Affecting determinants of trust in business relationships

Piricz, Noémi

doi:10.5937/sjm13-16649

Cited by 4 publications

(4 citation statements)

References 33 publications

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“…Theoretically, the satisfaction level that connects the business to a costumer or to another business, may cause further development of a company or the opposite of it (Piricz, 2018). Nonparticipation of these components in the whole process, starting by product characteristics until the passage of that into costumers hands, causes dissatisfaction.…”

Section: Conflict Between Trading Partnersmentioning

confidence: 99%

The effect of relationship quality on contract farming: The mediating role of conflict between trading partners in Albania

Maloku¹,

Çera²,

Poleshi³

et al. 2021

Economics &Amp; Sociology

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Section: Conflict Between Trading Partnersmentioning

confidence: 99%

The effect of relationship quality on contract farming: The mediating role of conflict between trading partners in Albania

Maloku¹,

Çera²,

Poleshi³

et al. 2021

Economics &Amp; Sociology

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“…Social exchange theory is used as the main theoretical reference (Chung et al, 2016;Dutta et al, 2020;Leonidou, Aykol, Fotiadis et al, 2017;Leonidou, Aykol, Spyropoulou et al, 2017;Piricz, 2018;Sales-Baptista, 2014;Visentin and Scarpi, 2012;Zunk, 2015;. This theory focuses on the exchange of resources (material and non-material) through social interactions (Emerson, 1976) It asserts that transactional exchange alone falls short of comprehensively elucidating the behavior of parties within an exchange relationship (Cook and Emerson, 1978).…”

Section: Theoretical References Of the Articlesmentioning

confidence: 99%

Satisfaction in Business Relationships Between Companies and Dark Side Behaviour: A Literature Review

Ayala-Regalado

2023

cuad.adm.

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Buyer-seller relationships play a pivotal role in relationship marketing, as their effective management can yield significant benefits for companies. Satisfaction is the linchpin that sustains these business relationships over time, yet it can be influenced by various factors, particularly negative behaviors known as “dark side” behaviors. These behaviors encompass actions such as concealing information, opportunism, exploiting the counterparty, causing confusion, sharing customer information without consent, providing misleading information, breaching privacy, levying unjustified charges, and withholding information from customers. The primary objective of this research is to explore the link between dark-side behaviors and satisfaction in business relationships among companies. To achieve this goal, we conducted a comprehensive systematic literature review, scrutinizing 43 articles that aligned with our search criteria. After careful selection, we focused on 30 articles published between 2010 and 2023. Within these articles, we identified the prevailing theories, authors, research methodologies, and limitations, and we also unearthed promising avenues for future research. In conclusion, our findings indicate that there isn’t a singular interpretation of the term “dark side” in commercial relationships. Thus, there is a pressing need to develop tools and frameworks that can pinpoint specific manifestations of dark side behaviors, especially those driven by personal or corporate gain, regardless of the potential harm they may inflict on a business partner within a collaborative relationship.

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“…Trust is considered as an important factor in cooperation between two or more partners (Fulmer & Gelfand, 2012) including institutional trust (Alkhurshan & Rjoub, 2020;Bencsik et al, 2020;Çera, Meço, et al, 2019;Civelek et al, 2019). It is an essential determinant of a successful buyer-seller relationship (Batt, 2000;Piricz, 2018). A buyer's trust in their supplier decreases the risk associated with opportunistic behaviour, increases the buyer's confidence that short-term inequities would be resolved, and lowers transaction costs (Czernek et al, 2017).…”

Section: Literature Reviewmentioning

confidence: 99%

“…Accordingly, such change leads to the development of better relationships (i.e., high in trust and low in conflict). It is well accepted by researchers that trust plays an important role in business relationships (Franklin & Marshall, 2019;Piricz, 2018;Pirson et al, 2019;Tarí et al, 2020) by reducing transaction costs (Czernek et al, 2017;Schomaker & Bauer, 2020).…”

Section: Introductionmentioning

confidence: 99%

Exploring the association between trust and contracting in agribusiness sector: Evidence from Albania

Lushi¹,

Çera²,

Halilaj³

et al. 2021

Economics &Amp; Sociology

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This paper seeks to explore the association between trust in the main buyer and contract farming in the agribusiness sector. Despite numerous studies in this field, there is no consensus among scholars, which is the motivation behind undertaking the present study. The research is based on primary data collected through a structured survey in Albania (640 respondents) during December 2019 and January 2020. Several methods were used to examine the relationship between trust and contract farming, including factor analysis, a reliability test, and a non-parametric statistical technique. The results show that trust and contracting have a significant relationship in the context of the agribusiness sector. Moreover, the findings demonstrate that there is a positive correlation, meaning that those with a verbal or written contract exhibit higher trust than those without any prior agreement to sell the product. The scientific contribution of this study is that it presents further arguments and justifications to a controversial discussion and sheds light on a little-studied context such as Albania.

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Affecting determinants of trust in business relationships

Cited by 4 publications

References 33 publications

The effect of relationship quality on contract farming: The mediating role of conflict between trading partners in Albania

The effect of relationship quality on contract farming: The mediating role of conflict between trading partners in Albania

Satisfaction in Business Relationships Between Companies and Dark Side Behaviour: A Literature Review

Exploring the association between trust and contracting in agribusiness sector: Evidence from Albania

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