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•We use a multi-method approach to outline and test an IoT Business-to-Business (B-to-B) marketing project in a cultural framework.•Trust in manufacturer data safety and transfer is a key enabler for IoT dyadic data exchange.•Chinese respondents’ decisions on IoT projects are dominated by guanxi rather than by technical features or long-term orientation.•Reciprocity of business relationships is important...
The evaluation of research data starts with the presentation of some general findings on the importance of CR and external trust to international purchasers in organizational relationships. Subsequently, a detailed data analysis of ten different measurement criteria is carried out and summarized in a synopsis of measurement criteria. This chapter presents an overview of the different structural models...
This chapter first gives a short overview of the C-OAR-SE procedure for scale development, followed by a detailed introduction of formative versus reflective measurement models as well as moderating and mediating effects. The requirements of the Bonferroni-Holm’s test are discussed, the development of constructs and related research questions are presented. The structural model of reputation and reputation...
This book focuses on the development and cross-cultural testing of a construct of reputation rooted in resource-based theories. No study has ever asked organizational customers to rate the importance of a supplier’s positive reputation on their buying decision. The results of the survey contribute substantially to our understanding of reputation measuring and managing. This book is the first to highlight...
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