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外文摘要
引文資料
題名:
國家文化對買賣關係在信用發展的影響
書刊名:
中國行政評論
作者:
張威龍
/
林明煌
作者(外文):
Chang, Wei-lung
/
Lin, Ming-huang
出版日期:
2003
卷期:
13:1
頁次:
頁159-194
主題關鍵詞:
信用
;
國家文化
;
交易成本
;
信用發展
;
Trust
;
National culture
;
Transaction cost
;
Development of trust
原始連結:
連回原系統網址
相關次數:
被引用次數:期刊(0) 博士論文(0) 專書(0) 專書論文(0)
排除自我引用:0
共同引用:0
點閱:19
最近,有愈來愈多的學者都相信,信用能降低交易成本,增進組織間的關係及強化管理者與部屬之間的關係。同時也顯示如建立聯盟、管理與員工的雇用及進入新的市場之全球化趨勢日增。這些趨轉顯示從國家文化的觀點來看信用概念在買賣企業之間的影響實有必要。本研究以許多學門的信用相關理論為基礎,嘗試發展一確認與說明五種認知信用建立過程的架構以協助解釋在商業系絡中如何發展信用。本研究亦建立國家文化的規範與價值如何影響買賣公司之間的信用發展過程之命題及討論理論與實務應用的涵義。
以文找文
Recently, increasing researchers from a variety of business disciplines are finding that trust can lower transaction costs, facilitate inter-organizational relationships, and enhance manager-subordinate relationships. At the same time, we see a growing trend toward globalization in establishing alliances, managing and hiring employees, and entering new markets. These trends suggest a need to view the influence of between buyer-supplier relationship on concept of trust from the perspective of national culture. Drawing on theories from several disciplines, we developed a framework that identifies and describes five cognitive trust-building processes that help explain how trust develops in business contexts. We include a series of research propositions demonstrating how national culture influence buyer-supplier relationship on the trust-building processes, and we discuss implications for theory and practice.
以文找文
期刊論文
1.
Lindskold, S.(1978)。Trust Development, the GRIT Proposal, and the Effects of Conciliatory Acts on Conflict and Cooperation。Psychological Bulletin,85(4),772-793。
2.
Kelly, K.、Schine, E.(199206)。How Did Sears Blow This Gasket?。Business Week,38-39。
3.
Moorman, C.、Deshpande, R.、Zaltman, G.(1993)。Factors effecting trust in market research relationships。Journal of Marketing,57(1),81-101。
4.
Swan, J. E.、Nolan, J. J.(1985)。Gaining customer trust: A conceptual guide for the salesperson。The Journal of Personal Selling & Sales Management,5(2),39-48。
5.
Elangovan, A. R.、Shapiro, D. L.(1998)。Betrayal of Trust in Organizations。Academy of Management Review,23(3),547-566。
6.
Doney, Patricia M.、Cannon, Joseph P.、Mullen, Michael R.(1998)。Understanding the influence of national culture on the development of trust。Academy of Management Review,23(3),601-620。
7.
Bhattacharya, R.、Devinney, T. M.、Pillutla, M. M.(1998)。A Formal Model of Trust Based on Outcomes。Academy of Management Review,23(3),459-472。
8.
Lewicki, Roy J.、McAllister, Daniel J.、Bies, Robert J.(1998)。Trust and Distrust: New Relationships and Realities。Academy of Management Review,23(3),438-458。
9.
Das, T. K.、Teng, B. S.(1998)。Between Trust and Control: Developing Confidence in Partner Cooperation in Alliances。Academy of Management Review,23(3),491-512。
10.
Clark, Terry(1990)。International marketing and national character: A review and proposal for an integrative theory。The Journal of Marketing,54(4),66-79。
11.
Anderson, Erin W.、Weitz, Barton(1989)。Determinants of continuity in conventional industrial channel dyads。Marketing Science,8(4),310-323。
12.
Dwyer, F. Robert、Schurr, Paul H.、Oh, Sejo(1987)。Developing Buyer-Seller Relationships。Journal of Marketing,51(2),11-27。
13.
