En plus des résultats présentés, cette étude ouvre la voie à de nombreuses recherches futures qui contribueront à la compréhension de la dynamique de la confiance dans les relations acheteur-vendeur dans un contexte industriel.
Tout d’abord, il serait judicieux d’améliorer l’identification des différentes phases relationnelles et plus particulièrement celle des phases de transition entre les différents stades
relationnels. En effet, étant donné l’importance de la description de ces phases relationnelles sur la qualité de l’étude, leur définition est un des éléments majeur sur lequel doit se porter les recherches à venir. Il serait ensuite indispensable d’étendre cette recherche à d’autres antécédents et conséquences de la confiance interpersonnelle. Comme cela a été souligné dans la section consacrée aux contributions managériales, il reste à identifier et mesurer l’influence des déterminants de la confiance interpersonnelle en phase de développement de la relation.
De plus, il serait judicieux d’intégrer à cette recherche les antécédents de la confiance interorganisationnelle.
De même, d’autres conséquences, aussi bien communes à chaque type de confiance étudié que distinctes devraient être examinées dans de futures investigations.
Afin de répondre à la limite liée à la validité externe de cette étude, il serait intéressant d’appliquer la démarche méthodologique proposée à d’autres secteurs d’activité dans un contexte industriel. Le cas de la distribution de matériel de construction, eu égard à son importance constituerait un secteur particulièrement intéressant.
Enfin, il serait possible de procéder à l’étude des antécédents et conséquences des deux types de confiance dans un contexte international afin d’examiner les variables jouent le même rôle dans des contextes culturels différents.
Les voies de recherches présentées indiquent qu’il reste encore beaucoup de travail à fournir si l’on souhaite épuiser le champs d’investigation que constitue l’étude de la confiance, de ses déterminants et de ses conséquences mais la richesse des implications théoriques et managériales susceptibles d’en découler représentent autant de récompenses pour tout chercheur dont l’intérêt se portera sur ce sujet.
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