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

Artikel

The aim of this paper is to study the effect of trust and commitment in customer value creation. Thus, firstly, the different value creating functions in business relationships are examined. Next, the conceptual model that connects trust and commitment with the value creating functions is proposed. At this point the causal connections of the specified structural model are studied. The empirical results reveal that distributor's commitment is a direct and positive antecedent of value creation in a relationship, understood from a functionalist perspective. With reference to the other relational variable, distributor's trust, it has an indirect effect in value creation through distributor's commitment.

Object Details

• Language: Spanisch

References and Relationships

• Bibliographic citation: Journal: Investigaciones Europeas de Dirección y Economía de la Empresa (IEDEE) ; ISSN: 1135-2523 ; Volume: 14 ; Year: 2008 ; Issue: 1 ; Pages: 177-196 ; Amsterdam: Elsevier

Classification and Topics

• Classification: Wirtschaft
• Subject: key relational variables ; value creation ; buyer-seller relationships

Contributors, Places and Time

• Event: Geistige Schöpfung
• (who): López Sánchez, J. A. ; Santos Vijande, M. L. ; Trespalacios Gutiérrez, J. A.
• Event: Veröffentlichung
• (who): Elsevier
• (where): Amsterdam
• (when): 2008

Further information

• DOI: doi:10.1016/S1135-2523(12)60018-5
• Handle: http://hdl.handle.net/10419/54451
• Last update: 10.03.2025, 11:43 AM CET