Determinants of intra‐firm trust in buyer‐seller relationships in the international travel trade
- 1 April 1999
- journal article
- research article
- Published by Emerald in International Journal of Contemporary Hospitality Management
- Vol. 11 (2/3), 116-123
- https://doi.org/10.1108/09596119910251020
Abstract
Creating and sustaining trust in buyer‐seller relationships constitutes a critical strategic skill in the international travel trade. After conceptualizing the importance of trust between wholesale buyers and suppliers in a tourism context, this paper proposes a model composed of the factors that influence both the level and type of trust. Trust is an essential part of successful buyer‐supplier relationships and this model identifies and explains a number of factors known to influence supplier trust in the business‐to‐business relationship.Keywords
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