Active communication strategies

, 44

Advertising capabilities execution

, 126

Affective commitment

, 11

Agri-food distribution, trust in

as an antecedent to high customer loyalty

, 108–109

in B-to-B relationships

, 105–106

customer loyalty

, 107–108

data analysis

, 110–111

data collection and sample

, 110

discussion and implications

, 113–115

hypotheses

, 109

limitations and future work

, 115

measurement reliability and validity

, 111–112

measures scales

, 111

operational measures

, 110

testing hypotheses

, 112–113

Agri-food industries

, 4

Alibaba

, 45

American Chamber of Commerce

, 19–20

Antecedents

, 12–19

Attitude

, 107

Attitudinal loyalty

, 107–108

Augmenting transparency

, 94

Average variance extracted (AVE)

, 22, 111–112

Behavioral loyalty

, 108, 114

Behavioral trust

, 10

Benevolence

, 93–94, 106

Bidirectional communication flow

, 16

Bootstrapping

, 23

Brand relationships

, 8

Brazilian-American Chambers of Commerce

, 19–20

B-to-C firms

, 132

Business networks

, 1–2

Business performance

, 149

Business-to-business (B-to-B)

electronic commerce

, 1–2, 38

firms

, 132

marketing

, 1–2

relationships

, 10

service systems

, 54

trust in

, 105–106

benevolence

, 106

credibility

, 106

in industrial markets

, 105–106

interpersonal

, 91

Buyers

, 40

prediction comfort

, 14

Buyer − supplier relationships

, 2–3, 10–11, 97

Buying process

, 55–56

Calculative trusting bases

, 42–43, 47

Capabilities

, 124–126

implementation

, 149

inside-out

, 124–126

outside-in

, 124–126

spanning

, 124–126

See also Marketing capabilities and organizational contexts

C-business

, 55–56

Channel-bounding

, 139–141

Character-monitoring process

, 49

Cognitive trust

, 8, 42–43

affective commitment

, 11

antecedents

, 12–19

Brazil’s results

, 27, 28

B-to-B relationships

, 2–3

China’s results

, 26–27

communication frequency

, 16–17

conceptualizing

, 9

confidential communication

, 10

conflict resolution

, 12–16

cooperation

, 10–11

for cultural contexts

, 9–19

data analysis

, 23

measurement

, 20–21

reliability and validity

, 22

research method

, 19–23

sample and data collection

, 19–20

social bond

, 17–19

United States’ results

, 24–25

Cognitive trusting base

, 46

Collectivism

, 9

Commitment

, 9

Common method variance (CMV)

, 132–133

Communication

, 16, 40

frequency

, 2–3, 17, 21

cognitive trust

, 16–17

and trust

, 16

Competence

, 92–93

Competitive intensity

, 126–127, 139–141

Composite reliability (CR)

, 21

Confidential communication

, 9, 10, 21

Configuration, marketing capabilities and organizational contexts

, 124–127

Conflict resolutions

, 2–3, 12–16, 21

and trust relationships

, 15

Congeniality

, 17–18

Consumer needs satisfaction

, 126–127

Convergent validity

, 115

Cooperation

, 21

Coordination marketing activities

, 123

Country-level comparisons

, 19

Credibility

, 10, 106

and benevolence

, 104–105

Cross-border marketing partnerships

, 10

Cross-cultural marketing

, 8, 9

Cultural adaptation

, 9

Customer-focused firm

, 127–128, 149

Customer-linking

, 139–141

Customer loyalty

, 107–108, 113, 134

attitudinal loyalty

, 107–108

behavioral loyalty

, 108

Customer performance

, 129–130, 134

Customer relationship capabilities execution

, 126, 139–142, 148

Customer satisfaction

, 127–128, 129–130

Customer − supplier relationships

, 4, 94

Customer vulnerability

, 93

Data analysis

, 44

Decision-making

, 40

Discriminant validity

, 112

Dissatisfied customers

, 130

Distributor’s attitude

, 114

eBay

, 38–39

e-commerce

, 38–39

Electronic markets for industrial services

, 53–56

conceptual framework

, 58–67

research design

, 56–58

e-marketplaces

, 3

trust factors

, 46–47

trust in

, 39, 48–49

Equifinality

, 133

e-trust

, 3–4

Facebook

, 45

Face-to-face interactions

, 38

Firm performance

, 124, 127

Firm size

, 126–127, 131

First-order equifinality

, 133–134

Foreseeing conflicts

, 94

“Formulation-implementation dichotomy”

