An Examination of the Nature of Trust in Buyer–Seller Relationships
整合多学科理论，识别工业买方对供应商及其销售人员建立信任的五种认知过程，并检验信任对当前供应商选择和未来购买意向的影响。基于200多名采购经理的数据，发现信任影响未来互动，但不影响当前选择。
The authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson. These processes provide a theoretical framework used to identify antecedents of trust. The authors also examine the impact of supplier firm and salesperson trust on a buying firm's current supplier choice and future purchase intentions. The theoretical model is tested on data collected from more than 200 purchasing managers. The authors find that several variables influence the development of supplier firm and salesperson trust. Trust of the supplier firm and trust of the salesperson (operating indirectly through supplier firm trust) influence a buyer's anticipated future interaction with the supplier. However, after controlling for previous experience and supplier performance, neither trust of the selling firm nor its salesperson influence the current supplier selection decision.