, J. (1990), “The marketing concept: putting the theory into practice”, European Journal of Marketing, Vol. 24 No. 9, pp. 7-23.
    • (1990) European Journal of Marketing , vol.24 , Issue.9 , pp. 7-23
    • Hooley, G.1    Lynch, J.2    Shepherd, J.3
  • 30
    • 0642356648 scopus 로고
    • Advertising agency/client relationships in an advanced developing country
    • Kaynak, E., Kucukemiroglu, O. and Odabasi, Y. (1994), “Advertising agency/client relationships in an advanced developing country”, European Journal of Marketing, Vol. 28 No. 1, pp. 35-55.
    • (1994) European Journal of Marketing , vol.28 , Issue.1 , pp. 35-55
    • Kaynak, E.1    Kucukemiroglu, O.2    Odabasi, Y.3
  • 31
    • 0001912271 scopus 로고
    • Effects of the supervisory behaviour: the role of individual differences among salespeople
    • Kohli, A. (1989), “Effects of the supervisory behaviour: the role of individual differences among salespeople”, Journal of Marketing, Vol. 53 No. 4, pp. 40-50.
    • (1989) Journal of Marketing , vol.53 , Issue.4 , pp. 40-50
    • Kohli, A.1
  • 33
    • 0003902676 scopus 로고    scopus 로고
    • 9th ed., Prentice-Hall, New York, NY
    • Kotler, Ph. (1997), Marketing Management, 9th ed., Prentice-Hall, New York, NY, pp. 205-6.
    • (1997) Marketing Management , pp. 205-206
    • Kotler, P.1
  • 34
    • 0038364748 scopus 로고
    • The nature and consequences of marketing channel intermediary commitment
    • working paper nr. 94-115, Marketing Science Institute, Cambridge, MA
    • Kumar, N., Hibbard, J. and Stern, L. (1994), “The nature and consequences of marketing channel intermediary commitment”, working paper nr. 94-115, Marketing Science Institute, Cambridge, MA.
    • (1994)
    • Kumar, N.1    Hibbard, J.2    Stern, L.3
  • 36
    • 84986108123 scopus 로고
    • The commitment – trust theory of relationship marketing: an extension and application to advertising agency – client relationships
    • paper reported at the AMA Educator's Conference, Summer.
    • LaBahn, D. and Kohli, C. (1995), “The commitment – trust theory of relationship marketing: an extension and application to advertising agency – client relationships”, paper reported at the AMA Educator's Conference, Summer.
    • (1995)
    • LaBahn, D.1    Kohli, C.2
  • 38
    • 0002695530 scopus 로고
    • Trust in relationships: a model of trust development and decline
    • Bunker, B. and Rubin, J. (Eds) Jossey-Bass, San Francisco, CA
    • Lewicki, R. and Bunker, B. (1995), “Trust in relationships: a model of trust development and decline”, in Bunker, B. and Rubin, J. (Eds), Conflict, Co-operation and Justice, Jossey-Bass, San Francisco, CA, pp. 133-73.
    • (1995) Conflict, Co-operation and Justice , pp. 133-173
    • Lewicki, R.1    Bunker, B.2
  • 39
    • 84986008403 scopus 로고
    • Classifying services to gain strategic marketing insights
    • Lovelock, C. (1983), “Classifying services to gain strategic marketing insights”, Journal of Marketing, Vol. 47 No. 3, pp. 9-20.
    • (1983) Journal of Marketing , vol.47 , Issue.3 , pp. 9-20
    • Lovelock, C.1
  • 40
    • 0009925685 scopus 로고
    • Initial trust formation in new organisational relationships
    • McKnight, H., Cummings, L. and Chervany, N. (1990), “Initial trust formation in new organisational relationships”, Academy of Management Review, Vol. 23 No. 3, pp. 473-90.
    • (1990) Academy of Management Review , vol.23 , Issue.3 , pp. 473-490
    • McKnight, H.1    Cummings, L.2    Chervany, N.3
  • 42
    • 76549088171 scopus 로고
    • Factors affecting trust in market research relationships
    • Moorman, C., Zaltman, G. and Deshpandé, R. (1993), “Factors affecting trust in market research relationships”, Journal of Marketing, Vol. 57 No. 1, pp. 81-101.
