Determinants of intra‐firm trust in buyer‐seller relationships in the international travel trade

Determinants of intra‐firm trust in buyer‐seller relationships in the international travel trade Creating and sustaining trust in buyer‐seller relationships constitutes a critical strategic skill in the international travel trade. After conceptualizing the importance of trust between wholesale buyers and suppliers in a tourism context, this paper proposes a model composed of the factors that influence both the level and type of trust. Trust is an essential part of successful buyer‐supplier relationships and this model identifies and explains a number of factors known to influence supplier trust in the business‐to‐business relationship. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Contemporary Hospitality Management Emerald Publishing

Determinants of intra‐firm trust in buyer‐seller relationships in the international travel trade

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Publisher
Emerald Publishing
Copyright
Copyright © 1999 MCB UP Ltd. All rights reserved.
ISSN
0959-6119
DOI
10.1108/09596119910251020
Publisher site
See Article on Publisher Site

Abstract

Creating and sustaining trust in buyer‐seller relationships constitutes a critical strategic skill in the international travel trade. After conceptualizing the importance of trust between wholesale buyers and suppliers in a tourism context, this paper proposes a model composed of the factors that influence both the level and type of trust. Trust is an essential part of successful buyer‐supplier relationships and this model identifies and explains a number of factors known to influence supplier trust in the business‐to‐business relationship.

Journal

International Journal of Contemporary Hospitality ManagementEmerald Publishing

Published: Apr 1, 1999

Keywords: Communications; Co‐operation; Travel; Trust

References

  • The Image
    Boulding, K.E.
  • Developing buyer‐seller relationships
    Dwyer, F. R.; Schurr, P.; Oh, S.
  • International Marketing and Purchasing of Industrial Goods: An Interaction Approach

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