Role of Time in Development of Trust within Hi-Tech SME Business Relationships

View Sample PDF

Author(s): Khurram Sharif (Qatar University, Qatar)and Salaheldin Ismail Salaheldin (Helwan University, Egypt)
Copyright: 2012
Pages: 14
Source title: Successful Customer Relationship Management Programs and Technologies: Issues and Trends
Source Author(s)/Editor(s): Riyad Eid (United Arab Emirates University, UAE)
DOI: 10.4018/978-1-4666-0288-5.ch008

Keywords: Business & Management / Business Science Reference / Consumer Management / E-Business

Purchase

View Role of Time in Development of Trust within Hi-Tech SME Business Relationships on the publisher's website for pricing and purchasing information.

Abstract

This study investigated the function of time (as a moderator, determinant or quasi moderator) within hi tech Small to Medium Sized Enterprise (SME) downstream (i.e., customer) trust-based relationships. A four antecedent (i.e., competence, transaction specific investments, flexibility and coercive power) research model was developed to represent trust within the SME business-to-business (b-to-b) relationships. Time was conceptualized chronologically as duration of a relationship in years. The model was empirically tested with 117 respondents from the UK Original Equipment Manufacturing (OEM) sector. The research outcome supported a significant and positive moderating effect of time on competence to trust and flexibility to trust pathways. However, time had a negative moderating yet significant effect on the association between coercive power and trust. Correlation between Transaction Specific Investments (TSIs) and trust was significant but time showed neither moderating nor deterministic effect on the TSIs to trust link.

The IRMA Community

Research IRM

Role of Time in Development of Trust within Hi-Tech SME Business Relationships

Purchase

Abstract

Related Content

IRMA Sponsors