• 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>International Journal of Business and Management >Trust and Distrust in the Relationships between Construction Firms and Real Estate Agents: Empirical Evidence from Italy
【24h】

Trust and Distrust in the Relationships between Construction Firms and Real Estate Agents: Empirical Evidence from Italy

机译：对建筑公司和房地产经纪人之间关系的信任和不信任：来自意大利的经验证据

获取原文
           
页面导航
  • 摘要
  • 著录项
  • 相似文献
  • 相关主题

摘要

The aim of this research is to study the characteristics of the relationships between construction firms and real estate agents in order to understand the nature and the role of trust. In the construction industry trust plays a fundamental role as consequence of the long-lasting nature of the residential product, the big investment made in transaction specific assets, and the overlapping roles and responsibilities of the parties involved. Real estate agents are the connecting element between the firm and the market and represent a kind of intermediary between buyers and builders. Since they could assume an opportunistic behavior, in contrast with the builders’ interest, the construction firms need to keep the control over the internal or external sales force. At this end we represent, through 30 in-depth interviews to builders and agents that operate in the Italian residential market, the actors’ points of view on their relationship and on the role of trust for a good relationship with potential customers. Starting from the assumption that the main relevant theoretical dimensions of trust in this field are competence, affective and reputational trust, the research reveal a very low level of trust, both for the insufficient mutual recognition and for the scarce level of perceived transparency in the behavior of the counterpart. The builders and agents have many difficulties in their mutual relationship. There is no collaborative approach. The opportunism affects the behaviors both for the builders’ criticality in selling and for seeking a royalty on the agent’ side.
机译：这项研究的目的是研究建筑公司与房地产经纪人之间关系的特征，以了解信任的性质和作用。在建筑行业中，由于住宅产品的持久特性，对交易特定资产的大量投资以及相关方的角色和职责的重叠，信托起着至关重要的作用。房地产经纪人是企业与市场之间的连接要素，代表着购房者与建筑商之间的一种中介。由于建筑商可能会采取机会主义行为，因此与建筑商的兴趣相反，建筑公司需要保持对内部或外部销售人员的控制权。为此，我们通过对在意大利住宅市场开展业务的建筑商和代理商进行的30次深入访谈，代表了参与者关于他们之间的关系以及与潜在客户建立良好关系的信任作用的观点。从假设信任在该领域的主要相关理论维度是能力，情感和声誉信任开始，该研究表明信任水平很低，这是由于相互认可不足和行为感知的透明性不足对应的。建筑商和代理商之间的相互关系有很多困难。没有协作方法。机会主义既影响着建筑商在销售中的重要性，也影响了代理商寻求特许权使用费的行为。

著录项

相似文献

  • 外文文献
  • 中文文献
  • 专利
获取原文

客服邮箱：kefu@zhangqiaokeyan.com

京公网安备：11010802029741号 ICP备案号：京ICP备15016152号-6 六维联合信息科技 (北京) 有限公司©版权所有

  • 客服微信

  • 服务号