Vulnerability in business relationships: the gap between dependence and trust

Göran Svensson (Associate Professor at the School of Business and Engineering, Halmstad University, Halmstad, Sweden)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Publication date: 1 December 2004


This research focuses on the construct of perceived vulnerability, which is based on the gap between perceived trust and perceived dependence in business relationships with suppliers and customers. The outcome of this study is generated from the empirical findings of a survey in the Swedish vehicle industry. These empirical findings indicate that there is to a large extent a significant association between companies' perceived trust and dependence in business relationships towards their suppliers and customers, i.e. that trust is important in lean business relationships. The contributions of this research are a generic conceptualisation of the vulnerability construct, a see‐saw model of perceived vulnerability and a typology of perceived vulnerability scenarios in business relationships.



Svensson, G. (2004), "Vulnerability in business relationships: the gap between dependence and trust", Journal of Business & Industrial Marketing, Vol. 19 No. 7, pp. 469-483.

Download as .RIS



Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited

Please note you might not have access to this content

You may be able to access this content by login via Shibboleth, Open Athens or with your Emerald account.
If you would like to contact us about accessing this content, click the button and fill out the form.
To rent this content from Deepdyve, please click the button.