New Insights on Trust in Business-to-Business Relationships

A Multi-Perspective Approach

Houcine Akrout, Karine Raies, Arch G. Woodside, Houcine Akrout, Karine Raies, Arch G. Woodside

• Publisher: Emerald Publishing Limited
• Year: 2019
• Print ISBN:
  9781838670634
• eBook ISBN:
  9781838670627
• Topic: Business
• Subtopic: E-Commerce
• Index: Business

Trust plays a crucial role in all societies, particularly within the Business-to-Business context where inter-firm relationships, impelled by globalization and the extended enterprise, require a much higher degree of trust to succeed. This 26th volume of Advances in Business Marketing and Purchasing examines the value of trust within the B2B context to provide a better understanding of its importance in organizations. 

New Insights on Trust in Business-to-Business Relationships: A Multi-Perspective Approach applies different theoretical and methodological perspectives to the mechanisms and processes that promote trust between customer and supplier in contexts such as e-commerce, high involvement relationships, industrial service and international cultures. The authors identify the consistencies and distinctions of antecedents, processes, and consequences of trust in various B2B contexts and offer alternative approaches that contribute to a better understanding of the subtleties and multi-faceted nature of trust and trust-related management. 

The book provides advanced original insights on trust for researchers and practitioners working within Management, Purchasing and B2B Marketing, and offers practical tools to build lasting and successful business relationships.

Table of contents

• Front Cover
• New Insights on Trust In Business-To-Business Relationships: A Multi-Perspective Approach
• Copyright Page
• Contents
• List of Contributors
• Series Editor Foreword
• Focusing on Case Outcomes Rather than Variable Relationships
• Trust in Buyer–Supplier Relationships: Evidence from Advanced, Emerging, and Developing Markets
• A Global Examination of Cognitive Trust in Business-to-Business Relationships
• A Model to Enhance the Perceived Trustworthiness of Small and Medium Enterprises Selling Natural Essential Oils through e-M...
• Enhancing Electronic Markets for Industrial Services by Trust Features
• Interpersonal and Inter-organizational Trust in High-involvement Customer–Supplier Relationships: Antecedents, Consequences...
• Trust in Relationships with Agri-food Distribution
• Window to New Research Approaches: How Using Simon’s Scissors Cuts Perplexity in Strategy Theory, Research, and Practice
• Index