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N?o preencherTrustworthiness of a Supplier: a Conceptual Model Based on Exploratory and Confirmatory Factor AnalysisPatrícia Alves, 1, Pedro Campos2 and Helena Martins31 LIAAD– INESC TEC and FEUP, UP;2 LIAAD- INESC TEC and FEP, UP;3 Escola Superior de Tecnologias da Saúde, IPPAbstractInter-organizational trust is a fundamental aspect in Economics and Management. In this work, a theoretical model of trustworthiness composed of fifteen dimensions was tested. Data was collected from firms in different industrial sectors. Results support part of the originally proposed theoretical model: exploratory factor analysis procedures revealed a different structure for the proposed model that was further developed with SEM (Structural Equation Modeling) procedures, namely confirmatory factor analysis, including second level factor analysis.Keywords: Trust, exploratory factor analysis, confirmatory factor analysis. Factors that influence the Trustworthiness of a Supplier Trust is considered essential in all relationships, including Business-to-Business (B2B) relationships (Pavlou, 2002). Although there is no consensus on a universal definition of trust, Castelfranchi and Falcone (2010) state that “in its basic sense, trust is just a mental and affective attitude or disposition towards Y involving two basic types of beliefs: evaluations and expectations”. The selection of a supplier, being a very important step for the success of the in B2B relationships, depends not only on its reputation and the costs involved, but also on its trustworthiness and other factors. The factors we found in the literature (Sako (1998), Aaker (1991), Rauyruen, Miller, (2007), Chaudhuri and Holbrook (2001), among many others), resounded in the model expressed in Figure 1.Fig. 1 – A first conceptual model of Trust based on literature reviewA Conceptual Model of Trust based on Survey data: Exploratory and Confirmatory Factor AnalysisA questionnaire was developed, based on literature review for the definition of 31 main questions, and implemented to explore which dimensions are more important in terms of trustworthiness of the suppliers in a B2B relationship. The questionnaire was sent to 5000 firms (via email) of the manufacturing industry and civil construction sectors. Response rate was about 8% (N=349 firms). Exploratory factor analysis was performed recurring to SPSS v.19. Principal components analysis (PCA) was conducted with a Varimax rotation. The analysis yielded 14 components that explain 67% of the total variance. Some items were dropped due to low communalities and saturation. With this analysis, 14 components (C1 to C14) could be extracted, leading to a new trust model. The Kaiser-Myer-Olkin (KMO) value (0.849) showed a very good sampling adequacy. Reliability was assessed using Cronbach’s alpha. All dimensions yielded values above .70 (Cortina, 1990) except for C11, C12 and C13 that were thus removed from the model. Ten of the extracted components corresponded to the originally proposed attributes (Figure 1): Brand (C2), Monitoring/Accreditation (C4), Cooperative norm (C5), Buyer-Supplier relationship duration (C6), Past and experience (C7), Specialized production (Specialization, C8), International presence (C9), Affectivity/Familiarity (C10), Deadlines fulfillment (C13), and Product’s quality (C14). The other four were named according to their respective aggregated items: “Cooperation+Integrity+Commitment” (C1), “Legal bonds + Information made available” (C3), “Market position+Specialized personnel+Benevolence” (C11), and “Supplier’s size” (C12) (see Table 3). The item quality15r (from C14) was also removed because it was worsening the component’s contribution for the model. The resulting new model (factor structure) is depicted in Figure 2.247650115570Fig. 2 – The resulting new conceptual model of Trust based on survey dataConfirmatory factor analysis was performed recurring to AMOS 20 in order to test the model obtained with the exploratory procedures. Quality indexes were used in order to quantify the goodness of fit of the model against reference models. Two absolute indexes (χ2/df and GFI), a relative index, (CFI), and an information theory based index (RMSEA) were computed. The model revealed an acceptable goodness of fit (χ2/df = 2.251); in practice, we assume that the model fit is acceptable if χ2/df is inferior to 5. The Comparative Fit Index, CFI is 0.083, which indicates some weakness in data adjustment; GFI (Goodness of Fit Index) = 0.80 revealing some quality in the goodness of fit; RMSEA (Root Mean Square Error of Approximation) = 0.06. Conclusions and further workThis work represents a first step in creating a global model for trustworthiness in business to business (B2B) relationships. Drawing from literature review, a questionnaire was developed and 31 items forming 15 theoretical dimensions were found. Results yielded that merely 11 of these dimensions were consistent with the model, confirmed by an acceptable goodness of fit of the model. As future work, we aim at conducting the questionnaire in other cultures. A differential study may be tried in order to detect the influence of the country in the trustworthiness of a supplier in inter-organizational relationships.ReferencesAaker, D. A., (1991) Managing Brand Equity: Capitalizing on the Value of a Brand Name. Free Press, New York (1991) BIBLIOGRAPHY Alves, P., Campos, P., Oliveira, E., (2012), Determinants of the trustworthiness of a supplier in a B2B relationship for Modeling Suppliers in a Virtual Enterprises’ Platform, in Collaborative Networks in the Internet of Services, IFIP Advances in Information and Communication Technology Volume 380, Springer, pp 675-686Castelfranchi, C., Falcone, R. (2010) Trust theory – A Socio-Cognitive and Computational Model. Wiley, United KingdomChaudhuri, A., Holbrook, B. M., (2001), The chain of effects from brand trust and brand affect to brand performance: The role of brand loyalty. Journal of Marketing 65 (2), 81–93Hair, J., Anderson, R., Tatham, R., Black, W. (1998), Multivariate Data Analysis with Readings, 5th Edition, Prentice HallMar?co, J. (2010), Análise de Equa??es Estruturais: Fundamentos teóricos, Software & Aplica??es, ReportNumber, Pêro Pinheiro BIBLIOGRAPHY Pavlou, P. A.(2002) Institution-based trust in interorganizational exchange relationships: the role of online B2B marketplaces on trust formation. Journal of Strategic Information Systems 11, 215-243 Rauyruen, P., Miller, K. E., (2007), Relationship quality as a predictor of B2B customer loyalty. Journal of Business Research 60, 21–31Sako, M., Helper, S. (1998): Determinants of trust in supplier relations: evidence from the automotive industry in Japan and the United States. Journal of Economic Behavior and Organization 34, 387–417 ................
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