La influencia de la confianza y el compromiso sobre las funciones creadoras de valor en las relaciones comerciales entre empresas

• Autores: José Ángel López Sánchez, María Leticia Santos Vijande, Juan Antonio Trespalacios Gutiérrez
• Localización: Investigaciones europeas de dirección y economía de la empresa, ISSN 1135-2523, Vol. 14, Nº 1, 2008, págs. 177-196
• Idioma: español
• DOI: 10.1016/s1135-2523(12)60018-5
• Enlaces
  • Texto completo (pdf)
• Referencias bibliográficas
  • ANDERSON E., WEITZ B. " The use of pledges to build and sustain commitment in distribution channels". Journal of Marketing Research...
  • ANDERSON J.C., NARUS J.A. " A model of distributor firm and manufacturer firm working partnerships". Journal of Marketing 1990, 54(January):42-58.
  • ANDERSON J.C., HAKANSSON H., JOHANSON J. " Dyadic business relationships within a business network context". Journal of Marketing...
  • ARMSTRONG J.S., OVERTON T.S. " Estimating no response bias in mail surveys". Journal of Marketing Research 1977, XIV:396-402.
  • BARNEY J.B., HANSEN M.H. " Trustworthiness as a source of competitive advantage". Strategic Management Journal 1994, 15:175-190.
  • BART Y., SHANKAR V., SULTAN F., URBAN G.L. " Are the drivers and role of online trust the same for all web sites and consumer?". Journal...
  • BENTLER P.M. EQS: Structural equations program manual 1995, BMDP Statistical Software, Los Angeles, California.
  • BODDY D., MacBETH D., WAGNER B. " Implementing collaboration between organizations". Journal of Management Studies 2000, 37(7):1003-1017.
  • BOLLEN K.A. Structural equations with latent variables 1989, John Wiley & Sons, New York.
  • BRASHEAR T.G., BOLES J.S., BELLENGER D.N., BROOKS C.M. " An empirical test of trust building processes and outcomes in sales manager-salesperson...
  • BROWN J.R., LUSCH R.F., NICHOLSON C.Y. " Power and relationship commitment". Journal of Retailing 1995, 71(4):363-392.
  • CORSTJENS M., MERRIHUE J. " Optimal marketing". Harvard Business Review 2003, October:114-121.
  • DWYER F.R., SCHURR P.H., OH S. " Developing buyer-seller relationships". Journal of Marketing 1987, 51:11-27.
  • FONTENOT R.J., WILSON E.J. " Relational exchange: A review of selected models for a prediction matrix of relationship activities"....
  • FRIMAN M., GARLING T., MILLET B., MATTSSON J., JOHNSTON R. " An analysis of international business-to-business relationship based on the...
  • GANESAN S. " Determinants of long-term orientation in buyer-seller relationships". Journal of Marketing 1994, 58(April):1-19.
  • GANESAN S., MALTER A.J., RINDFLEISCH A. " Does distance still matter?". Journal of Marketing 2005, 69(October):44-60.
  • GEYSKENS I., STEENKAMP J.B., SCHEER L.K., KUMAR N. " The effects of trust and interdependence on relationship commitment". International...
  • GHOSH A.K., JOSEPH W.B., GARDNER J.T., THACH S.V. " Understanding industrial distributors' expectations of benefits from relationship...
  • GONZáLEZ S., IGLESIAS V., TRESPALACIOS J.A. " Exclusive territories and performance measures in industrial distribution channels"....
  • GUSTAFSSON A., JOHNSON M.D., ROOS I. " The effect of customer satisfaction, relationship commitment dimensions, and triggers on customer...
  • HADJIKHANI A., THILENIUS P. " The impact of horizontal and vertical connections on relationships' commitment and trust". Journal...
  • International marketing and purchasing of industrial goods 1982, John Wiley & Sons, New York. H. HAKANSSON (Ed.).
  • Industrial technological development 1987, Croom Helm, London. H. HAKANSSON (Ed.).
  • HAKSEVER C., CHAGANTI R., COOK R.G. " A model of value creation: Strategic view". Journal of Business Ethics 2004, 49:291-305.
  • HARRIS S., WHEELER C. " Enterpreneurs' relationships for internationalization". International Business Review 2005, 14:187-207.
  • HAYDUCK L.A. Structural equation modelling with LISREL 1987, John Hopkins University Press, Baltimore.
  • HOMBURGH C., KOSCHATE N., HOYER W.D. " Do satisfied customers really pay more?". Journal of Marketing 2005, 69(April):84-96.
  • KALWANI M.U., NARAYANDAS N. " Long term manufacturer supplier relationships". Journal of Marketing 1995, 59(January):1-16.
  • KIM K., FRAZIER G.L. " On distributor commitment in industrial channels of distribution". Psychology & Marketing 1997, 14(8):847-877.
  • KUMAR N. " The power of trust in manufacturer-retailer relationships". Harvard Business Review 1996, November-December:92-106.
