Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/111078
Authors: 
Chao, Emmanuel
Kato, Mshumbusi Paul
Year of Publication: 
2014
Citation: 
[Journal:] jbm - Journal of Business Market Management [ISSN:] 1864-0761 [Volume:] 7 [Year:] 2014 [Issue:] 4 [Pages:] 420-434
Abstract: 
Despite the importance of confidence in business relationship, very few scholars have empirically investigated the antecedents of this concept. In line with previous literature, this paper maintains that trust and control are the key sources for confidence. We use networks and reputation as indicators for trust, and ex ante contractual efforts and ex post contractual specifications as indicators for control. All these indicators have a positive impact on confidence. Trust and control seem to supplement each other as sources for confidence.
Subjects: 
Perceived buyer confidence
Networks
Ex-ante contractual term specificity
Ex- post contractual term specificity
Reputation
Persistent Identifier of the first edition: 
Creative Commons License: 
http://creativecommons.org/licenses/by-nd/3.0/
Document Type: 
Article

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