, 122

“Four-corner outcome analysis”

, 123–124

Guanxi development process

, 26, 29

High context (HC) cultures

, 16–17

High-involvement relationships

, 88

Hofstede’s Country Scores

, 19

Honesty

, 93, 106

Human rational behavior

, 122

Human resource management

, 147

Independent subcontractors

, 88

Individualist cultures

, 11

Industrial marketing literature

, 108

Industrial-product-service-systems (IPSS)

, 54

Industry 4.0

, 55–56

Information asymmetries

, 54–55, 62, 63–64, 89

Initial trust formation model

, 41

Inside-out capabilities

, 124–126

Institutional trusting bases

, 42–43, 46–47

Intercultural challenges

, 1–2

Interfirm relationship and trust

, 88

Internal marketing support assets

, 132–133

Inter-organizational relationships

, 91

Inter-organizational trust

, 1–2, 91, 92

Interpersonal and inter-organizational trust

benevolence

, 93–94

committed relationships

, 98

competence

, 92–93

foreseeing conflicts

, 94

honesty

, 93

integrative model of

, 96

“leap of faith”

, 98–99

limitations

, 99

origins/antecedents

, 97–98

relational signaling

, 98

transparency

, 94

trusting behaviors

, 95–97

trustworthiness and vulnerability

, 92

Interpersonal cooperation

, 89

Inter-personal relationships

, 17–18

Interpersonal trust

, 1–2, 91, 92

in business-to-business (B2B) context

, 91

Japanese managers

, 14

Japanese marketing alliances

, 10

Key mediating variable (KMV)

, 20–21

Knowledge gap

, 123

“Leap of faith”

, 98–99

Likeability

, 17–18

Likert scale

, 110

Loyalty

, 127–128

attitudinal

, 107–108

behavioral

, 108, 114

customer

, 107–108

Marketing capabilities and organizational contexts

, 123

analysis

, 133–134

bivariate correlations

, 137

competitive environment effect

, 131

configuration elements of

, 124–127

customer performance and

, 129–130

customer relationship capability execution

, 148

data

, 132–133

firm demographics effect

, 131

fuzzy-set analysis

, 136–138, 139–141, 146–148

limitation and future research avenues

, 149–150

managerial implications

, 149

marketing strategy, planned

, 146, 147–148

market performance and profit margin

, 124–131, 136–145

market share building strategies

, 145–147

and performance

, 127–128

qualitative comparative approach

, 145

satisfied customers

, 147, 148–149

set memberships, calibration of

, 134–136

structural alignment of

, 145

theoretical considerations and findings

, 145–146

Marketing execution capabilities

assessment

, 135

deployment

, 145–146

enhancement

, 143

fit with organization context

, 124–127

marketing organizations

, 127

quality

, 135–136

types

, 135–136

Marketing organizational capabilities

, 149

Marketing processes and capabilities

, 124–126

Marketing strategy

objectives

, 126

planned

, 146, 147–148

Market-oriented firm

, 149

Market performance

, 134

and profit margin

, 124–131, 136–145

Market share

, 128–129

building strategies

, 145–147

and profitability

, 128

Medium-price policy

, 128–129

Methodological pluralism

, 2

Monopoly protection

, 131

Moroccan agri-food industries

, 104–105

Multinational partnership performance

, 8

Multiple-case study approach

, 3

Natural essential oils, SMEs in

, 38–39

data collection

, 44–45

e-Marketplaces, trust in

, 48–49

initial trust formation model

, 41

research findings

, 45–48

research method

, 44–45

research SMEs, profile

, 45

theoretical framework

, 40–44

trust and e-marketplaces

, 39

trust factors

e-Marketplaces

, 46–47

entry phase

, 40

personal phase

, 47–48

trust mode, evolution

, 41–44

Neutral permutations

, 133–134

Non-linearity

, 133

Non-response bias

, 132

Non-rotated principal component analysis

, 132–133

Online market-places

, 3–4

Organizational (firm) context capabilities

, 124, 125

Organization-situational normality

, 41

Organization-structural assurance

, 41

Outside-in capabilities

, 124–126

Passive strategies

, 42–43, 46

Personality trusting base

, 42–43

Perceptions of trustworthiness

, 88, 90, 92–93, 95

Planned marketing strategy

, 122–123

Principal agent theory (PAT)