  • KUMAR N., SCHEER L.K., STEENKAMP J.E.M. " The effects supplier fairness on vulnerable resellers". Journal of Marketing Research 1995,...
  • LAMBERT D.M., KNEMEYER A.M. " We're in this together". Harvard Business Review 2004, December:114-122.
  • LANE N., PIERCY N. " Strategic customer management: Designing a profitable future for your sales organization". European Management...
  • LAPIERRE J. " Customer perceived value in industrial contexts". Journal of Business & Industrial Marketing 2000, 15(2/3):122-140.
  • LINDGREEN A., WYNSTRA F. " Value in business markets". Industrial Marketing Management 2005, 34:732-748.
  • LINES R., SELART M., ESPEDAL B., JOHANSEN S.T. " The production of trust during organizational change". Journal of Change Management...
  • LóPEZ, S. (1999): Los acuerdos de subcontratación, Tesis Doctoral, Universidad de Oviedo.
  • LUSCH R.F., O'BRIEN M., SINDHAV B. " The critical role of trust in obtaining retailer support for a supplier's strategic organizational...
  • McALLISTER D.J. " Affect and cognition based trust as foundations for interpersonal cooperation in organizations". Academy of Management...
  • McQUISTON D.H. " A conceptual model for building and maintaining relationships between manufacturers' representatives and their principal"....
  • MEZGAR I. " Role of trust in networked production systems". Annual Reviews in Control 2003, 27:247-254.
  • MOHR J., SPEKMAN R. " Characteristics of partnership success". Strategic Management Journal 1994, 15:135-152.
  • MOLLER K. " Role of competences in creating customer value". Industrial Marketing Management 2006, 35:913-924.
  • MOORMAN C., ZALTMAN G., DESHPANDE R. " Relationships between providers and users of market research". Journal of Marketing Research...
  • MORGAN R.M., HUNT S.D. " The commitment-trust theory of relationship marketing". Journal of Marketing 1994, 58(July):20-38.
  • NIELSON C.C. " An empirical examination of the role of " closeness" in industrial buyer-seller relationships". European Journal...
  • NUNALLY, J. C. (1978): Pshycometric theory, 2a ed., New York.
  • RUPPEL C.P., HARRINGTON S.J. " The relationship of communication, ethical work climate, and trust to commitment and innovation". Journal...
  • RUYTER K., MOORMAN L., LEMMINK J. " Antecedents of commitment and trust in customer-supplier relationships in high technology markets"....
  • RYSSEL R., RITTER T., GEMUNDEN H. " The impact of information technology development on trust, commitment and value creation in business...
  • SANTOS M.L., SANZO M.J., áLVAREZ L.I., VáZQUEZ R. " Organizational learning and market orientation". Industrial Marketing Management...
  • SANZO M.J., SANTOS M.L., VáZQUEZ R., áLVAREZ L.I. " The effect of market orientation on buyer-seller relationship satisfaction". Industrial...
  • SIMONIN B.L. " The importance of collaborative know-how". Academy of Management Journal 1997, 40:1150-1174.
  • SINGH J., JAYANTI R.K., KILGORE J.E., AGARWAL K., GANDARVAKOTTAI R.R. " What goes around comes around". Journal of Public Policy &...
  • SIRDESHMUKH D., SINGH J., SABOL B. " Consumer trust, value, and loyalty in relational exchanges". Journal of Marketing 2002, 66(January):15-37.
  • SPILLAN J., PARNELL J. " Market resources and firm performance among SMEs". European Management Journal 2006, 24:236-245.
  • TRESPALACIOS J.A., VáZQUEZ R., BELLO L. Investigación de mercados 2005, Thomson-Paraninfo, Madrid.
  • TURNBULL P.W. " Britmet. A marketing case study of a large producer of special steel products". International Marketing and Purchasing...
  • ULAGA W. " Customer value in business markets". Industrial Marketing Management 2001, 30:315-319.
  • ULAGA W., EGGERT A. " Relationship value in business markets". Journal of Business to Business Marketing 2005, 12(1):73-99.
  • ULAGA W., EGGERT A. " Relationship value and relationship quality". European Journal of Marketing 2006, 40(3/4):311-327.
  • VáZQUEZ R., SANTOS M.L., SANZO M.J. Estrategias de marketing para mercados industriales. Producto y distribución 1998, Civitas, Madrid.
  • WALTER A., RITTER T. " The influence of adaptations, trust, and commitment on value-creating functions of customer relationships"....
  • WALTER A., RITTER T., GEMUNDEN H.G. " Value creation in buyer seller relationships". Industrial Marketing Management 2001, 30:365-377.
  • WALTER A., MULLER T.A., HELFERT G., RITTER T. " Functions of industrial supplier relationships and their impact on relationship quality"....
  • WILLIAMS M. " In whom we trust: Group membership as an effective context for trust development". Academy of Management Review 2001,...
  • WONG A., TJOSVOLD D., ZHANG P. " Developing relationships in strategic alliances". Industrial Marketing Management 2005, 34:722-731.