Abstract
Maintaining individualized relationships to high-valued customers becomes more and more important in increasingly globalized and transparent markets. This paper discusses the concept of trust and its relevance for retaining customers in E-commerce. A model for buyer-seller relationship development processes is applied showing that different stages of a relationship to a customer require different trust-building measures.
The original version of this chapter was revised: The copyright line was incorrect. This has been corrected. The Erratum to this chapter is available at DOI: 10.1007/978-0-387-35617-4_48
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Lange, C. (2003). The Role of Trust in the Development of Web-based Customer Relationships. In: Monteiro, J.L., Swatman, P.M.C., Tavares, L.V. (eds) Towards the Knowledge Society. IFIP — The International Federation for Information Processing, vol 105. Springer, Boston, MA. https://doi.org/10.1007/978-0-387-35617-4_9
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DOI: https://doi.org/10.1007/978-0-387-35617-4_9
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