Trust in Market Relationships
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Trust in Market Relationships

Sandro Castaldo

Trust in Market Relationships illustrates that the importance of trust in a commercial arena has intensified as markets have become more complex. As business relationships become ever critical for a firm’s economic results in highly competitive markets, and trust represents the basic platform for the development of successful long-term collaborations.
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Appendix B: Trust Scales

Sandro Castaldo

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APPENDIX B Authors Swan et al. TRUST SCALES Year Cronbach’s Definition Alpha 1988 ␣ϭ0.86 1. 2. 2. 2. 2. 2. 3. 2. 2. 4. 5. 2. 6. 7. 8. If salesperson gave me a compliment I would question if salesperson really meant what was said I could rely on salesperson to mail an important letter for me if I couldn’t get to the post office I would be able to confide in salesperson and know that he/she would want to listen I would expect this salesperson to play fair I am not sure that trusting this salesperson would be a good idea* I have a good reason to trust this salesperson I have doubts about trusting this salesperson I feel I can completely trust this salesperson Anderson and Narus 1990 Distributor firm side Based upon your past and present experience, how would you characterize the level of trust your firm has in its working relationship with the manufacturer? Manufacturer side Based upon your past and present experience, how would you characterize the level of trust your company has in its working relationship with the firm? Moorman et al. 1992 ␣ϭ0.84 User’s trust in researcher (new scale) 1ϭstrongly disagree; 4ϭneither agree nor disagree; 7ϭstrongly agree 1. If I or someone from my department could not be reached by our researcher, I would be willing to let my researcher make important research decisions without my involvement 2. If I or someone from my department were unable...

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