The previous chapter has clarified the understanding of terms and constructs central to this dissertation. While this is an important foundation for the analyses pursued here, the confirmatory approach of this thesis requires further theoretical foundation in order to make propositions about the relationships between the variables involved.

The purpose of chapter 3 is to select such a theoretical framework for the development of the research model in chapter 4. A theoretical foundation of this research must provide a sound explanation of the relevant drivers of trust and the effect of trust in a buyer-seller relationship. Moreover, the specific requirements of NEVs as sellers – as described in section 2.1.2 – need to be accounted for.

The chapter contains three parts. In section 3.1, the theoretical foundation of trust building is developed, while section 3.2 is concerned with the theoretical foundation of the effect of trust on purchase intentions. Finally, section 3.3 summarizes the theoretical framework applied in this dissertation.


Purchase Intention Opportunistic Behavior Trust Building Trust Production Logical Chain 
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© Gabler | GWV Fachverlage GmbH 2009

Authors and Affiliations

  • Gunnar Wiedenfels

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