Kumar, Nirmalya、Scheer, Lisa K.、Steenkamp, Jan-Benedict E. M.(1995)。The Effects of Perceived Interdependence on Dealer Attitudes。Journal of Marketing Research,32(3),348-356。
14.
Crosby, Lawrence A.、Evans, Kenneth R.、Cowles, Deborah(1990)。Relationship Quality in Services Selling: An Interpersonal Influence Perspective。Journal of Marketing,54(3),68-81。
15.
Schurr, Paul H.、Ozanne, Julie L.(1985)。Influences on exchange processes: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness。Journal of Consumer Research,11(4),939-953。
16.
Doney, Patricia M.、Cannon, Joseph P.(1997)。An Examination of the nature of trust in buyer-seller relationships。Journal of Marketing,61(2),35-51。
17.
Anderson, Erin、Weitz, Barton(1992)。The use of pledges to build and sustain commitment in distribution channels。Journal of Marketing Research,29(1),18-34。
18.
Anderson, James C.、Narus, James A.(1990)。A model of distributor firm and manufacturer firm working partnerships。Journal of Marketing,54(1),42-58。
19.
Ganesan, Shankar(1994)。Determinants of long-term orientation in buyer-seller relationships。Journal of Marketing,58(2),1-19。
20.
Morgan, Robert M.、Hunt, Shelby D.(1994)。The commitment-trust theory of relationship marketing。Journal of Marketing,58(3),20-38。
21.
Shapiro, D. L.、Sheppard, B. H.、Cheraskin, L.(1992)。In Theory: Business on a Handshake。Negotiation Journal,8(4),365-377。
22.
Anderson, Erin、Lodish, Leonard、Weitz, Barton(1987)。Resource Allocation Behavior in Conventional Channels。Journal of Marketing Research,24(February),85-97。
23.
Sheppard, Blair H.、Sherman, Dana M.(1998)。The Grammars of Trust: A Model and General Implications。The Academy of Management Review,23(3),422-437。
24.
Bergen, M. E.、Rao, A. R.(1992)。Price Premium Variations as a Consequence of Buyers' Lack of Information。Journal of Consumer Research,19(3),412-423。
25.
Adkins, R. T.、Swan, J. E.(1980)。Improving the Public Acceptance of Salespeople Through Professionalism。Journal of Personal Selling & Sales Management,2,32-38。
26.
Doyle, S. X.、Roth, G. T.(1992)。Selling and Sales Management in Action: the Use of Insight Coaching to Improve Relationship Selling。Journal of Personal Selling & Sales Management,12(4),59-64。
27.
Milliman, R. E.、Fugate, D.(1988)。Using Trust Transference as a Persuasion Technique: an Empirical Field Investigation。Journal of Personal Selling & Sales Management,8,1-7。
28.
Schiller, Z.(1992)。Goodyear is Gunning Its Marketing Engine。BusinessWeek。
圖書
1.
Fukuyama, F.(1995)。Trust: The Social Values and the Creation of Prosperity。New York:Free Press。
2.
Eysenck, H. J.、Eysenck, S. B. G.(1969)。Personality structure and measurement。London:Routledge & Kegan Paul。
3.
Mcneil, I. R.(1980)。The New Social Contract。Yale University Press。
4.
Robinson, Patrick J.、Faris, Charles W.、Wind, Yoram(1967)。Industrial Buying and Creative Marketing。Boston:Allyn & Bacon。
5.
Dertouzos, Michael L.、Lester, Richard K.、Solow, Robert M.(1989)。Made in America: Regaining the Productive Edge。Cambridge, Massachusetts:The MIT Press。
6.
Cespeds, F. V.(1995)。Concurrent Marketing: Integrating Product, Sales and Service。Concurrent Marketing: Integrating Product, Sales and Service。Boston, MA。
7.
Peabody, D.(1985)。National Characteristics。National Characteristics。Cambridge, UK。
圖書論文
1.
Lewicki, R. J.、Bunker, B. B.(1995)。Trust in relationships: A model of development and decline。Conflict, cooperation, and justice: essays inspired by the work of Morton Deutsch。Jossey-Bass。
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