Development-based trust: Proposing and validating a new trust measurement model for buyer-seller relationships

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José Mauro da Costa Hernandez
Claudia Cincotto dos Santos

Abstract

This study proposes and validates a trust measurement model for buyer-seller relationships. Baptized as development-based trust, the model encompasses three dimensions of trust: calculus-based, knowledge-based and identification-based. In addition to recognizing that trust is a multidimensional construct, the model also assumes that trust can evolve to take on a different character depending on the stage of the relationship. In order to test the proposed model and compare it to the characteristic-based trust measurement model, the measure most frequently used in the buyer-seller relationship literature, data were collected from 238 clients of an IT product wholesaler. The results show that the scales are valid and reliable and the proposed development-based trust measurement model is superior to the characteristic-based trust measurement model in terms of its ability to explain certain variables of interest in buyer-seller relationships (long-term relationship orientation, information sharing, behavioral loyalty and future intentions). Implications for practice, limitations and suggestions for future studies are discussed.

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How to Cite
Hernandez, J. M. da C., & Santos, C. C. dos. (2010). Development-based trust: Proposing and validating a new trust measurement model for buyer-seller relationships. Brazilian Administration Review, 7(2), 172-197. https://doi.org/10.1590/S1807-76922010000200005
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