Journal Article10.1108/JBIM-05-2011-0061
Motivations of small firms to develop relationships with banks
Daniele Scarpi,Marco Visentin +1 more
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TL;DR: In this paper, the authors investigate what drives the decision of small non-food store retailers to develop a relationship with the bank financing them, and quantifies the extent to which a decision to develop relationship is influenced by satisfaction, trust and by two different kinds of values, namely, monadic and dyadic.
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Abstract: Purpose – This paper aims to investigate what drives the decision of small non-food store retailers to develop a relationship with the bank financing them. The analysis addresses the banking industry and quantifies the extent to which a decision to develop a relationship is influenced by satisfaction, trust and by two different kinds of values, namely, monadic and dyadic. Design/methodology/approach – The analysis is based on data collected from more than 400 small business by means of a questionnaire, and develops a structural equation model to estimate the impact of satisfaction, trust and value constructs on the intention to develop the relationship. Findings – The results show that satisfaction and trust do not exert a direct effect on the decision to develop the relationship that is directly determined by dyadic value (i.e. the comparison between the cumulated value given through time and the cumulated efforts sustained by the partner). In turn, dyadic value stems from monadic value (i.e. the self-ce...
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