Professional Documents
Culture Documents
Determinants Trust The willingness to rely on the ability, integrity, and motivation of the company to serve the needs of the consumers. Value The ability of a selling organisation to satisfy the needs of the customer at a comparatively lower cost or higher benefit than that offered by competitors and measured in monetary, and psychological terms.
Power imbalance: ability of one partner to get the other partner to do something he or she would not normally do.
The Quality of the outcome available from the best available relationship partner
Shared technology
The degree to which one partner values the technology contributed by the other partner to the relationship.