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