Emotions, trust and relationship development in business relationships: A conceptual model for buyer-seller dyads
Emotions, trust and relationship development in business relationships: A conceptual model for buyer-seller dyads
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DOI：
10.1016/j.indmarman.2004.10.010
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发表时间：
2006-05-01
影响因子：
10.3
通讯作者：
Kumar, Rajesh
中科院分区：
文献类型：
--
作者：
Andersen, Poul Houman;Kumar, Rajesh
现有的研究买卖双方关系的重点是发挥作用的信任塑造动态的人际互动之间的买方和卖方。虽然这无疑是一个重要的变量，在管理互动的动态，它绝不是唯一的变量。本文首先回顾了现有的文献买卖关系。情绪所起的作用是明确的。最后，人们认识到，在买卖关系中出现的情绪是在多个层面上出现的。开发了强调情绪对人际关系影响的模型和命题。说明性的情况下，用于地面的命题经验。(c)2005年爱思唯尔公司All rights reserved.
Existing research on buyer-seller relationships has focused on the role played by trust in shaping the dynamics of interpersonal interaction between the buyer and the seller. While this is undoubtedly an important variable in governing the interactional dynamics it is by no means the only variable. The paper begins by reviewing the existing literature on buyer-seller relationships. The role played by emotions is articulated. Finally, it is recognized that the emotions that emerge in a buyer-seller relationship do so at multiple levels. A model and propositions highlighting the impact of emotions on interpersonal relationships are developed. Illustrative cases are used to ground the propositions empirically. (c) 2005 Elsevier Inc. All rights reserved.