Co-evolution of trust and dependence in customer–supplier relationships

The relational and dynamic aspects of interfirm trust and dependence produce a crucial, but insufficiently addressed, challenge for successful relationship coordination. In this paper we concentrate on this issue by examining how trust and dependence co-evolve in customer–supplier relationships. Bui...

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Published inIndustrial marketing management Vol. 37; no. 8; pp. 910 - 920
Main Authors Laaksonen, Toni, Pajunen, Kalle, Kulmala, Harri I.
Format Journal Article
LanguageEnglish
Published New York Elsevier Inc 01.11.2008
Elsevier Sequoia S.A
Subjects
Business networks
Case studies
Customers
Customer–supplier relationships
Dependence
Dependence relationships
Dynamic evolution
Organizational analysis
Organizational behavior
Studies
Supply
Trust
Vendor supplier relations
Dynamic evolution
Customer–supplier relationships
Trust
Dependence
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Summary:The relational and dynamic aspects of interfirm trust and dependence produce a crucial, but insufficiently addressed, challenge for successful relationship coordination. In this paper we concentrate on this issue by examining how trust and dependence co-evolve in customer–supplier relationships. Building on a case study, we develop propositions and a model that illustrates how interorganizational trust and dependence co-evolve through the different phases of customer–supplier relationships and how we may distinguish cooperative and trustworthy actors from those who will behave opportunistically. Theoretical and practical implications are offered.
Bibliography:ObjectType-Article-2
SourceType-Scholarly Journals-1
ObjectType-Feature-1
content type line 23
ISSN:0019-8501
1873-2062
DOI:10.1016/j.indmarman.2007.06.007