کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
1028519 | 942307 | 2009 | 14 صفحه PDF | دانلود رایگان |
![عکس صفحه اول مقاله: Building trust in US–Japanese business relationships: Mediating role of cultural sensitivity Building trust in US–Japanese business relationships: Mediating role of cultural sensitivity](/preview/png/1028519.png)
While evidence suggests trust plays a fundamental role in maintaining successful buyer–seller relationships in Japan, little is known conceptually as to how foreign sellers can best develop trust in the minds of their Japanese customers. In this research, we develop and test a multi-component model of US seller actions that manifest key trust-building processes (intentionality- and capability-processes) which sellers find effective in building trust with their Japanese buyers. In this unique cultural context, theory suggests trust develops when sellers demonstrate benevolent intentions toward the buyer and exhibit a strong capability to fulfill business promises. An analysis of 181 US sellers in Japan demonstrates that a combination of trust-building efforts is recognized as being critical in seller attempts to develop and sustain trust on the part of their Japanese customers. Importantly, cultural sensitivity mediates the impact of intentionality-based practices on buyer trust, while capability-based activities directly influence trust.
Journal: Industrial Marketing Management - Volume 38, Issue 3, April 2009, Pages 239–252