Managing trust relationships: evidence of the purchasing perspective of agrochemical distributors

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dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorPRISCILA BORIN DE OLIVEIRA CLARO
dc.coverage.paisNão Informadopt_BR
dc.date.accessioned2022-12-17T18:54:31Z
dc.date.available2022-12-17T18:54:31Z
dc.date.issued2007
dc.description.notesTexto completopt_BR
dc.description.otherThere is an old concern among managers and scholars: how can firms develop trust? Our paper aims to review the emerging perspective of trust and propose 6 mechanisms to build it up. We develop a model containing the following mechanisms: calculative, affective, believe, embeddedness, continu ity and capability. We conducted a survey to check whether the mechanisms influence firm perform ance. The data source comprise of a sample (n=132) in the Brazilian Distribution Market of agro chemical products. Results show the impact of the first three mechanisms on firm performance. The findings highlight that, even though environment leads to suspicion and doubts, managers seek trusty relationships and try to develop it using a combination of few mechanisms to overcome difficulties and perform well.pt_BR
dc.format.extent18 p.pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5048
dc.language.isoInglêspt_BR
dc.rights.licenseO INSPER E ESTE REPOSITÓRIO NÃO DETÊM OS DIREITOS DE USO E REPRODUÇÃO DOS CONTEÚDOS AQUI REGISTRADOS. É RESPONSABILIDADE DOS USUÁRIOS INDIVIDUAIS VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITORpt_BR
dc.subject.keywordsNão informadopt_BR
dc.titleManaging trust relationships: evidence of the purchasing perspective of agrochemical distributorspt_BR
dc.typeworking paper
dspace.entity.typePublication
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeWorking Paperpt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublicationa9dfdc30-4af3-4fa9-a901-9c4417a062ed
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5

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