    • (1993) Journal of Marketing , vol.57 , Issue.1 , pp. 81-101
    • Moorman, C.1    Zaltman, G.2    Deshpandé, R.3
  • 43
    • 84986096161 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan, R.M. and Hunt, S.D. (1994), “The commitment-trust theory of relationship marketing”, Journal of Marketing, Vol. 58 No. 3, pp. 20-38.
    • (1994) Journal of Marketing , vol.58 , Issue.3 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 44
    • 84986029463 scopus 로고
    • Marketing van Diensten: Besluitrormingsprocessen bij het Kiezen van Diensten
    • Nilessen, J. (1993), “Marketing van Diensten: Besluitrormingsprocessen bij het Kiezen van Diensten”, Tijdschrift voor Marketing, Maart, pp. 14-22.
    • (1993) Tijdschrift voor Marketing, Maart , pp. 14-22
    • Nilessen, J.1
  • 45
    • 0037488926 scopus 로고
    • Industrial product class and market behaviour: a study in the French packaging market
    • Turnbull, P. and Paliwoda, S. (Eds) Croom Helm, London
    • Paliwoda, S. and Thomson, P. (1986), “Industrial product class and market behaviour: a study in the French packaging market”, in Turnbull, P. and Paliwoda, S. (Eds), Research in International Marketing, Croom Helm, London, pp. 299-326.
    • (1986) Research in International Marketing , pp. 299-326
    • Paliwoda, S.1    Thomson, P.2
  • 46
    • 0002408510 scopus 로고
    • A conceptual model of service quality and its implications for future research
    • Parasuraman, A., Zeithaml, V. and Berry, L. (1985), “A conceptual model of service quality and its implications for future research”, Journal of Marketing, Vol. 49 No. 4, pp. 41-50.
    • (1985) Journal of Marketing , vol.49 , Issue.4 , pp. 41-50
    • Parasuraman, A.1    Zeithaml, V.2    Berry, L.3
  • 47
    • 85013546284 scopus 로고
    • A conceptual model of customer satisfaction for business-to-business, professional services
    • Swartz, Bowen and Brown (Eds) JAI Press, Greenwich, CT
    • Patterson, P. (1995), “A conceptual model of customer satisfaction for business-to-business, professional services”, in Swartz, Bowen and Brown (Eds), Advances in Services Marketing and Management: Research and Practice, Vol. 4, JAI Press, Greenwich, CT, pp. 169-93.
    • (1995) Advances in Services Marketing and Management: Research and Practice , vol.4 , pp. 169-193
    • Patterson, P.1
  • 50
    • 84982906884 scopus 로고
    • Influences on exchange processes: buyer's perceptions of a seller's trustworthiness and bargaining toughness
    • March
    • Schurr, P. and Ozane, J. (1985), “Influences on exchange processes: buyer's perceptions of a seller's trustworthiness and bargaining toughness”, Journal of Consumer Research, Vol. 11, March, pp. 939-53.
    • (1985) Journal of Consumer Research , vol.11 , pp. 939-953
    • Schurr, P.1    Ozane, J.2
  • 51
    • 0002639374 scopus 로고
    • Factors associated with trust in Japanese-American joint ventures
    • Sullivan, J. and Peterson, R. (1982), “Factors associated with trust in Japanese-American joint ventures”, Management International Review, Vol. 22 No. 2, pp. 30-40.
    • (1982) Management International Review , vol.22 , Issue.2 , pp. 30-40
    • Sullivan, J.1    Peterson, R.2
  • 52
    • 0000542019 scopus 로고
    • How industrial salespeople gain customer trust
    • Swan, J., Trawick, F. and Silva, D. (1985), “How industrial salespeople gain customer trust”, Industrial Marketing Management, Vol. 14 No. 3, pp. 203-11.
    • (1985) Industrial Marketing Management , vol.14 , Issue.3 , pp. 203-211
    • Swan, J.1    Trawick, F.2    Silva, D.3
  • 53
    • 0001997876 scopus 로고
    • Managing quality in business-to-business services
    • Szmigin, I. (1993), “Managing quality in business-to-business services”, European Journal of Marketing, Vol. 27 No. 1, pp. 5-21.
