Article ID Journal Published Year Pages File Type
1027387 Industrial Marketing Management 2016 12 Pages PDF
Abstract

This study contributes to understanding the role of trust in business-to-business relationships at two different levels of operation: the inter-personal and inter-organizational levels. A nomological model was built around an overall framework consisting of three main groups of business relationship characteristics: attitudes, behaviors, and outcomes. Data collected from 331 informants in the UK was used to empirically test the model. Inter-personal trust and inter-organizational trust were found to be two distinct constructs, with the results of a structural equation analysis supporting the overall model that was developed. However, one suggested effect (the negative effect of supplier's opportunistic behavior on relationship-specific investments) was not supported. Potential explanations for this finding are introduced. The research contributions and implications are also discussed.

Related Topics
Social Sciences and Humanities Business, Management and Accounting Marketing
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