Trust and relational embeddedness: exploring a paradox of trust pattern development in key supplier relationships

Day, M., Fawcett, S. E., Fawcett, A. M. and Magnan, G. M. (2013) Trust and relational embeddedness: exploring a paradox of trust pattern development in key supplier relationships. Industrial Marketing Management, 42 (2). pp. 152-165. ISSN 0019-8501 doi: 10.1016/j.indmarman.2012.12.004

Abstract/Summary

This paper explores the role of trust as an enabler and constraint between buyers and suppliers engaged in long-term relationships. According to the relational view, cooperative strategies require trust-based mutual commitments to co-create value. However, complete pictures of the positive and negative outcomes from trust development have yet to be fully developed. In particular, trust as an originator of path dependent constraints resulting from over embeddedness is yet to be integrated into the relational view. We use a case-based methodology to explore whether trust is an optimizing phenomenon in key supplier relationships. Two cases where trust development processes demonstrate a paradox of trust-building behaviors cultivate different outcomes constraining value co-creation.

Item Type	Article
URI	https://reading-clone.eprints-hosting.org/id/eprint/31381
Item Type	Article
Refereed	Yes
Divisions	Henley Business School > International Business and Strategy
Publisher	Elsevier
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