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Impersonal Trust in B2B Electronic Commerce: A Process View 255 REFERENCES Akerlof, G. (1970). The market for ‘lemons’: Quality under uncertainty and the market mechanism. Quarterly Journal of Economics, August (84), 488- 500. Anderson, E. and Weitz, B. (1989). Determinants of continuity in conventional firm working partnership. Journal of Marketing, 54(1), 42-58. Arrow, K. J. (1974). The Limits of Firms, New York: Norton. Barney, J. B. and Hansen, M. H. (1994). Trustworthiness as a source of competitive advantage. Strategic Management Journal, Special Issue (15), 175-190. Beccera, M. and Gupta, A. K. (1999). Trust within the firm: Integrating the trust literature with agency theory and transaction cost economics. Public Administration Quarterly, 177-203. Bergen, M. E., Dutta, S. and Walker, Jr., O. C. (1992). Agency relationships as marketing: A review of the implications and applications of agency-related theories. Journal of Marketing, 56, 1-24. Bromiley, P. and Cummings, L. L. (1995). Transaction costs in firms with trust. In Bies, R., Sheppard, B. and Lewicki, R. (Eds.), Research on Negotiation in Firms. Greenwich, CT: JAI Press. Brynjolfsson, E. and Smith, M. D. (2000). Frictionless commerce? A comparison of Inter<strong>net</strong> and conventional retailers. Management Science, 46(4), 563- 585. Choudhury V., Hartzel, K. S. and Konsynski, B. R. (1998). Uses and consequences of electronic exchanges: An empirical investigation in the aircraft parts industry. MIS Quarterly, 471-507. Dai, Q. and Kauffman, R. J. (2000). Business models for Inter<strong>net</strong>-based eProcurement systems and B2B electronic markets: An exploratory assessment. 34 th Hawaii International Conference on Systems Science, January 2001. Dasgupta, P. (1988). Trust as a commodity. In Gambetta, D. (Ed.), Trust: Making and Breaking Cooperative Relations. New York: Basil Blackwell, Inc. Doney, P. M. and Cannon, J. P. (1997). An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, April (61), 35-51. Dwyer, F. R., Schurr, P. J. and Oh, S. (1987). Developing buyer-seller relationships. Journal of Marketing, 52(1), 21-34. Ganesan, S. (1994), Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58, 1-19. Geyskens, I., Steenkamp, J. B. and Kumar, N. (1998). Generalizations about trust in marketing channel relationships using meta-analysis. International Jour- Copyright © 2003, Idea Group Inc. Copying or distributing in print or electronic forms without written permission of Idea Group Inc. is prohibited.
256 Pavlou nal in Marketing, 15, 223-248. Granovetter, M. (1985). Economic action and social structure: The problem of embeddedness. American Journal of Sociology, 91(3), 481-510. Gulati, R. (1995). Does familiarity breed trust? The implications of repeated ties for contractual choice of alliances. Academy of Management Journal, 38, 85- 112. Heide, J. B. and John, G. (1990). Alliances in industrial purchasing, the determinants of joint action in buyer-supplier relationships. Journal of Marketing Research, 37, 24-36. Helper, S. (1991). How much has really changed between U.S. automakers and their suppliers? Sloan Management Review, Summer (32), 15-28. Jensen, M. C. and Meckling, W. H. (1976). Theory of the firm: Managerial behavior, agency costs and ownership structure. Journal of Financial Economics, 3, 305-360. Kandori, M. (1992). Social norms and community enforcement. Review of Economic Studies, 59, 63-80. Keen, P. G. W. (2000). Ensuring eTrust. Computerworld, March, 34(11), 13, 46. Lahno, B. (1995). Trust, reputation, and exit in exchange relationships. Journal of Conflict Resolution, 39(3), 495-510. Lewicki, R. J. and Bunker, B. B. (1995). Trust in relationships: A model of development and decline. In Bunker, B. B. and Rubin, J. Z. (Eds.), Conflict, Cooperation and Justice. San Francisco: Jossey-Bass. Macneil, I. R. (1980). The New Social Contract. New Haven, CT: Yale University Press. Mishra, D. P., Heide, J. B. and Cort, S. G. (1998). Information asymmetry and levels of agency relationships. Journal of Marketing Research, 35, 277- 295. Morgan, R. M. and Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, July (58), 20-38. Ouchi, W. G. (1980). Market, bureaucracies and clans. Administrative Science Quarterly, 25, 129-141. Pavlou, P. A. (2001). The role of trust in electronic commerce: Evidence from business-to-business and business-to-consumer electronic intermediaries. Working Paper, Marshall School of Business, University of Southern California. Pavlou, P. A. (2000). Building trust in B2B relationships through electronic commerce intermediaries. Working Paper, Marshall School of Business, University of Southern California. Copyright © 2003, Idea Group Inc. Copying or distributing in print or electronic forms without written permission of Idea Group Inc. is prohibited.
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Acquisition Editor: Mehdi Khosrow-P
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The Economic and Social Impacts of
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vi Preface E-commerce is not new, t
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viii the e-commerce’s experience
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x In the sixth chapter, Rick Gibson
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