Trustworthiness criteria in the analytical process
| Criteria | Tactic | Implementation during this research |
|---|---|---|
| a. Credibility/internal validity | Pattern matching | Investigated patterns regarding the selling process such as demand issues, selling orientation and strategy and the returns orientation of each manufacturer |
| Explanation building | Looked for logical consistency across each interviewee and the relative firm | |
| b. Transferability/external validity | Use replication logic | Looked for literal replication and theoretical replication among cases in order to support results |
| c. Dependability/reliability | Use of interview protocol | Refined and implemented interview protocol with each interviewee |
| d. Confirmability/objectivity | Transcripts and preliminary findings were independently reviewed by the three researchers | Open-ended questions allowed the respondents to reflect on experiences |
| A high level of agreement among the researchers ensured coherence in the identification and qualification of concepts and relations | ||
| e. Integrity | Interviews were of a non-threatening nature, anonymous and professional | Participants responded and did not avoid the issues being discussed |
| Criteria | Tactic | Implementation during this research |
|---|---|---|
| a. Credibility/internal validity | Pattern matching | Investigated patterns regarding the selling process such as demand issues, selling orientation and strategy and the returns orientation of each manufacturer |
| Explanation building | Looked for logical consistency across each interviewee and the relative firm | |
| b. Transferability/external validity | Use replication logic | Looked for literal replication and theoretical replication among cases in order to support results |
| c. Dependability/reliability | Use of interview protocol | Refined and implemented interview protocol with each interviewee |
| d. Confirmability/objectivity | Transcripts and preliminary findings were independently reviewed by the three researchers | Open-ended questions allowed the respondents to reflect on experiences |
| A high level of agreement among the researchers ensured coherence in the identification and qualification of concepts and relations | ||
| e. Integrity | Interviews were of a non-threatening nature, anonymous and professional | Participants responded and did not avoid the issues being discussed |
Source(s): Own elaboration based on Lincoln and Guba (1986) and Strauss and Corbin (1998)