The antecedents of trust and relational commitment

Detalhes bibliográficos
Autor(a) principal: Marques, Alzira
Data de Publicação: 2007
Outros Autores: Coelho, Arnaldo
Tipo de documento: Artigo
Idioma: por
eng
spa
Título da fonte: Revista Brasileira de Gestão de Negócios (Online)
Texto Completo: https://rbgn.fecap.br/RBGN/article/view/13
Resumo: In the relationship marketing field, especially on the buyer-seller relationship, the commitment has been object of an impressive body of literature, on both conceptual and empirical way. However, most of it is focused on customer behavior and little attention has been given to the seller perspective about trust and commitment. Based on a sample of 192 private Portuguese companies, this study aims to show the impact of trust and relational value on commitment, evaluated in terms of continuity of the relation. Results show that only trust has a direct effect on commitment, explaining 31,5% of its variance. Relational value explains 19,4% of the variance of trust in the customers’ integrity and reliability , so it can influence commitment in an indirect way. Key-words: Relationship marketing. Commitment. Trust. Relational value.
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spelling The antecedents of trust and relational commitmentLos Antecedentes de la Confianza y del Compromiso RelacionalOs Antecedentes da Confiança e do Compromisso RelacionalRelationship marketing. Commitment. Trust. Relational value.Marketing relacional. Compromiso. Confianza. Valor relacional.Marketing relacional. Compromisso. Confiança. Valor relacional.In the relationship marketing field, especially on the buyer-seller relationship, the commitment has been object of an impressive body of literature, on both conceptual and empirical way. However, most of it is focused on customer behavior and little attention has been given to the seller perspective about trust and commitment. Based on a sample of 192 private Portuguese companies, this study aims to show the impact of trust and relational value on commitment, evaluated in terms of continuity of the relation. Results show that only trust has a direct effect on commitment, explaining 31,5% of its variance. Relational value explains 19,4% of the variance of trust in the customers’ integrity and reliability , so it can influence commitment in an indirect way. Key-words: Relationship marketing. Commitment. Trust. Relational value.En el ámbito del marketing relacional, especialmente de las relaciones cliente- proveedor, la confianza y el compromiso han sido objeto de numerosos estudios de naturaleza conceptual y empírica. En general en estos estudios, la unidad de análisis son los clientes y si desde esa perspectiva, se conocen razonablemente los determinantes de la confianza y del compromiso, desde la perspectiva del proveedor poco se sabe sobre el tema. Por eso, este estudio tiene el propósito de averiguar si la confianza de los proveedores en los clientes y el valor relacional influyen en el compromiso, evaluado en términos de continuidad de la relación. Así, basado en un muestreo de 192 empresas industriales portuguesas privadas, se verificó que solamente la confianza en los clientes tiene un efecto directo en el compromiso, lo que explica  el 31,5% de su variación. El valor relacional explica el 19,4% de la variación de la confianza en la integridad y fiabilidad de los clientes, por lo que es probable que indirectamente influya el compromiso.Palabras clave: Marketing relacional. Compromiso. Confianza. Valor relacional.No âmbito do marketing relacional, especialmente das relações cliente-fornecedor, a confiança e o compromisso têm sido alvos de inúmeros estudos de natureza conceptual e empírica. Todavia, esses estudos, regra geral, têm como unidade de análise os clientes e, se nessa perspectiva se conhecem razoavelmente os determinantes da confiança e do compromisso, na perspectiva do fornecedor pouco se sabe sobre o assunto. Por isso, no sentido de colmatar essa lacuna, este estudo visa averiguar se a confiança dos fornecedores nos clientes e o valor relacional influenciam o compromisso, avaliado em termos da continuidade do relacionamento. Assim, com base numa amostra de 192 empresas industriais privadas portuguesas, verificou-se que somente a confiança nos clientes tem um efeito directo no compromisso, explicando 31,5% da sua variação. O valor relacional explica 19,4% da variação da confiança na integridade e fiabilidade dos clientes, pelo que é provável que indiretamente influencie o compromisso. Palavras-chave: Marketing relacional. Compromisso. Confiança. Valor relacional.FECAP2007-07-19info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionAvaliado por paresapplication/pdfapplication/pdfapplication/pdfhttps://rbgn.fecap.br/RBGN/article/view/1310.7819/rbgn.v6i14.13Review of Business Management; Vol. 6 No. 14 (2004); 67-75RBGN Revista Brasileira de Gestão de Negócios; Vol. 6 Núm. 14 (2004); 67-75RBGN - Revista Brasileira de Gestão de Negócios; v. 6 n. 14 (2004); 67-751983-08071806-4892reponame:Revista Brasileira de Gestão de Negócios (Online)instname:Fundação Escola de Comércio Álvares Penteado (FECAP)instacron:FECAPporengspahttps://rbgn.fecap.br/RBGN/article/view/13/13https://rbgn.fecap.br/RBGN/article/view/13/357https://rbgn.fecap.br/RBGN/article/view/13/358Copyright (c) 2014 Review of Business Managementinfo:eu-repo/semantics/openAccessMarques, AlziraCoelho, Arnaldo2008-12-10T13:53:38Zoai:ojs.emnuvens.com.br:article/13Revistahttp://rbgn.fecap.br/RBGN/indexhttps://rbgn.fecap.br/RBGN/oai||jmauricio@fecap.br1983-08071806-4892opendoar:2008-12-10T13:53:38Revista Brasileira de Gestão de Negócios (Online) - Fundação Escola de Comércio Álvares Penteado (FECAP)false
dc.title.none.fl_str_mv The antecedents of trust and relational commitment
Los Antecedentes de la Confianza y del Compromiso Relacional
Os Antecedentes da Confiança e do Compromisso Relacional
title The antecedents of trust and relational commitment
spellingShingle The antecedents of trust and relational commitment
Marques, Alzira
Relationship marketing. Commitment. Trust. Relational value.
