In many market settings, a customer often obtains assistance from a supplier (or service provider) in order to make better-informed decisions regarding the supplier's product (or service). Because the two parties often have conflicting pecuniary incentives, customer trust and supplier...

Manufacturers and retailers often acquire market information to help guide their marketing activities. Yet this strategy has yielded mixed results. In this paper, we examine how the outcome of acquiring information is affected by the strategic interaction between channel members. We obtain...

In this chapter, we discuss when, how, and why trust and trustworthiness arise to support cooperation within and across organizations. To do so, we first define trust and trustworthiness, discuss how they can be quantified and determine key components of trusting and trustworthy behavior. In...