, 64

Proactive sales expansion

, 127–128

Production-oriented firms

, 131

Product quality and market share

, 129–130

Profit Impact of Market Strategies (PIMS) study

, 128

Profit margin

, 134

Profit-maximization

, 126–127

Purchases-to-sales ratio

, 128

Qualitative research methodology

, 3

Reciprocation

, 10–11

Regression method

, 23

Regrouping credibility

, 106

Relational marketing

, 104

Relational signaling

, 90–91, 92, 95, 97–98

Relational signaling theory, trust

, 90–91

Relationship-keeping

, 139–141

Relationship lifecycle

, 8, 9

Relationship marketing

, 8, 20–21, 24–25, 28–29, 65

Relationship quality

, 114

Reliability and validity tests

, 22

Reputation

, 131

Sales volume and market share

, 149

Sample distribution

, 20

Satisfaction enhancement activities

, 130

Satisfied customers

, 129, 130, 147, 148–149

Second-order equifinality

, 133–134

Self-damaging information

, 10

“Seller side” method

, 115

Seller’s trust complements

, 40

Selling

, 8

Service decision-making

, 54–55

Service marketing

, 64–65

Service-oriented businesses

, 53–54

Service society

, 53–54

Service trust

, 63–66

Service vs. production orientation

, 131

Signaling trustworthiness

, 62–63

Small and medium enterprises (SMEs)

, 38–39

data collection

, 44–45

e-Marketplaces, trust in

, 48–49

initial trust formation model

, 41

research findings

, 45–48

research method

, 44–45

research SMEs, profile

, 45

theoretical framework

, 40–44

trust and e-marketplaces

, 39

trust factors

e-Marketplaces

, 46–47

entry phase

, 40

personal phase

, 47–48

trust mode, evolution

, 41–44

Social bond

, 17–18, 21

in building buyer

, 2–3

and trust relationships

, 18

Social psychology

, 88, 93

Spanning capabilities

, 124–126

Standard Industrial Classification (SIC) codes

, 132

Standardized loadings

, 111–112

Superior business performance

, 149

Supplier’s competence

, 9

Sympathy

, 17–18

Technological turbulence

, 126–127, 131, 139–141

Temporary team workers

, 88–89

Thematic analysis

, 44

Theory of credence goods

, 63–64

Tipping-point tenet

, 133

Transparency

, 94

Trust

agri-food. See Agri-food distribution, trust in

building process

, 3, 8

and commitment relationships

, 13–14

conceptual framework and research propositions

, 92–97

and cooperation relationships

, 12

customer loyalty, determinant of

, 109

definition

, 90

in e-marketplaces

, 39

and information technology

, 38–39

interfirm relationship

, 88

in inter-organizational relationships and supply chains

, 88

levels, moderators of

, 94–95

mode, evolution

, 41–44

process

, 90–92

relational signaling theory

, 90–91

and risk

, 90

signals on websites

, 73

Trust-commitment

, 14–15

Trustee

, 92

Trust factors

, 3

e-Marketplaces

, 46–47

entry phase

, 40

personal phase

, 47–48

Trust formation model

, 41

Trust in buyer − supplier relationship

, 1–2

intercultural perspective

, 1–2

Trusting behaviors

, 92, 95–97

Trust object

certifications

, 68

customer references

, 67

employees

, 69

facilities

, 70

firm size

, 71

friends

, 69

history

, 71

legal data

, 70

produced services

, 68

publications

, 68

systems

, 70

terms

, 71

Trust-related management

, 2

Trustworthiness

, 3, 10

and vulnerability

, 92

Uncertainty avoidance (UA)

, 9

Uncertainty reduction theory (URT)

, 38–39, 40

US-Mexican alliances

, 18

US Standard Industrial Classification (SIC) codes

, 132

Value cocreation

, 54–55

Vulnerability acceptance

, 90