    • (1993) European Journal of Marketing , vol.27 , Issue.1 , pp. 5-21
    • Szmigin, I.1
  • 54
    • 0642376931 scopus 로고
    • Developing and protecting profitable customer relations
    • Turnbull, P. and Wilson, D. (1989), “Developing and protecting profitable customer relations”, Industrial Marketing Management, Vol. 18, pp. 233-8.
    • (1989) Industrial Marketing Management , vol.18 , pp. 233-238
    • Turnbull, P.1    Wilson, D.2
  • 57
    • 13844299928 scopus 로고
    • Creating and managing buyer-seller relationships
    • Institute for the Study of Business Markets, Pennsylvania State University, University Park, PA
    • Wilson, D. (1990), “Creating and managing buyer-seller relationships”, Research Report No. 5, Institute for the Study of Business Markets, Pennsylvania State University, University Park, PA.
    • (1990) Research Report No. 5
    • Wilson, D.1
  • 58
    • 0039817634 scopus 로고
    • Modelling and measuring buyer-seller relationships
    • Institute for the Study of Business Markets, Pennsylvania State University, University Park, PA
    • Wilson, D. and Mummalaneni, V. (1988), “Modelling and measuring buyer-seller relationships”, Research Report No. 3, Institute for the Study of Business Markets, Pennsylvania State University, University Park, PA.
    • (1988) Research Report No. 3
    • Wilson, D.1    Mummalaneni, V.2
  • 59
    • 0010702573 scopus 로고
    • Modelling customer retention as a relationship problem
    • Institute for the Study of Business-to-Business Markets, Pennsylvania State University, University Park, PA
    • Wilson, D., Soni, P. and O’Keeffe, M. (1995), “Modelling customer retention as a relationship problem”, Research Report No. 13, Institute for the Study of Business-to-Business Markets, Pennsylvania State University, University Park, PA.
    • (1995) Research Report No. 13
    • Wilson, D.1    Soni, P.2    O’Keeffe, M.3
  • 60
    • 0002477135 scopus 로고
    • Developing an interactive approach to the marketing of professional services
    • Ford, D. (Ed.) Sage Publications, London
    • Yorke, D. (1990), “Developing an interactive approach to the marketing of professional services”, in Ford, D. (Ed.), Interaction, Relationships, Networks, Sage Publications, London, pp. 346-58.
    • (1990) Interaction, Relationships, Networks , pp. 346-358
    • Yorke, D.1
  • 61
    • 84986106981 scopus 로고
    • Determinants of continuity in conventional industrial channels dyads
    • Fall
    • Anderson, E. and Weitz, B. (1990), “Determinants of continuity in conventional industrial channels dyads”, Marketing Science, Vol. 8, Fall, pp. 310-23.
    • (1990) Marketing Science , vol.8 , pp. 310-323
    • Anderson, E.1    Weitz, B.2
  • 62
    • 0000013275 scopus 로고
    • Effects of relationship marketing on satisfaction, retention, and prices in the life insurance industry
    • November
    • Crosby, L. and Stephens, N. (1987), “Effects of relationship marketing on satisfaction, retention, and prices in the life insurance industry”, Journal of Marketing Research, Vol. 24, November, pp. 404-11.
    • (1987) Journal of Marketing Research , vol.24 , pp. 404-411
    • Crosby, L.1    Stephens, N.2
  • 64
    • 0012291133 scopus 로고
    • The sinister attribution error: paranoid cognition and collective distrust in organisations
    • Kramer, R. (1994), “The sinister attribution error: paranoid cognition and collective distrust in organisations”, Motivation and Emotions, Vol. 18, pp. 199-230.
    • (1994) Motivation and Emotions , vol.18 , pp. 199-230
    • Kramer, R.1
  • 65
    • 0002626642 scopus 로고
    • Bonding and commitment in buyer-seller relationships: a preliminary conceptualisation
    • Wilson, D. and Mummalaneni, V. (1986), “Bonding and commitment in buyer-seller relationships: a preliminary conceptualisation”, Industrial Marketing Management, Vol. 1 No. 3, pp. 44-58.
    • (1986) Industrial Marketing Management , vol.1 , Issue.3 , pp. 44-58
    • Wilson, D.1    Mummalaneni, V.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.