Authors: Laaksonen, Toni; Pajunen, Kalle and Kulmala, Harri I. (2008) Download file: 'Co-evolution of trust and dependence in customer–supplier relationships'
Industrial Marketing Management, 37 (8): 910–920. Open access post-print version.
The Abstract
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.
Keywords: Customer–supplier relationships; Trust; Dependence; Dynamic evolution
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