Bitte verwenden Sie diesen Link, um diese Publikation zu zitieren, oder auf sie als Internetquelle zu verweisen: https://hdl.handle.net/10419/111078 
Erscheinungsjahr: 
2014
Quellenangabe: 
[Journal:] jbm - Journal of Business Market Management [ISSN:] 1864-0761 [Volume:] 7 [Issue:] 4 [Publisher:] Freie Universität Berlin, Marketing-Department [Place:] Berlin [Year:] 2014 [Pages:] 420-434
Verlag: 
Freie Universität Berlin, Marketing-Department, Berlin
Zusammenfassung: 
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.
Schlagwörter: 
Perceived buyer confidence
Networks
Ex-ante contractual term specificity
Ex- post contractual term specificity
Reputation
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