Trust of Potential Buyers in New Entrepreneurial Ventures
An Analysis of Trust Drivers, the Relevance for Purchase Intentions, and the Moderating Effect of Product or Service Qualities
(Sprache: Englisch)
Acquiring the first customers is a make-or-break challenge for new ventures. In how far does the trust of a potential future customer in a new venture influence his decision to purchase? How can an entrepreneur convey trustworthiness in order to influence...
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Acquiring the first customers is a make-or-break challenge for new ventures. In how far does the trust of a potential future customer in a new venture influence his decision to purchase? How can an entrepreneur convey trustworthiness in order to influence the decision? In his dissertation, Gunnar Wiedenfels responds to these questions with an empirical study testing a theory-based model of trust, its drivers, and its effect on purchase intentions.
Acquiring the first customers is a make-or-break challenge for new ventures. In how far does the trust of a potential future customer in a new venture influence his decision to purchase? How can an entrepreneur convey trustworthiness in order to influence the decision? Gunnar Wiedenfels responds to these questions with an empirical study testing a theory-based model of trust, its drivers, and its effect on purchase intentions. The data sample considers interesting comparisons between industries and business phases of the supplier firm. Interested practitioners will find actionable recommendations on how to present their enterprise most trustworthy to acquire new customers.
Inhaltsverzeichnis zu „Trust of Potential Buyers in New Entrepreneurial Ventures “
- Trust Model- Trust Transfer
- Purchase Intention
- Data Survey
- New Entrepreneurial Venture
- Structural Equation Model
Autoren-Porträt von Gunnar Wiedenfels
:Gunnar Wiedenfels wrote this dissertation under Prof. Malte Brettel's supervision at the WIN chair of the RWTH Aachen. He works as project manager with an international management consulting firm now.Bibliographische Angaben
- Autor: Gunnar Wiedenfels
- 2009, 2009, XXVIII, 324 Seiten, Maße: 14,8 x 21 cm, Kartoniert (TB), Englisch
- Verlag: Gabler
- ISBN-10: 3834916730
- ISBN-13: 9783834916730
- Erscheinungsdatum: 01.07.2009
Sprache:
Englisch
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