Marketing relacional. Compromiso. Confianza. Valor relacional.
Marketing relacional. Compromisso. Confiança. Valor relacional.
title_short The antecedents of trust and relational commitment
title_full The antecedents of trust and relational commitment
title_fullStr The antecedents of trust and relational commitment
title_full_unstemmed The antecedents of trust and relational commitment
title_sort The antecedents of trust and relational commitment
author Marques, Alzira
author_facet Marques, Alzira
Coelho, Arnaldo
author_role author
author2 Coelho, Arnaldo
author2_role author
dc.contributor.author.fl_str_mv Marques, Alzira
Coelho, Arnaldo
dc.subject.por.fl_str_mv Relationship marketing. Commitment. Trust. Relational value.
Marketing relacional. Compromiso. Confianza. Valor relacional.
Marketing relacional. Compromisso. Confiança. Valor relacional.
topic Relationship marketing. Commitment. Trust. Relational value.
Marketing relacional. Compromiso. Confianza. Valor relacional.
Marketing relacional. Compromisso. Confiança. Valor relacional.
description In the relationship marketing field, especially on the buyer-seller relationship, the commitment has been object of an impressive body of literature, on both conceptual and empirical way. However, most of it is focused on customer behavior and little attention has been given to the seller perspective about trust and commitment. Based on a sample of 192 private Portuguese companies, this study aims to show the impact of trust and relational value on commitment, evaluated in terms of continuity of the relation. Results show that only trust has a direct effect on commitment, explaining 31,5% of its variance. Relational value explains 19,4% of the variance of trust in the customers’ integrity and reliability , so it can influence commitment in an indirect way. Key-words: Relationship marketing. Commitment. Trust. Relational value.
publishDate 2007
dc.date.none.fl_str_mv 2007-07-19
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
Avaliado por pares
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dc.identifier.uri.fl_str_mv https://rbgn.fecap.br/RBGN/article/view/13
10.7819/rbgn.v6i14.13
url https://rbgn.fecap.br/RBGN/article/view/13
identifier_str_mv 10.7819/rbgn.v6i14.13
dc.language.iso.fl_str_mv por
eng
spa
language por
eng
spa
dc.relation.none.fl_str_mv https://rbgn.fecap.br/RBGN/article/view/13/13
https://rbgn.fecap.br/RBGN/article/view/13/357
https://rbgn.fecap.br/RBGN/article/view/13/358
dc.rights.driver.fl_str_mv Copyright (c) 2014 Review of Business Management
info:eu-repo/semantics/openAccess
rights_invalid_str_mv Copyright (c) 2014 Review of Business Management
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
application/pdf
application/pdf
dc.publisher.none.fl_str_mv FECAP
publisher.none.fl_str_mv FECAP
dc.source.none.fl_str_mv Review of Business Management; Vol. 6 No. 14 (2004); 67-75
RBGN Revista Brasileira de Gestão de Negócios; Vol. 6 Núm. 14 (2004); 67-75
RBGN - Revista Brasileira de Gestão de Negócios; v. 6 n. 14 (2004); 67-75
1983-0807
1806-4892
reponame:Revista Brasileira de Gestão de Negócios (Online)
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instacron:FECAP
instname_str Fundação Escola de Comércio Álvares Penteado (FECAP)
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reponame_str Revista Brasileira de Gestão de Negócios (Online)
collection Revista Brasileira de Gestão de Negócios (Online)
repository.name.fl_str_mv Revista Brasileira de Gestão de Negócios (Online) - Fundação Escola de Comércio Álvares Penteado (FECAP)
repository.mail.fl_str_mv ||jmauricio@fecap.br
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