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The present thesis studies the trust-based selling approach in different contexts such as the traditional versus online context as well as business-to-consumers versus business-to-business markets. Moreover, this study analyzes different selling approaches in the logistics industry in order to observe the primary adopted selling approach. The analysis also aims to reveal the most successful selling approaches in terms of relationship length, satisfaction of the customers and satisfaction of the salespeople. 

The literature review mainly aims to understand trust-based selling. Trust-based selling may be crucial in nowadays competitive environment. Indeed, trust has a positive impact on relationship effectiveness. Furthermore, better developed relationships with the customers likely lead to superior performance in terms of outcomes such as sales and increased business. Moreover, trust increases the scope and level of cooperative activity and therefore higher performance and satisfaction among the customers. 

An online survey was conducted in the logistics industry in order to further investigate trust-based selling as well as other selling approaches. The results reveal that the selling approach mostly practiced is trust-based selling. The findings suggest that consultative selling followed by trust-based selling might lead to a longer relationship. It is also observed that companies do not only practice a single selling approach as they present similar characteristics.

Trust-based selling --- Trust --- Relationship --- Selling approach --- Logistics --- Satisfaction --- Sciences économiques & de gestion > Marketing

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This thesis investigates how storytelling can foster trust between real estate agents and their clients, recognizing the critical nature of trust in significant financial and emotional real estate decisions. Storytelling is identified as a powerful tool for agents to establish trust, convey authenticity, create emotional connections, and communicate complex information engagingly. The research examines how storytelling, when integrated with agent attributes such as professionalism, physical attractiveness, similarity, and —which are key factors in increasing trust— influences clients' perceptions and trust levels. Through quantitative analysis, including client surveys, the study demonstrates that storytelling significantly enhances customer trust, particularly when agents prominently feature their key attributes. Mediation analysis shows that professionalism and physical attractiveness fully mediate the relationship between storytelling and trust, reinforcing their importance in the trust-building process. This thesis contributes to the broader understanding of effective communication strategies in business, advocating for storytelling as a crucial method for fostering trust in the real estate sector. By emphasizing agent attributes in narratives, real estate professionals can maximize the benefits of storytelling, enhancing client trust. While the results are promising, further research is needed to validate these findings across different contexts and ensure their generalizability.

Storytelling --- Real estate --- Trust --- Sciences économiques & de gestion > Marketing

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L’objectif de la présente contribution est de se familiariser avec une conception différente de la nôtre en ce qui concerne le droit de propriété. En effet, la vision indivisible du patrimoine présente dans notre système juridique ne fait pas l’unanimité mondiale puisque le droit anglo-saxon permet une superposition ou un dédoublement de propriété. Le trust en est une parfaite illustration et sera développé de façon approfondie dans ce travail. 
Afin de mieux comprendre cette idée, la première partie de ce travail retracera l’histoire du trust jusqu’à son régime moderne. La section historique exposera la naissance de ce phénomène incontournable. Dans celle-ci, l’origine du mécanisme anglais sera expliquée par le dualisme judiciaire opposant la Common law et l’Equity. 
Une fois cette observation faite, une analyse poussée du trust semble être de mise. Celle-ci se concentrera sur une division entre l’express trust et l’implied trust ainsi que les formes en découlant.
Pour terminer cette première partie reflétant le potentiel du trust, il paraîtra opportun d’expliquer l’utilité de cette institution dans le droit anglais actuel. A cet égard, six applications seront présentées.
La seconde partie de ce travail se concentrera sur une étude comparative. 
Dans un premier temps, un rapprochement entre le trust et les institutions de droit civil belge que sont la stipulation pour autrui, la fiducie et la fondation, sera opéré. Ensuite, c’est avec le contrat, le mandat et le dépôt anglais que des similitudes seront recherchées. 
Dans un second temps, c’est au niveau national et international que la réception du trust sera étudiée. Force sera de constater qu’il est loin d’être adopté dans tous les pays, nous considérerons alors les accommodements pris par ceux-ci pour s’en rapprocher. Enfin, nous examinerons la reconnaissance de ce mécanisme au niveau international. 
Ce travail de fin d’études se conclura sur une synthèse récapitulative des idées présentées et une réflexion estudiantine personnelle.

Trust --- Droit, criminologie & sciences politiques > Métadroit, droit romain, histoire du droit & droit comparé

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Our world is increasingly digitalised, new technologies aim to build a better world. The one of particular interest to us is Blockchain technology, which aims to revolutionise the digital world. Recently, many industries have begun to take an interest in it and the use of smart contracts. The insurance sector is the one we are interested in during this research thesis. This industry faces many challenges, including falsified claims, costs incurred by all intermediaries, and low customer satisfaction.
The Blockchain could be the solution, it allows instant, inexpensive and middleman-free transactions. But not only that, it has the potential to change the rules of the game and restore power to the people based on a mechanism of trust. This trust is no longer based on a centralising body but on a decentralised and shared system. 
This thesis aims to understand the impact of the Blockchain, the opportunities and threats that may exist. This work is based on the reading of scientific and managerial articles as well as a qualitative study carried out with the help of interviews with various experts in the field. We will see that the technology is not yet mature, there are still some challenges to be met, but more and more players are taking an interest in it and experiments are already being carried out.

Blockchain --- Insurance --- Technology --- Smart contracts --- Decentralisation --- Revolution --- Trust --- Sciences économiques & de gestion > Comptabilité & audit

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With the rise of online platforms, and especially since the coronavirus crisis, the collaborative economy is becoming more and more present in many people’s lives and might continue on this path in the years to come. This form of economy requires thus more attention and investigation to experience it in the best way. Since the transactions take place between two strangers who meet through an interface, sharing platforms require a high level of confidence. However, even though the general topic of collaborative economy has already been widely investigated, the antecedents of trust and its effects on participation remain to be developed further. Therefore, the present paper focuses on the aspect of trust, which is at the heart of any relationship between the users and the firm. Based on various past studies, this paper established a framework to explain the factors influencing providers' trust in a collaborative economy platform, and its influence on their participation. The hypotheses developed were assessed by the means of an online questionnaire with 183 participants. The findings suggest that a good reputation and the perceived security and privacy of a platform enhances providers’ trust in it. However, the familiarity, the past experience and the quality of the platform do not account for any variation of trust. The results also support the idea that trust is a powerful driver that pushes providers to participate in a collaborative economy platform. Based on the insights, this paper provides theoretical and managerial implications as well as suggestions for future research.

collaborative economy --- trust --- providers --- sharing economy --- platforms --- participation --- Sciences économiques & de gestion > Marketing