Reference entries (13)
- reference Sophisticated GC's 5-question credential-evaluation heuristic — revocability / written threshold / liability / individual vs firm / in-group survivability
- reference Rindova, Williamson, Petkova, Sever 2005 (AMJ) — reputation is bidimensional: perceived quality ("being good") vs prominence ("being known"); prominence drove price premium
- reference Expectation transfer + retention by tie strength — strong-tie referrals carry expectation specificity + active social-enrichment retention; weak-tie referrals churn at near-baseline rates
- reference Levin & Cross 2004 (Mgmt Sci) — competence- and benevolence-based trust mediate tie-strength → useful knowledge transfer; once trust is controlled for, weak ties re-emerge as valuable
- reference Granovetter 1983 (Sociological Theory) — weak-ties claim walked back; strong ties carry relational guarantees weak ties cannot, esp. for trust under uncertainty
- reference Palmatier, Dant, Grewal, Evans 2006 (JoM) — meta-analysis; seller expertise + similarity are strongest antecedents; word of mouth is the most consequential outcome
- reference Doney & Cannon 1997 (JoM) — B2B trust; salesperson trust acts only indirectly through firm trust; past performance does selection work
- reference Rozin & Royzman 2001 (PSPR) — negativity bias / negativity dominance; bad weighs more than the algebraic sum of equivalent goods
- reference Kim, Ferrin, Cooper, Dirks 2004 (JAP) — competence violations repair via apology; integrity violations repair via denial; opposite mechanisms
- reference Mayer, Davis, Schoorman 1995 (AMR) — trust = ability + benevolence + integrity; all three required; absence of any forecloses trust
- reference Shefrin & Statman 1985 (JoF) — disposition effect; narrow-framing / mental accounting of each vendor as separate account
- reference Tversky & Kahneman 1973 (Cognitive Psychology) — availability heuristic; why "once burned" is NOT just recency bias
- reference Research brief: risk aversion, loss aversion, and post-failure decision patterns in GC and trades-business decision-makers (May 2026)
